Job Title

Area Business Manager I

Job Category

Sales

Job Description

Primary Purpose

For assigned dealers, the Area Business Manager will be the main point of contact and HYG representative for all commercial matters relating to sales. This position is ultimately responsible for providing strong commercial business insight to sustain and improve dealer sales, revenue and profit development. As such, the incumbent(s) will collaborate with the Major Account, Network Development, Solutions and Commercial Aftersales teams to enhance industry/territory performance.

Other key responsibilities include the following;

To increase, participation and closure of the distributors in territory.Actively visiting key customers alongside the dealers.Achievement of AOP (Annual Operating Plan) targets for units volume, revenue, discounts and market share within a defined territory.Agree with Dealer Principals, the targets of the Dealer Annual Business Plan and capture related actions in the Dealer Project List.Provide a high level of professional sales skills within the dealership(s) by leveraging the Dealer Excellence Programme to develop dealer capabilities.Support National and European Major Account sales in the territory to drive sales performance in territory.Communicate the sales vision, strategy and expectations at key hand off points.Assess CTA (Consolidated Trading Area) potential and industry profile.

Key Accountabilities

INDUSTRY EXPERTISE

Responsible for reaching agreement on industry segments to develop with the dealer(s).Lead service rate coverage and service rate alignment with A&B Accounts.Support infield customer engagement

DEALER EXCELLENCE

Responsible for conducting the Dealer Excellence Assessment for all areas relating to the sales functionCoordinating the Dealer Excellence Assessment with all relevant stakeholders and departments with supervisory support from Network DevelopmentResponsible for developing and implementing the actions defined in the Dealer Excellence Programme.Responsible for defining Dealer Project list capturing key dealers’ initiatives, leveraging their capabilities and solution offering.
 

ACHIEVEMENT OF AOP

Responsible for setting and achieving targets using the DBP (Dealer Business Plan)Grow Approved Units Participation through adoption of Used Units Portal.Lead assigned dealerships in achieving agreed unit sales targets.Drive and support sales activities of dealers including visits of key dealer customers and being involved with major deals.

REPORTING

Responsible for NOVO CRM Pipeline Management, Pipeline Size in Units & Revenue including opportunity stage duration management, closure rate monitoring, assessment of neglected opportunities, inbound & outbound lead management.
 

PRICING

Have current visibility of dealer calculations.Provide pricing proposals to Area Business Director and (if applicable) pricing department to ensure successful deal closure.Feedback market price information to pricing department to support strategic pricing analysis.

Knowledge & Skills Required

Education

Degree education level or equivalent. 

Experience

Ability to build effective business relationships and be a credible business advisor to senior dealer managementCultural sensitivity and understanding of behaviors and in the assigned territoryFlexible, resilient and able to work effectively in a cultural diverse teamProduct, application and Industry knowledgeProfessional sales and solution selling, management, negotiating and communication skills. Understanding of International trade. Strong analytical skills, financial awareness, understanding of business models, P&Ls and cost analysisEngaging presentation skills

Job Type

Permanent

Time Type

Full time

Work Hours

35

Travel Required

Location

HY EMEA France Chessy

Address

14 Avenue de Europe

Zip Code

77144

Field-Based

No

Relocation Assistance Available

No