Aftermarket Business Development Manager

工作内容

Our client is a Multinational player in the field of industrial vehicles.

Job Information

This position oversees developing and implementing tools and solutions in the field to enhance the aftermarket (parts) capability of the dealers to increase End-Customer satisfaction and to develop the recurring revenue stream of our client’s parts and its dealers.

Also, responsible for strategic sourcing activities for key strategic products of aftermarket (parts) business, and responsible for new aftermarket product development by managing whole steps of the project from business case development to procurements.

Role & Responsibility

Dealer Aftermarket Capability Enhancement:

• Develop dealers’ aftermarket (parts) standards and ensure proper implementation in the field;
• Organize follow-up reviews and improvements when needed;
• Update the standard to ensure the capability of our dealers to support the launch of new products.

Dealer Operations support:

• Responsible for policies defining service relationships with the dealers (Dealer agreement, warranty policy, extended warranty policy, and sub-dealers agreement are examples of policies to be kept up to date).

Aftermarket Capability Enhancement Acceleration:

• For some key dealers identified in cooperation with Aftermarket (parts sales) Managers, organize a specific follow-up in order to accelerate the enhancement of the aftermarket capabilities of those dealers
• Organize a monthly follow-up of key Aftermarket KPIs including business performance and customer satisfaction
• Define each dealer’s targets and initiatives to achieve the targets. Mobilize resources needed to achieve the targets

Aftermarket Product Development

• Engage business stakeholders to understand business requirements and to assist new product strategy
• Provide timely and effective procurement services and value-added strategic sourcing solutions to stakeholders to ensure the target launch timeline of new products
• Lead problem-solving on new product supply and logistics issues by coordinating processes and meeting among vendor, corporate sourcing, logistics, and aftermarket operations
• Lead a discussion with engineering for value analysis and value engineering program, to ensure products are validated to meet the target value proposition
• Assist in aftermarket product development and marketing activities in the collaboration with aftermarket stakeholders and corporate sourcing
• Ensure product road map and launch plans are in place, and take the primary responsibility of the plan until successful launch into the market with proper marketing communication
• Monitor and directly influence suppliers’ performance to support the achievement of given targets for new products

Aftermarket Strategic Parts Procurement

• Implementation & development of successful long-term sourcing strategies for key aftermarket parts categories
• Participate in developing business targets for strategic parts categories
• Participate in developing sourcing targets for the assigned categories

Aftermarket Customer Solution Provider:

• Identify, develop, and promote tools and solutions:
• to assist in the sales of machines, spare parts, and attachments
• to improve the profitability of our client and its dealer Network
• to improve the brand image of our client (offering compliant with customer expectations and competition offerings)
• Warranty Extension, Maintenance Contracts, Leasing Solutions, and Key Accounts team support, are examples in the scope
• Implement tools and solutions developed in the field:
• organize training of internal and external resources
• organize field activities
• identify gaps in the use of the tools and propose improvement

Job Requirement

• Education Required: Business Administration - Bachelors Degree / Allow Equivalent
• Experience Required: 5-10 years
• Travel Required: 10-25%
• Business experience in the material handling equipment or construction environment
• Field experience (Dealer and/or end-customer daily relations)
• Customer satisfaction management
• Global Breadth: EMEA
• Knowledge of material handling equipment distribution channels
• Good understanding of the distribution model via dealers (B2B)
• Business acumen
• Solution-oriented
• Project Management
• Strong background in Aftermarket
• Open communication
• Analytical thinker
• Fact-based decision maker
• Ability to interact with all different levels of the organization including dealer personnel
• Deadline driven
• Self-motivated
• High customer orientation
• Good language and negotiation skills in English and possibly in an additional European language.