Market Development Manager
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Job Description:
The Market Development Manager (MDM) will support the profitable growth Wacker Neuson Equipment in the assigned area of responsibility through research, market and product understanding, and market and product development strategies. The MDM will be the primary liaison between the Sales organizations and the Production organizations (product management, sales and operation planning, training and marketing) for the assigned products and markets.
The MDM will also assist the Product Management team by identifying and quantifying product and market opportunities, which will subsequently develop and supply the market with industry leading products.
Essential Duties and Responsibilities:
Market Development Strategies:
- The MDM provides leadership and guidance to the organization to achieve profitable growth through market penetration, while ensuring that Wacker Neuson has the products necessary to achieve its growth goals. The MDM will primarily focus on assigned geographical area.
- Research and Analysis: The MDM researches and understands markets, customer segments, applications and distribution channels specific to assigned markets. The role also analyzes historical sales information, understands current Wacker Neuson and competitive sales strategies and distribution channels and their present penetration and limitations in the market. The research includes understanding the Equipment competition's products, services, and application capabilities, competitive pricing and distribution, market access, customer preferences and typical product applications.
- Market Development Strategies: Based on market research, segmentation analysis and a thorough understanding of customer needs, as well as monitoring economic, market and competitive conditions, the MDM works closely with the Sales organizations to support the development and implementation of actionable strategies which incorporate necessary steps and measures to gain access and grow in all available market segments and with all available and targeted customers. By strategically
- Strategy Implementation: The MDM supports the execution of the agreed upon Market Development and Sales Strategy through monitoring of progress, regular follow up, and reporting to management. This position will also monitor key elements of the Strategy, identifying impediments and recommending adjustments.
Forecast Monitoring and Reporting:
- Monthly Forecasting Review: The Market Development Equipment Strategy should be reflected in the sales forecast to make sure that appropriate resources and product supply are available at all times. MDM reviews the forecast with the Sales organizations on a monthly basis and makes ongoing adjustments to match supply with demand. The forecast review will also provide recommendations to necessary adjustments in the MD and Sales Strategy.
- Monthly Reporting: The MDM will provide a monthly updates that summarizes Equipment sales, inventory, production, product availability, key milestones and impediments, the progress of the MD&S Strategy implementation, the adjustments of the sales forecast, and new measures taken to achieve program success. The report further outlines, evaluates and advises on changes in the market condition, the competitive landscape and anything else noteworthy to management.
Market Pricing:
- Market Intelligence: Gather competitive Equipment market price and financial support information that helps to clearly develop understanding of the Wacker Neuson and competitive market based pricing positioning strategy.
- Price Lists: Works with Product Management and the Pricing Group to contribute with the competitive market price levels for WN Equipment products and provide pricing information to the Sales organizations.
- Special Prices: Works with the Sales and the Production organizations on Special Net Prices and promotions as necessary for strategic deals and tenders.
Provides Input and Feedback to Product Management:
- Assists product management in the development of corporate Equipment product strategies that meet market and customer requirements.
- The MDM is fully knowledgeable about the Equipment products, configurations, and their applications, and is capable of operating the equipment as well as training others about their features, benefits, and applications.
- Coordinate applicable Equipment product strategies with the heads of the sales organizations and their teams.
- Assist the product management team by providing VOC/VOM/VOB information on the Equipment market including end user requirements, applications types, product, optional equipment and attachments, competitive products
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