Business Development Manager, Performance Solutions full-time

Position Overview:

Job Description:

Major Job Functions:

• Develop and action (through existing sales channels) a target account list to grow customer service agreements, condition monitoring and connectivity solutions that enable improvements in equipment health, customer experience & loyalty.
• Meeting with major accounts that are leveraging Finning’s condition monitoring solutions or self-serve solutions to determine convey benefits of our service and evaluate if value is being realized by the customer. Additionally, working closely with the CMA group to ensure improvements are made in offering based on customer need
• Work in collaboration with Finning’s marketing function to develop and convey the value proposition to targeted industries. Additionally, ensure campaigns include both awareness and lead generating elements.
• Creating visibility to the demand pipeline for CSA, CM and self-use opportunities including an overview of required solutions (advanced connectivity configurations)
• Having an understanding of gaps in product/solutions offerings vs. customer requirement. Developing required business cases to help determine if additional product/solutions are required
• Ensure all existing and future customer service agreements, condition monitoring contracts and self-serve condition monitoring subscriptions are renewed at the targeted annual rate

• Accountable for growth targets in CSA’s, Condition Monitoring and connectivity

• Accountable to ensure value proposition is conveyed through multiple channels – marketing, sales, & events

• Accountable for building out customer proposals and ensuring alignment with operational capabilities

• Accountable for parts and equipment market share loyalty for target accounts supported with CSA’s or condition monitoring

• Competitive analysis and positioning

Specific Skills & Knowledge:

• Ability to influence and coach internal Managers – Sales, Marketing, Product Development
• Analytical capability to assess target markets and create customer centric solutions
• Ability to develop a concise value proposition and convey to Finning/Customers
• Strategic thinking to develop multi-year business development goals
• Ability to balance customer expectations with delivery capability. Where capability doesn’t exist, there’s a need to influence improvements where there’s a customer demand
• Financial acumen to develop required business cases
• Knowledge of condition monitoring practices and how it provides value to customers and Finning
• Knowledge of customer service agreements including sales and operational execution
• Knowledge of small through large construction and mining operations, challenges faced, and how Finning’s Performance Solutions can improve customer operations by reducing costs/downtime or improving productivity
• Understand Caterpillar equipment specific to construction and mining applications
• IOT knowledge including telematics products and capability (Caterpillar and third party solutions) along with a working knowledge of application architecture

Education & Experience:

• 5+ years’ experience in Sales Management, Business Development or Marketing Manager role
• University Degree – Bcom, Engineering
• Knowledge of Caterpillar and industry products – mechanical aptitude and site application knowledge
• Experience working in the field of IoT and asset/site health/productivity management

We are committed to diversity at Finning, to building and sustaining a diverse and inclusive workforce and as an equal opportunity employer we encourage applications from all qualified individuals. Finning does not discriminate against applicants based on genders, races, national and ethnic origins, religions, ages, sexual orientation, marital and family status, and/or mental or physical disabilities.