About JLG, an Oshkosh company

JLG began in 1969, when our founder, John L. Grove set out to resolve growing safety concerns in the construction industry. Since then we have been committed to understanding the challenges and delivering innovative solutions to the access market. We partner with customers to provide quality equipment, training opportunities and trusted support within the access industry. We are a global company, and our products—including mobile elevating work platforms, telehandlers, utility vehicles and accessories—can be found all over the world.

The purpose of the Material Handling Business Development Manager (MH BDM) is to manage and grow sales through our Material Handling Partners Channel. This Channel represents our current best route to market for locally (Europe) built Toucan and DSP product. The MH BDM will be required to re-focus JLG’s efforts in connection with and growth of our Key Channel Partners and to develop new partners within or associated with the channel. The MH BDM will also be expected to work closely with the LLA BDM to build a go-to-market strategy for the promotion and growth of LLA product to and through the MH Channel.

The MH DBM reports to the Sales Director for UK&I. This position is Middleton Office based, however this is a role that will see the successful candidate travelling throughout the UK with home working permitted when applicable/feasible. This is a career opportunity with excellent career development potential.

The MH BDM will have support from 1 or 2 Sales Support Personnel who are tasked with supporting the LLA and MH BDM’s with site visits and surveys, product demonstration, industry events and other direct and / or pull sales activities.

Essential Duties and Responsibilities

• Work with the SD to develop a comprehensive Account Management plan for JLG UK key MH Channel Customers to grow SoW.

• Work with SD, Sales Team to identify and develop other key Regional and National MH accounts to increase SoW.

• Work with JLG product management / marketing as applicable to develop sales tools, value propositions and competitor comparisons for key MH Channel Products (ES Scissors; Stock Pickers, Toucan Booms).

• Work with JLG Customer Support team to develop JLG UK MH Support Value Package.

• Work with 2 x UK Sales Support Personnel to plan efficient & proactive site visits and demonstrations.

• Be able to carry out site surveys and demonstrations independently if required.

• Work with LLA BDM to identify key MH prospects for LLA growth.

• Look for additional sales opportunities in Channels aligned or associated with MH.

• Provide weekly ‘Channel Activity’ report.

• Keep sales records and opportunity pipeline in SF.com up to date.

• Provide monthly input into the UK Sales Forecasting Tool.

Requirements

• Strong Business Development experience and proven track record.

• Desire to be customer facing and to deliver and exceed on customer expectations.

• Sound knowledge and understanding of account planning and management.

• Competent in the use of Microsoft office packages.

• (Some) understanding / experience of using a CRM.

• Previous experience in Capital Sales and / or working in the Materials Handling Channel.

• Familiarity with access equipment, heavy machinery / industry, trucks, or the automotive industry with experience of conducting site surveys.

• Fluent in English. Knowledge of any other European languages is a plus.

• Willing and able to travel up to 75%

Desired knowledge and experience

• Ability to develop and prepare engaging presentations and proposals.

• Understanding of backlog / enquiry pipeline management.

• Experience of using Salesforce.com and Power Bi.

• Knowledge of Financial or Funding Solutions into highly geared capital equipment markets