TCO Services Manager Benelux

COMPANY PROFILE:

CNH Industrial is a global leader in the capital goods sector with established industrial experience, a wide range of products and a worldwide presence. Each of the CNH Industrial’s brands is a major international player in its specific industry: Case IH, New Holland Agriculture and Steyr for tractors and agricultural machinery; Case and New Holland Construction for earth moving equipment; Iveco for commercial vehicles; Iveco Bus and Helieuz Bus for buses and coaches; Iveco Astra for quarry and construction vehicles; Magirus for firefighting vehicles; Iveco Defence Vehicles for defence and civil protection; and FPT Industrial for engines and transmissions. More information can be found on the corporate website: www.cnhindustrial.com

PRIMARY FUNCTION:

The TCO Services Manager is responsible to develop and execute, within EMEA guidelines, a product marketing plan to drive sustainable Services sales in the region.

He develops and maintains communication plans, within EMEA guidelines, in order to promote the TCO Services (Maintenance and Repair contracts, Extended Warranty and Connectivity contracts).

He operates on several channels (dealers, workshops, end customers).

ESSENTIAL RESPONSIBILITIES:

Ensure EMEA TCO Services offering to be competitive in the Benelux market and profitable for the company, for the assigned productlines.

• Define adaptations to the existing EMEA TCO Services offering to answer to specific market needs in full coordination with Market Sales Team and EMEA HQ TCO Services Team;
• Deploy new product launches at market level;
• Identify new business opportunities in cooperation with Sales and Parts & Service, market intelligence and through network and end customer visits;
• Support and train the network, sales and aftersales teams, in order to guarantee their capability to quote all the “in-policy” quotations for the available service program packages
• Work closely with market intelligence team to monitor regularly competitors in order to define/maintain a correct price and content positioning;
• Collect information about the services offered by competitors and relative price positioning in order to support the HQ in the definition of consistent KPIs and targets;
• Analyse and define the Commercial price definition based on technical price + specific agreements with network and suppliers in function of IKA, NKA or specific dealers sales;
• Participation on the exhibitions as the reference on the TCO Services;

Ensure regular and effective commercial campaigns for TCO services offer.

• Define, implement and monitor commercial for TCO Services towards dealers / workshops / customers in full coordination with Marketing Manager and with the Communication team;
• Analyse regularly TCO Services sales results to identify issues/opportunities and define action plan accordingly;
• Develop and implement commercial actions in cooperation with stakeholders (Sales, Parts & Services, Financial Services, Used Trucks ,etc.);
• Update AMS and Sales & Marketing with relevant and new information about product offering, results and action plans;
• Define, implement and monitor the incentive schemes to dealers and salesmen on sold service packages;

Manage the commercial partnerships with suppliers working

• Ensure effective deployment in the market of existing partnerships supporting each supplier in developing, implementing and monitoring their action plan and KPI’s;
• Monitor regularly existing partnership sales results, coordinating the development and the deployment of additional actions (if needed) with suppliers and sales force
• Identify new potential partnerships to exploit new business opportunities (in full coordination with Market Sales Team and with EMEA HQ TCO Services Team) and ensure effective implementation in case of new partnership launch;

QUALIFICATIONS/REQUIREMENTS:

• Good knowledge of automotive product marketing;
• Experience of working with automotive distributors/suppliers;
• Strong negotiation skills;
• Solutions oriented person and able to take initiatives;
• Team worker (even in cross functional teams);
• Good presentation skills;
• Skilled with Microsoft Office knowledge;
• Fluent in Dutch, French and English.