Job Information
The Channel Development Manager is responsible for the implementation of the network strategy for all business areas including construction, material handling, and ground maintenance equipment. This includes a specific focus on prospecting and developing new dealerships to achieve Doosan Bobcat’s EMEA channel high-performance coverage and expansion goals. Also, he/she co-manages the new dealer start-up in 90 days and 6 months follow-up to ensure quick onboarding and get new dealers selling Company products.
Role & Responsibility
Implementation planning of dealer coverage strategy
1. Implement the coverage strategy based on the dealer scorecard, coverage analysis and candidate pipeline in liaison with the related functions (Regional sales, AMPS, etc.).
2. Develop and align the action plans for the prioritized TMUs during the representation meeting. These action plans can consist of: Dealer Recruitment, TMU Transfer, Capillarity Improvement (Branch, etc.,), and Performance Improvement.
Dealer Recruitment / TMU Transfer
3. Execute Bobcat's channel development strategy for construction, material handling, and ground maintenance equipment.
4. Prospect and sign new dealers in prioritized TMUs with a focus on achieving high-performance coverage and expansion goals.
5. Effectively communicate Bobcat Company's value proposition and new dealer requirements to potential candidates. Gain commitment and buy-in.
6. Build recruitment candidate pipelines that ultimately result in additional dealers.
7. Support existing dealer terminations and TMU reduction in liaison with the regional sales.
Dealer Onboarding
8. Work closely with related functions to ensure timely onboarding and to quickly get new dealers selling Company products.
9. Manages 90 days and 6 months of follow-up for newly appointed dealers for construction, material handling, and ground maintenance equipment.
10. Supporting the programs to enhance the capability and engagement of key dealers.
11. Develop a deep knowledge on the Set Up process to be able to solve possible bottlenecks during the process.
Job Requirement
12. Bachelor's or master's degree ideally in business administration, engineering or a related field; an advanced degree or MBA is preferred.
13. 8+ years of experience in sales/business development including dealership experience.
14. Language skills: English at high level, other languages are valued.
15. Knowledge of dealer operations/business models
16. Demonstrated sales and territory management skills
17. Strong performer, Self-motivated with strong time management skills and priority focus
18. Solid written and verbal communication skills
19. Strong cold calling skills, Excellent presentation and relationship-building skills
20. Travel required >60% to meet with dealers and dealer candidates
21. Product experience with compact construction equipment, material handling equipment, tractors, and turf products is a plus
At Bobcat, we support equal opportunities, value diversity of skills, perspectives and cultures and encourage applications from candidates from all backgrounds.