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Senior AFM Business Development Manager

Last Updated Date:  Feb 29, 2024


Company:  Doosan Bobcat EMEA

Job Information

Position Summary

The Senior Aftermarket Business Development Manager is in charge of the design & implementation of new business development programs to grow revenue & increase customer loyalty.  They will be responsible for actively pursuing strategic initiatives to develop & expand the sales of commodities, FMPs, and other aftermarket products to ensure AOP targets are met.  This role requires a strong business acumen, excellent communication and negotiation skills, and the ability to lead and inspire a team.

Role & Responsibility

Business Development: Responsible for all new product development activities to drive revenue growth.  In charge of developing & executing the aftermarket business development strategy, including identifying new markets, products, and initiatives.

-    Expand the current product offering of key FMP & Commodity categories for the CE & MH businesses to align with dealer & customer demand (tires, tracks, filters, fluids, undercarriage, attachment parts, MH commodities) 
-    Responsible for researching & bringing new products to market (ex. Hose program, hand tools, workshop supplies) to support future Bobcat & Dealer growth.
-    Establish key commodity management structure for MH (hand trucks, forks, battery)
-    Execution of the CE remanufactured parts program, including core return process & vendor selection.  Expansion of the program to cover MH parts. 
-    Execute on Parts AOP & LRP initiatives to increase capture rate (parts sales / machine population), stock order ratio, and marketing plan achievement.
-    Market price benchmarking for key FMP & Commodities to ensure competitive price alignment & proper positioning. 
-    Design future product roadmap for CE & MH businesses

Sales and Revenue Generation: Drive sales efforts by identifying and pursuing new business opportunities, building and maintaining relationships with dealers & field teams to ensure needs are captured, and negotiating contracts and agreements.
-    In cooperation with Aftermarket Managers & Parts Managers, ensure successful adoption & execution of new product initiatives.
-    Provide strategic insights & revenue opportunities for new products to field team, driving engagement & performance. 

Market Analysis: Conduct market research and analysis to identify customer needs, market trends, and competitive landscape. Utilize findings to develop targeted initiatives & promotional activities, forecast business opportunity, and establish sales targets.

Team Management: Lead and mentor a team of aftermarket product & business development managers, providing guidance, support, and training to maximize their effectiveness and achieve sales targets.

Cross-Functional Collaboration: Collaborate with other departments to ensure alignment of aftermarket strategies with overall business objectives.

-    Ensure to share experiences and initiatives between the different departments within Bobcat and outside of EMEA.  Every time possible, make EMEA benefiting of the best practices of the other regions.

Continuous Improvement: Continuously assess and improve aftermarket processes, systems, and procedures to enhance efficiency and productivity.


Job Requirement

  • Education: Bachelors Degree / Masters Degree  - Business Administration or related major.
    •    Experience: 10+ Years
    •    Experience creating a business strategy and growing a business through strong business acumen.
    •    Experience in aftermarket role. Business experience in construction environment. 
    •    New product development experience.
    •    Demonstrated leadership abilities and experience managing a team
    •    Excellent communication skills. 
    •    Experience presenting to and persuading senior leadership.
    •    Strong project management skills
    •    Analytical mindset with the ability to interpret market data and make data-driven decisions- Proficiency in using CRM software, MS Office Suite, and other relevant business tools 
    •    Travel Standard: 10% - 25% 


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