Business Development Manager - Elevator Company

Business Development Manager Mast Climbing Work Platforms (MCWP)

The key purpose of this role is to be a market and customer facing specialist in the mast climbing work platform segment in North America (NAM). Help our Industry and customers achieve better project results and push the value in the use of MCWP over conventional methods like rope access or scaffold etc. To sit with Industry groups (SAIA, code committee, etc.), work safe and interface with customers to communicate the value proposition, both in terms of productivity, safety, and efficiency for projects and rental fleets, provide the best solutions, analyze drawings, and be the expert they can rely on. The role is to increase revenue and profitability into the Alimak Construction Unit Sales and relates to Scanclimber and Alimak Brands in the North American market. This role oversees all aspects of business development, new customers, order growth, revenue growth and account management. This role is required to drive new and strong customer relationships, scope quick win opportunities to drive unit sales growth, and then develop a long-term pipeline of unit sales and population. Develop clear scope of supply's, clear pricing / estimating methods, make decisions on what local sales inventory should be held (if any) etc. The role is very fluid, and strategy will be adjusted regularly to continually improve our market share of Alimak and Scanclimber branded units. A secondary part of the role will be to be mindful of any potential partner opportunities to again push increased Alimak market share. Finally, explore profitable MCWP rental opportunities and/or 'rent to own' opportunities as required to push products.

The role's focus is growing these models/product areas:

• Scanclimber Mast Climbers
• Alimak Mast Climbers
• Spare parts and Services related to Scanclimber/Alimak MCWPs (w / support of spare parts Sales)

Main Duties & Responsibilities

• Sales Strategy
• • Collaborate with Global Sales Director MCWPs, other Regional Business Development Managers, Technical/Marketing support and Regional Sales Directors. Feed opportunities to DCON Sales Managers in territories to develop the sales ensuring this is in line with regional strategy and Group strategy
  • Sales strategy and guidelines should include rules for quantifying customers to ensure the most profitable customers are given the most attention
  • Responsible for local product management, ensuring the products are best configured for local needs and communicating for this rework to be done by the factory as much as is reasonably possible
• Group Sales and Business Development
• • Accountable for the creation of new business (order booking) which meets or exceeds given targets
  • Ensure all new business complies with Group sales strategies and margins
  • Responsible for Account Management of existing customer base ensuring repeat business and ongoing service sales
  • Accountable for keeping close relationships with the marketplace in terms of key accounts, business situation and competitor's activities
  • Responsible for creation of supporting initiatives in the areas of revenue, costs and people to enable achievement
  • Accountable for compliance and updating the group reporting tools, salesforce.com, Alimak Rental Tool, Alimak Price Sheets, CPQ etc.
• Operations
• • Accountable for delivery to Project Engineering and Operations with complete and accurate data to facilitate turnaround within agreed deadlines
  • Responsible for updating Group Operations on changing trends and requirements in the marketplace to ensure new product design is at the forefront of the industry
  • Responsible for delivering customer feedback to factories for continuous improvement discussions
  • Accountable for handover to Projects Management with complete and accurate data
• Financial Management
• • Accountable for writing business which is within all financial guidelines of the organization
  • Accountable for contract establishment, all contracts written within company guidelines or escalated for approval, outlining risks and mitigation strategies
  • Report monthly on lag KPI's and lead KPI's
  • Submission of 6-month Order Intake forecasts, providing variance analysis
  • Accountable to work within Delegation of Authorities
  • Compliant with policies, systems and procedures.
• People Management
• • Participate as a positive and active team player with peers, direct and indirect reports
  • Responsible for self-development and continuing personal development
  • Manage the relationships within the Alimak Group as the sales will be in different countries spanning different managers. Ensure sales policies are clear, fair and communicated in advance to avoid any internal company conflict
• Other Duties
• • Accountable for increasing revenue and profitability into the Rental and Construction market in the North America Con Organization
  • Authority to make decisions under guidance of Global Sales Director-MCWPs and the delegation of Authority for (Construction Division)
  • Other duties as assigned by management

Qualifications & Requirements

• Bachelor degree in Engineering, Marketing, Business preferred
• MBA desired
• Minimum 5 years Sales / Business Development experience
• Demonstrable consultative sales experience
• Evidence of selling in the Construction or Industrial industry. Preferably construction machinery
• Experience in selling customized capital goods
• Experience with international organization, multiple regions, and multiple product lines
• Experience of selling in a safety and quality culture
• Experienced in operating at management level within a medium-sized global organization
• Experience of contract negotiation, risk identification, risk mitigation and risk management
• Must be available to travel (>40%)
• Highly articulate, customer focused, team player, can do attitude
• Ability to build and maintain strong customer relationships
• Excellent communication, influencing and negotiating skills
• Proficient in Microsoft Office (Word, Excel, PowerPoint, Outlook)
• Financial literacy, capable of understanding interaction of financial decisions, Profit and Loss
• Excellent time management and prioritization skills
• Leadership skills with ability to influence and inspire both technical and non-technical stakeholders
• Knowledge of best practice Consultative sales techniques

Physical Requirements

• Must be available to travel (>40%)
• Must be able to work in an office environment
• Must be able to visit customers on-site (various environments)
• Must be able to lift 15 pounds at times
• Prolonged periods of sitting and working on a computer
• Must be able to stand and present at meetings

EOE