Dealer Performance and KA Manager

Job Information

This role is responsible for managing dealer performance evaluation processes, generating insightful reporting to support strategic decision-making, and ensuring the successful execution of key account management processes. Additionally, the role involves leading initiatives to enhance dealer engagement and optimize the channel strategy across Bobcat EMEA's business areas, including Compact, Material Handling and GME.

Role & Responsibility

Dealer Performance Review & Reporting
•    Prepare and conduct bi-weekly performance reviews to evaluate dealer achievements against targets. 
•    Analyze the industry trend, dealer performance, and gather inputs from field team, identify the key reasons of under or over achievement, and develop sales strategy to achieve the targets.
•    Develop and maintain reporting processes, including Monthly Business Reviews (MBR), Quarterly Business Reviews (QBR), and Annual Operating Plans/Long-Range Plans (AOP/LRP).
•    Regularly update scouting progress reports to track recruitment and development of new dealers.

Strategic Dealer Engagement Projects
•    Lead and manage key strategic projects aimed at improving dealer engagement, such as product category specific go-to-market projects for CWL, TLS, and LDRs.
•    Contribute to channel development and optimization initiatives.

Key Account Management
•    Develop and maintain the key account management process and policies.
•    Maintain an up-to-date deal list for key accounts, tracking opportunities, and progress.
•    Provide proactive support for RFQ (Request for Quotation) follow-ups and ensure timely communication with stakeholders.
•    Proactively address the issues that key accounts are facing with the supports from cross-functional team
•    Collaborate with field teams to strengthen relationships with key accounts and monitor their performance.

Process Development & Optimization
•    Continuously refine dealer performance evaluation frameworks and key account management process to ensure clarity and alignment with business objectives.
•    Ensure robust data management and reporting tools are in place to provide actionable insights to stakeholders.
 

Job Requirement

•    Bachelor’s or master’s degree in Business Administration, Economics, or related fields; advanced degrees are a plus.
•    7+ years of experience in commercial strategy, sales operations, dealer/channel management, or key account management.
•    Strong analytical and organizational skills with experience in generating and presenting performance reports.
•    Strong communication skills and experience in project management 
•    Proven track record in managing strategic projects and fostering dealer relationships.
•    Knowledge of machinery industry, dealer operations, key account management, and EMEA market trends is preferred.