Channel Development Manager EMEA

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