Director of Business Development

Description

Yanmar Compact Equipment North America designs, manufactures and supports a complete range of compact equipment including compact track loaders, mini excavators, wheel loaders and construction equipment for use in such markets as construction, landscaping, utility, land management and agriculture. The products are sold primarily through a third party, independent dealer network.

OVERVIEW:

Reporting to the North American President and a member of the North American leadership team, the Director of Business Development will provide leadership to all the commercial activities at CENA. The Director of Business Development will oversee all sales activities, including dealer sales and key account sales. Accountable to meet targets on revenue, profitability and market share goals and objectives. This position will oversee a team of Regional Business Manager’s and coordinate activities with all other commercial stakeholders (Marketing, Finance, Retail Finance, SIOP team, Channel Development, Key Accounts, Parts & Service).

RESPONSIBILITIES:

Meeting Sales Targets

· Accountable to meet targets on Revenue, Profitability and Market Share.

Commercial Management:

· Annual activity plans: Creation of an annual activity plan for the NA region that integrates Sales, Marketing, Channel Development, Retail Finance and Field Product aimed to support the achievement of the annual commercial targets in revenue, profitability, and market share.

· Commercial activities: lead a team of Business Development Managers (BDMs) towards managing and supporting dealer growth through the deployment of commercial activities. Assess dealer capabilities, agree on gaps, and identify growth opportunities. Coordinate activities throughout all commercial departments to support dealer growth: training, dealer competence, demonstrations, etc.

· Communication: Proactively communicates to team anticipating potential future problems to avoid escalation. 

· Coordination of Stakeholders: Successfully coordinates commercial activities with cross functional teams and stakeholder through influence rather than direct authority.

Marketing:

· Brand Strategy: Partner with Marketing department to support the roll out of the Brand and Marketing strategy in the respective region.

· Annual Marketing Mix plan: Partner with Marketing department to proactively plan the regions’ Marketing activities (events, social media, campaigns, etc.)

Forecasting & Reporting:

· Forecasting, Planning & Reporting: Creation of a monthly retail & shipments forecasts for the region, as part of the NA demand planning process. Report out business results during the monthly commercial review, explaining deviations to plan and corrective actions.

· MTP & Budget:  Be the leading representative for the region in the MTP & Budget processes, providing market-based input and a vision about how to develop the business in the region.

Dealer Management:

· Head of the Region: act as the Head of the Region for all commercial matters in the eyes of the dealer. Build meaningful relationships.

· Dealer Management Process: lead this process in the NA region, including the creation and signing of annual business plans, annual targets, activity plans and incentive plans for the top seed dealers.

Channel Development:

· Channel Development Strategy: partner with the channel development team in setting up the channel strategy for the region. Understand the AS-IS situation and be part of the design of the TO-BE.

· Territory Coverage: partner with the channel department team on scouting activities, dealer cancellations and territory extensions/reductions.

· Dealer segmentation: support the channel department in the dealer segmentation exercise.

Key Account Management:

· Manage the Key Account business in the region: Identify opportunities, shortlist accounts, support creating and building relationships. 

Requirements

  

QUALIFICATIONS:

Education and/or Experience:

· Bachelor’s degree in business, marketing or similar field.

· Five (5+) years sales experience in the construction equipment market, compact construction equipment strongly preferred

-Experience in successfully managing and motivating external dealer networks

-Demonstrated capability of effectively supervising a sales team. 

· Ability to travel; domestic and international. Approximately 60% to 70% travel

Knowledge, Skills, & Abilities:

• Delivers on commitments.      Results driven.
• Excellent verbal, written, listening, and presentation skills.
• Must be able to work under minimal direct supervision and be willing to take the initiative to resolve problems and to help revise and upgrade processes.
• Self-starter, able to work with or lead cross-functional teams.
• Able to influence key commercial stakeholders not directly reporting to him/her.
• Business Planning: Clearly understands all commercial growth drivers. Capable to assess business opportunities in the region, put together a growth plan and lead its execution. 
• Proficient working with Microsoft Office and Salesforce.
• Ability to communicate issues in a clear and concise manner.
• Strong leadership skills, ability to motivate others, resolve conflicts, encourage teamwork, and manage employee performance.
• Ability to develop, maintain and strengthen partnerships with others inside and outside of the organization.
• Must possess a high degree of professionalism, adaptability and strong customer service skills including a high level of integrity and commitment to confidentiality. 
• Ability to work under pressure, meet deadlines, and handle multiple priorities at the same time. 

The above Job Description is not intended to be an all-encompassing list of responsibilities, skills, efforts or working conditions associated with this position. It is intended to be a guideline reflecting the primary activities.
 

Worksite: Remote                    Position: Director of Business Development

Job Type:     Full Time               FLSA:    Exempt

Department:   Sales                 Work Schedule:     M-F

Starting Wage: $160-180K 

This position offers the potential for discretionary bonus compensation up to  20% of base salary.

Benefits: YCENA currently offers a comprehensive benefits package including Medical, Dental, Vision, Basic Life & AD&D, Voluntary Term Life, Short & Long Term Disability, EAP, HSA, Medical & Dependent Care FSA, Accident Insurance, Critical Illness, and Hospital Indemnity, Paid Time Off, Paid Holidays, and a 401(K) plan with a company match of up to 4%.