Business Development Manager

Yanmar Compact Equipment North America, Inc. • Pittsburgh, PA

11d • $110 - $135 • Remote

About The Position

Regional Business Manager- Region 1
Yanmar Compact Equipment North America Inc. (CENA) designs, manufactures and supports a complete range of compact equipment including compact track loaders, mini excavators, wheel loaders and construction equipment for use in such markets as construction, landscaping, utility, land management and agriculture. The products are sold primarily through a third party, independent dealer network.
OVERVIEW:
Region 1 encompasses dealerships located in Virginia, West Virginia, DC, Pennsylvania, Maryland, New Jersey, Rhode Island, New York, Delaware, Massachusetts, Vermont, and Maine (Northeast). As a Business Development Manager for Yanmar Compact Equipment North America Inc., you will serve as the primary sales and business lead working with dealers to engage the customer base and command market share in this geographical area. You will do this by providing product and customer segment expertise as well as market application and data to the dealer organization. You will drive the sale of whole goods and attachments, coordinate with territory team members, and support local, regional, national events and associations. This remote, home base role will reside in New York or Pennsylvania and be located near a major airport within territory. This position reports to the Director of Business Development.

Requirements

• Bachelor’s degree in business, marketing or similar field.
• Five (5+) years sales experience in the construction equipment or off-road equipment industry, compact construction equipment strongly preferred.
• Three (3+) years of experience supporting dealers, customers, and end users.
• Experience working with small, medium, and large dealer networks.
• Demonstrated field experience. Self-Starter mentality
• Presentations skills – Create and present territory analysis to management leadership, dealers, and customers.
• Communication – Excellent verbal, written and e-communication skills.
• Strong organizational skills
• Initiative – Start and maintain projects with little supervision.
• Proficient with Microsoft Office Suite including Outlook, Excel, PowerPoint and Word.
• Problem Solving and collaboration.
• Ability to apply business concepts and tools to tactical and strategic initiatives, working closely with dealer organizations
• Understanding of customer segments and customer buying habits
• Ability to travel up to 75%, mostly within the assigned territory to work with dealers and visit customers, sometimes on short notice or weekends. This could be by air or vehicle.
• Applicant must reside in the states of Pennsylvania or New York.

Responsibilities

• Function as the primary point of contact to dealers for Yanmar CE NA wholesale and retail commercial operations.
• Collaborate with Channel Development team to support prospecting, establishing, and onboarding new dealers to enhance distribution channel.
• Own territory sales and market share, revenue, and profitability targets for assigned region
• Provide product demonstrations, working applications, identify product limitations, and non-traditional product usage.
• Develop and train dealer sales force in product performance and application; focusing on new products.
• Review and analyze competitive products and pricing details to manage the portfolio sales pipeline.
• Review and analyze territory inventories, market trends, and retail potential within the region.
• Assist dealers with inventory controls and management.
• Perform scheduled Annual Dealer Business Planning & Review meetings to help drive demand planning and forecasting while focusing on key performance indicators for dealer engagement and performance
• Achieve wholesale targets to forecast per developed demand planning with dealer
• Serve as a liaison between marketing, product management, product and customer support, and dealer network.
• Recommend and implement national/regional sales promotional programs.
• Ensure that the Voice of Dealer, customers, and external partners is heard in all functional areas.
• Support and grow product sales of Yanmar Compact Construction Equipment to increase revenue, profit, and overall growth within assigned territory.
• Visit, plan and provide support to dealer partners, trade shows and special events
• Increase sales through promotion of marketing and wholesale and retail programs
• Develop existing dealers through training and mentoring dealer personnel and sharing YCENA assets to enable dealer advancement.
• Ensure that each dealer has appropriate Line of Credit (LOC) and proper utilization of LOC with Yanmar CE NA in interest

Benefits

• YCENA currently offers a comprehensive benefits package including Medical, Dental, Vision, Basic Life & AD&D, Voluntary Term Life, Short & Long Term Disability, EAP, HSA, Medical & Dependent Care FSA, Accident Insurance, Critical Illness, and Hospital Indemnity, Paid Time Off, Paid Holidays, and a 401(K) plan with a company match of up to 4%.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level