Market Development Manager

Market Development Manager

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 removing market barriers and creating the conditions (product, training, access, support, pricing etc.) that are conducive to profitable sales growth, the MDM supports the sales team to improve penetration of all targeted markets
• 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 and specifications along with competitive pricing and financing, projected sales volumes and required channels to support the market and product development process. Communicates this information and positioning to product management to support the creation and maintenance of product strategies. Identify and report future product and market §
  trends and opportunities and interprets the competitive landscape.
  Contributes to customer field follow as part of the Product Development Process. Recommends locations for field testing and validation, coordinates with Product Management, Engineering, Sales, and customers. Ensures that test and validation work is implemented and that participants provide Wacker Neuson with quality, constructive feedback, and reports this information back to the organization, with recommendations based on this customer input.

Go To Market Strategy and Implementation:

• Go To Market Strategies: Proposes comprehensive Equipment Go-To-Market Strategies as an integral part of the Market Introduction Process and Team. Support and monitor product introductions in the regions.
• Training : Ensure Light Equipment commercial training in the region is provided when and as needed, to and assist with key account support.
• Trade shows : Assist with regional trade shows.

Commercial Product Management:

• Works closely, across organizational departments, including product management, marketing and sales to lead Voice of Customer activities and identify product requirements.
• Facilitates and supports the market introduction process and material master maintenance for Light Equipment products imported to the Americas.
• Develop, integrate, communicate future benefit value proposition to key stakeholders and support marketing communication in delivering these values throughout channel.
• Through market research data, leads product pricing and margin recommendations for North America as well as maintain competitive pricing.
• Works with North American region on developing marketing and pricing programs to continue to drive demand for NA products.
• Maintains market, competitive and customer knowledge in conjunction with business developers, market developers and product managers of the lead facility.
• Helps to develop and execute training programs in conjunction with the training group for North American Sales.
• Ability to gather and analyze data, conduct surveys, and interview customers is critical to gain insight into customer needs, price positioning, and programs required to develop and execute market strategies.

Required Skills:


Additional years of experience or education may be substituted for each other as determined by Human Resources and the hiring manager.

1. A Bachelor's Degree in Engineering, Sales or Marketing or related discipline is required.
2. A minimum of 5 years of experience in a field sales or product support role, preferably in a manufacturing company within the construction/industrial equipment industry
3. Excellent verbal, written, public speaking, and research skills.
4. Proven track record of developing, quantifying, and implementing process improvements.
5. Strong problem solving skills.
6. Self-starter and able to work independently or within a team.
7. Proficient computer skills including Word, Excel and PowerPoint.
8. Must be fluent in English, with working proficiency in German and/or French being a plus, other language capabilities are desirable.
9. Ability to travel up to 50%, including globally on short notice.
Valid Passport required for global travel.