Job Title
Area Business Manager II
Job Category
Sales
Job Description
Primary Purpose
The Area Business Manager II will be the second in command to the Area Business Director and the main point of contact and HYMH representative for all sales commercial matters within the assigned area. This position is ultimately responsible for providing strong commercial business insight to sustain and improve dealer sales, revenue and profit development. As such, the incumbent(s) will collaborate with the Major Accounts, Network Development, Solutions and Commercial Aftersales teams to enhance industry/territory performance.
Other key responsibilities include the following;
1. Field management/leadership to the ABM’s.
2. Support regional activities/Area Business Director with coaching and support for the ABM’s.
3. To increase participation and closure of the distributors in territory.
4. Actively visiting key customers alongside the dealers.
5. Achievement of AOP (Annual Operating Plan) targets for units’ volume, revenue, discounts and market share within a defined territory.
6. Agree with Dealer Principals, the targets of the Dealer Annual Business Plan and capture related actions in the Dealer Project List.
7. Provide a high level of professional sales skills within the dealership(s) by leveraging the Dealer Excellence Programme to develop dealer capabilities.
8. Support National and European Major Account sales in the territory to drive sales performance in territory.
9. Communicate the sales vision, strategy and expectations at key hand off points.
10. Assess CTA (Consolidated Trading Area) potential and industry profile.
Key Accountabilities
FIELD MANAGEMENT & LEADERSHIP
11. Support the ABD with field activities/leadership of the ABM’s.
12. Provide cover for the ABD for LRFF planning, sales support & people requirements.
INDUSTRY EXPERTISE
13. Responsible for reaching agreement on industry segments to develop with the dealer(s).
14. Lead service rate coverage and service rate alignment with A&B Accounts.
15. Support infield customer engagement
DEALER EXCELLENCE
16. Responsible for conducting Dealer Excellence Assessment & ensuring all relevant stakeholders are involved.
17. Responsible for developing and implementing the actions defined in the Dealer Excellence Programme.
18. Responsible for defining Dealer Project list capturing key dealers’ initiatives, leveraging their capabilities and solution offering.
ACHIEVEMENT OF AOP
19. Responsible for setting and achieving targets using the DBP (Dealer Business Plan)
20. Grow Approved Units Participation through adoption of Used Units Portal.
21. Lead assigned dealerships in achieving agreed unit sales targets.
22. Drive and support sales activities of dealers including visits of key dealer customers and being involved with major deals.
REPORTING
23. Responsible for NOVO CRM Pipeline Management, Pipeline Size in Units & Revenue including opportunity stage duration management, closure rate monitoring, assessment of neglected opportunities, inbound & outbound lead management.
PRICING
24. Have current visibility of dealer calculations.
25. Provide pricing proposals to Area Business Director and (if applicable) pricing department to ensure successful deal closure.
26. Feedback market price information to pricing department to support strategic pricing analysis.
Knowledge & Skills Required
27. Degree education level or equivalent.
28. Ability to build effective business relationships and be a credible business advisor to senior dealer management
29. Cultural sensitivity and understanding of behaviors and in the assigned territory
30. Flexible, resilient and able to work effectively in a cultural diverse team
31. Product, application and Industry knowledge.
32. Professional sales and solution selling, management, negotiating and communication skills. Understanding of International trade. Strong analytical skills, financial awareness, understanding of business models, P&Ls and cost analysis
33. Engaging presentation skills
Job Type
Permanent
Time Type
Full time
Work Hours
40
Travel Required
No
Location
HY EMEA DEU Moerfelden-Walldorf
Address
Hessenring 15
Zip Code
64546
Field-Based
No
Relocation Assistance Available
No