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.
Responsibilities
Implementation planning of dealer coverage strategy
• Implement the coverage strategy based on the dealer scorecard, coverage analysis and candidate pipeline in liaison with the related functions (Regional sales, AMPS, etc.,)
• 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
• Execute Bobcat's channel development strategy for construction, material handling, and ground maintenance equipment
• Prospect and sign new dealers in prioritized TMUs with a focus on achieving high-performance coverage and expansion goals
• Effectively communicate Bobcat Company's value proposition and new dealer requirements to potential candidates. Gain commitment and buy-in
• Build recruitment candidate pipelines that ultimately result in additional dealers
• Support existing dealer terminations and TMU reduction in liaison with the regional sales
Dealer Onboarding
• Work closely with related functions to ensure timely onboarding and to quickly get new dealers selling Company products.
• Manages 90 days and 6 months of follow-up for newly appointed dealers for construction, material handling, and ground maintenance equipment
• Supporting the programs to enhance the capability and engagement of key dealers.
• Develop a deep knowledge on the Set Up process to be able to solve possible bottlenecks during the process.
Requirements
• Bachelor's or master's degree ideally in business administration, engineering or a related field; an advanced degree or MBA is preferred.
• 8+ years of experience in sales/business development including dealership experience.
• Language skills: German native ideally, English fluent.
• Knowledge of dealer operations/business models
• Demonstrated sales and territory management skills
• Strong performer, Self-motivated with strong time management skills and priority focus
• Solid written and verbal communication skills
• Strong cold calling skills, Excellent presentation and relationship-building skills
• Travel required >60% to meet with dealers and dealer candidates
• Product experience with compact construction equipment, material handling equipment, tractors, and turf products is a plus