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Business:  Hiab
Job Function:  Sales & Marketing
Location: 

Meppel, NL

Apply by:  06-06-2019

Dealer / Importer Manager

Purpose of the position

  • Drive dealer management and development of dealers in respective market, setting standard practices and procedures to establish high performing network
  • Identifying and setting new dealers, building the dealer roadmap, maintaining and developing practices with the current importers
  • Ensure a coherent approach to development and implementation of common dealer and importer processes, tools, policies and procedures across the area. Ensure dealer network organizations provide the facilities and service according to service standards for the clients.
  • Lead and execute the dealer sales process including:  identify, define and recommend dealers in the assigned market; lead negotiations and set up of dealer agreements in assigned markets; Create specific dealer strategy and business plans, and analyse and follow-up on performance; Monitor dealer rebate / discounts;
  • Act as business manager towards the assigned dealers to ensure that the operation meets the expectations in terms of sales as well as fulfil requirements of the cooperation at large and be the main point of contact for sales and business related matters;
  • Liaise actively with other functions and FLUs (and their dealer managers) to develop the overall dealer and importer management. Take responsibility for the area's requirements and drive improvements by participating in projects with functions within the area of dealer and importer network development and assure cross functional communication thereof.
  • This position is part of the Tail lift product line and it is reporting to Gaston van Kleef, Director, S&S, EMEA.

Main tasks and responsibilities

  • Together with management responsible for overall dealer roadmap aligned with the business strategy and setting the common standards and performance management practices for the dealers
  • Responsible for the budget and reaching volume, price realization, and customer satisfaction targets in the assigned importer markets
  • Plan and drive the execution of sales, marketing and co-operation activities to reach set targets including manage customer satisfaction, market share, volume and price realization within assigned markets;
  • Manage customer relations and customer understanding as well as understanding of competition in the assigned markets;
  • Lead and execute the dealer sales process including:  Identify, define and recommend dealers and importers in the assigned markets; lead negotiations and set up of dealer agreements in assigned markets; Create specific dealer strategies and business plans, and analyse and follow-up on performance; Monitor dealer rebate / discounts;
  • Act towards the assigned dealers/importers to ensure that the operation meets the expectations in terms of sales as well as fulfil requirements of the cooperation at large and be the main point of contact for sales and business related matters;
  • Implement and develop dealer capabilities and drive compliance with Hiab dealer management standards in assigned markets;
  • Coordinate and channel support from Hiab functions and 3rd party providers towards dealer and importers to assigned markets;
  •  

Continued

  • Implement structure, standards  and targets in dealer operations in EMEA
  • Performance management of importers (target setting, evaluation and follow up)
  • Different strategic development areas assigned (e.g. processes, tools, events)
  • Active management and relationship with key people in dealer operations
  • Develop and maintain the dealer network and give support/guidelines/processes ongoing development of their business activities
  • Actively identifies possible new dealers, assess their potential and establish relationships and exit non-performing dealers.
  • Assess dealers in terms of financial performance, succession etc

Contacts/Working closely with

  • Dealers
  • Contacts within EMEA FLU organisation (dealer managers), central functions and S&S functions

Education:

  • Relevant academic degree e.g. master in business or engineering
  • 5-7 years experience in dealer management in the similar industry
  • Proven track record of seeking and developing dealers, setting structure and way of working
  • Proven track record in meeting the sales  & profitability targets and the budget in dealer sales
  • Experience in working closely with partners and customers with focus on adding value to their business by providing our solutions to them
  • Experience in leading people in effective way is preferred
  • Proven track record in leading dealers and implementing standards and processes to drive their performance
  • Might come from other industries such as logistics or from the customers industries

Competence and skills:

  • Dealer management
  • Performance management
  • Sales competence, negotiation skills and long-term relationship management
  • Strategic planning, ability to build the road map for sales plan in assigned markets
  • Fast and solid decision making, ability to run execution
  • Project management
  • Basic financial skills to drive the growth and profitability
  • Leadership and coaching skills, ability to manage and influence without official authority
  • Strong communication and interpersonal skills

Language Skills

  • English
  • Other potential local languages is benefit

Personal attributes or qualities (if applicable):

  • Result-oriented and fact-based
  • Self-driven and determined
  • Team-player
  • Seek for opportunities, ability to take estimated risks

Place of Work

  • One of Hiab’s key sites in North West Europe – requires frequent travelling

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