EMEA Business Development Leader, Street Legal Vehicles – Urban

3 weeks ago

Birmingham, United Kingdom Club Car Full time

Club Car boasts a 60+ year history of industry-leading innovation and design, initially focused on golf cars and then expanding to commercial utility vehicles and personal-use transportation.

Club Car is a leading global manufacturer of golf carts and other low-speed vehicles and related aftermarket parts and services. The Company’s primary segments are Golf, Consumer, Commercial, and aftermarket, and it operates in the Americas, EMEA, and APAC.


Club Car is a diverse and inclusive environment. We are an equal opportunity employer, dedicated to hiring a diverse workforce. Following the recent acquisition of Garia/Melex, Club Car has accelerated the development of the street legal light commercial vehicle business that is a key pillar of future development. The Club Car legacy business has grown up in golf, consumer, and commercial segments reaching market leading position, the streel legal segment represents an exciting new opportunity for which we are shaping the new structure to address this crucial and fast-growing market.


GENERAL JOB DESCRIPTION

Provides services associated with assessing and valuing new business opportunities for our organization specifically aimed at Develop and deploy initiatives to build and grow the business based on LRP and annual operating plan. Partners with senior leaders across Club Car business segments to influence and provide structure, alignment, and guidance on business development activities to support immediate and near-term growth plans.

This role is critical to the success of Club Car introducing the new Street Legal URBAN electrical vehicle. The person must have the ability to set strategic plans and directions, set business and financial goals, create a street legal products culture and market understanding.

The main objectives are to drive sales and key account development process across selected segments to surface and close opportunities for URBAN, drive channel, Regional Manager’s, and strategic account activities to deliver unit volume and financial objectives. The person should define key account targets, identify their small electric vehicle needs (existing or potential), drive partner channels to leverage key account alliances to deliver incremental business and gain leading market shares. Key are both the capability to develop and close deals to be executed through channel under a commission scheme or handed over for execution to channel through Regional Sales Managers.


As part of the job is also the identification and supervision of public tenders and maximize Club Car possibilities of being awarded working with local dealers and Regional Sales Managers. This will be executed through three major dimensions.

  • profiling. This is to look for customers within different segments capable of purchasing or influencing the purchase of Club Car Street Legal/URBAN solutions. Most relevant segments include municipalities, retail chains, hotel groups, pharmaceutical companies, industrial/manufacturing, hospitals, rental companies, last mile delivery.
  • tiering. This is to group accounts into well-defined categories, which facilitates the effective development and management of those accounts.
  • statement creation. Develop statement of value that Club Car Street Legal/URBAN solutions bring to the table, and what makes them and Club Car unique in the marketplace.

It will be critically important to coordinate activities with sales leaderships, marketing, and product management. The person must have the ability to communicate effectively with all functions involved to execute growth on an immediate basis but also provide guidance and directions for medium- and long-term strategies.


The person will be required to undertake frequent national and international travel (minimum 60%).


Essential Job Functions:

Together with regional leaderships set strategic directions and financial plans to establish and grow the Club Car Street Legal vehicle market presence.

Create, manage, and produce opportunities to sell Club Car’s Street Legal/URBAN

Define target key accounts in specific segments and execute partnerships and development to trigger local opportunities to be leveraged through Club Car channel.

Identify and elaborate plans to join national purchasing organizations.

Search and identify public tenders in different countries and trigger actions (direct or through channel) to attend.

Educate network to successfully win street legal vehicle related tenders.

Identify municipalities buying processes and work/educate channel partners to be part of it.

Work closely with Regional Sales Managers to address their actions towards short- and long-term activities.

Close opportunities for Street Legal/URBAN when decision is to go direct leveraging channel support.

Participate in street legal vehicle activities with regional sales leaderships, marketing, and product management.

Be an enabler and strong leader to educate and motivate channel partners.

Identify and prioritize enablers and blockers to the productivity of the channel.

Work closely with channel partners to identify leads and business opportunities, share best practices and leverage wins.

Develop and implement sales forecasts and marketing plans to promote and sell Club Car Street Legal/URBAN vehicles in designated region.

Monitor and report on pipeline forecast opportunities and activities.

Monitor competition, competitive channels, products, pricing, programs to maintain the highest degree of knowledge and market intimacy.

Monitor the progress and sales activity of distribution. Make recommendations for territory changes to ensure proper coverage and support for markets.


ORGANIZATIONAL RELATIONSHIPS

The function will be based in any European country and report to Club Car regional VPs, as well as maintain a close interaction with our Regional Sales Managers and Product Management team.


Structure: Remote with heavy travel (60%+)


MINIMUM REQUIREMENTS

Significant commercial experience in both direct and indirect organizations

Good academic results in a university degree in Technology or Business related.

Have some network management experience.

Professional sales training courses (preferably)


DESIRED TRAITS:

Higher Education Business development/Sales preferred.

Municipal business development/ Sales

Ability to communicate, with credibility, to a senior management audience.

Ability to work under pressure to achieve sales targets.

Available for extended travel in EMEA

Can close deals by himself/herself with high profile customers.

Confident, self-driven, dynamic and loves to learn.

Committed to high standards of service and professionalism; naturally considering business implications.

Fluent in written and verbal English language, any other language is a strong plus.

Self-starter with strong self-motivation and hands-on approach

Excellent time management and leadership skills

Good team player and relationship builder


Club Car is a diverse and inclusive environment. We are an equal employment opportunity employer, dedicated to hiring a diverse workforce including individuals with disabilities and United States qualified protected veterans.


Discrimination of any type will not be tolerated at Club Car.

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