Producing unique solutions for the lifting market has always been Magni Telescopic Handlers' mission. Safety, design and innovation are the core values on which the Group's constant research and development is based.
Magni TH can be recognized by its distinctive style. Thanks to an experienced and efficient work team, the company designs and manufactures cutting-edge fixed and rotating telehandlers and attachments to achieve excellence.
Located in Castelfranco Emilia, in the heart of the Motor Valley in Italy, Magni TH boasts a state-of-the-art headquarters, two production sites and eight branches worldwide.
for the american Branch we're researching:
West Coast Area Sales Manager:
The West Coast Buisness Development Manager is responsible for growing a 10 state sales territory by recruiting a Sales team, identifying, and collaborating with independent construction equipment providers. It is the responsibility of the West Coast Buisness Development Manager to research and identify potential open markets and seek out dealers to sell/rent the Magni Telehandler product line. Business development managers spend a lot of time on the road, 75/25 travel supporting sales and both visiting existing dealers they serve as well as seeking out new dealers. Buisness Development Managers are responsible for overall territory/dealer success and must ensure dealers and Magni team are trained in all elements of the Magni Dealer program which includes Sales, Service, marketing and operations.
Competencies Required to Be Successful
- First Impression/Likeability: Professional in demeanor. Creates favorable first impressions through appropriate body language, eye contact, posture, voice qualities, bearing, attire. Puts people at ease. Warm, sensitive, and compassionate. Builds and maintains trusting relationships with all constituencies (associates customers, community, professional organizations) > Does not "turn people off." Not arrogant. Exhibits friendliness, sense of humor, genuineness, caring. Even when frustrated, treats people with respect.
- Negotiation/Persuasion: History of winning as an essential ingredient in win/win negotiations. Demonstrates effectiveness in salvaging tense negotiations (with customers, union, etc.). Exhibits persuasiveness in change efforts, selling a "vision." "Charisma" desirable, though soft sell and quiet credibility are acceptable alternatives.
- Listening: "Tunes in" accurately to the opinions, feelings, and needs of people. Understands impact of one's behavior on others. Empathetic. Patient. Let's others speak; listens actively, "playing back" a person's point of view.
- Organization/Planning: Plans, organizes schedules, and budgets in an efficient, productive manner. Focuses on key priorities. Effectively juggles multiple projects. Anticipates reasonable contingencies. Pays appropriate attention to detail, Manages personal time well.
- Team Player: Reaches out to peers to tear down walls. Overcomes” we-they” relationships. Approachable. Earns a reputation for leading peers toward support of what is best for total company. Cooperates with supervisors (but not "yes person") and establishes collaborative relationships with peers (without being a "pushover").
- Customer Focus: Regularly monitors customer satisfaction. Meets internal and external customer needs in ways that provide satisfaction and excellent results for the customer. Establishes "partner" relationships with customers. Regarded as visible and accessible by customers.
- Strategic Skills: Determines opportunities and threats through comprehensive analysis of current and future trends. Accurately assesses own organization’s competitive strengths and vulnerabilities Make tactical and strategic adjustments, incorporating new data. Comprehends the "big picture."
- Energy/Passion: Exhibits energy, strong desire to achieve, appropriately high dedication level. Although hours per se are less important than results, 60 hours or more per week are probably necessary for results expected. Exhibits dynamism, charisma, excitement, positive” can-do" attitude.
- Ambition/Tenacity: Desires to grow in responsibility and authority. Acknowledging slow growth in company or self not acceptable. Demonstrates consistent reward of passionately striving to achieve results. Conveys strong need to win. Reputation for not giving up.
- Creativity: Generates new (creative) approaches to problems or original modifications (innovations) to established approaches. Shows imagination.
- Self-Awareness: Recognizes not just one’s own strengths but also weaker points and areas for improvement. Demonstrates the courage not to defensive, rationalize mistakes, or blame others for one's own failures. Learns from mistakes. Builds feedback mechanisms to minimize "blind spots." Institutes 360º feedback for self and subordinates.
- Resourcefulness: Seeks out and seizes opportunities, goes beyond the " call of duty." finds ways to surmount barriers. Resourceful. Action-oriented "doer," achieving results despite lack of resources. Stimulates languishing projects. Shows bias for action ("do it now").
- Judgment/Decision Making: Demonstrates consistent logic, between quick decisiveness and slower, more thorough approaches, i.e., is neither indecisive nor a hip-shooter. Shows common sense. Anticipates consequences of decisions.
- Adaptability: Flexes to new pressure from competition, loss of talent, new priorities. Converts high self-objectivity into self-correction and personal improvement. Not rigid--intellectually, emotionally, interpersonally. Adjusts quickly to changing priorities. Copes effectively with complexity.
Metrics to Show This Person Has Succeeded
- Sales volume in territory
- Growth in sales volume in territory
- Budget vs. actual
- Pipeline
- Conversion %
- Team rating, as measured by JL
- CSAT from dealers in territory
Responsibilities of Business Development Manager
- Become expert both in technical and practical operation of the Magni telehandlers and the Magni Solution.
- Understand the construction equipment rental business.
- Manage all aspects of the West Coast sales organization.
- Understand the construction industry within their region, stay on top of all Mega projects and opportunities
- Educate the construction industry on the Magni solution
Get involved with Regional Trade Associations
Job site visits
End User Visits
Local/Regional Trade Publications
- Signup Dealers to achieve full regional coverage
Stocking dealers
Rental dealers
- Manage New Dealer Onboarding
Sales Training
Service Training
Marketing
Operations
Work with dealer management on go to market strategy for their territory
Train sales team on Magni Selling System
Ride along with sales reps
Dealer Events
Work with Magni marketing team on lead generation
Become an influencer on social media i.e. Linkedin, Instagram, facebook
Capture Magni marketing content i.e. pictures, videos testimonials
Log all company and contact information
Log all calls
Manage all opportunities
Follow up on all leads generated by marketing via online, trade shows, inquiries etc.
Participate in weekly sales conference call
Provide daily/weekly report of all activity
Provide Monthly Quarterly Sales Forecast
Develop Regional Plan for success
USA work permit is required
