* This is a remote position, also referred to as virtual or work from home.
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We are Bobcat. A community powered by people. Across 16 countries and 50 nationalities, we have over 2,500 employees, 300 dealers in EMEA and a world-class innovation centre that’s breaking new ground every day. We’ve been engineering powerful machines and transforming how the world works for more than 60 years. From construction to agriculture, our products make an impact. We empower people to accomplish more, and we’re proud of that. It’s our people that make it possible. We value the skill and expertise that surrounds us. As part of our team, you’ll find career opportunities that will challenge, inspire, and reward you. We believe that together we can unearth something extraordinary.
We are looking for Channel Development Manager EMEA to join our team at Bobcat.
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
* 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.
Job Requirement
* 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: English at high level, other languages are valued.
* 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
At Bobcat, we support equal opportunities, value diversity of skills, perspectives and cultures and encourage applications from candidates from all backgrounds.