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Business Development Manager Tower Crane Products

Wilmington, NC, US

Job profile

This position will focus on the sale and promotion of the Terex Tower Cranes product line (Hammerhead, Flat Top & Luffing), including accessories in the designated region of responsibility; this position collaborates with the General Manager Cranes and the Global Sales Director to determine the sales strategy in order to meet required and agreed results; this position will actively look for new customers and new sales opportunities in the area of responsibility and will be expected to identify, manage and develop an established end customer base at the same time managing some established sales partner.  The successful candidate will be responsible for driving Terex Tower Cranes results, expanding unit sales, maximizing margin and enhancing market share in area or responsibility. In addition, the coaching of a junior salesperson and mentoring of a US based Tower Crane application engineering consultant will be required.


·        Responsible for sales revenue, gross margin, operating profit and inventory management and report on progress at the monthly management meetings.

·        Own the North American (USA & Canada) sales forecast for the Tower Cranes brand, working with the General Manager Cranes Americas, Site Operations and Manufacturing teams to make production schedule decisions.

·        Develop and implement a North America Sales strategy to grow the business segment and product diversification as well as become a customer focused and self-sufficient entity within the global cranes team.

  • Work continuously with the factory on production forecasts and order intake

·       Monitor sales and market share conditions and present progress reports on a monthly basis

·        Act positively and professionally to maintain Terex end customer relationship and act as the primary contact for all users in the agreed territory

·        Prospect new key corporate accounts (e.g. large construction companies) and partners (e.g. crane rental companies) for territories and market segments not currently covered in a joint effort with the junior salesperson

·        Promote Terex Cranes service, training and application engineering services to key corporate accounts and partners

·        Identify and implement a performance management system to directly manage existing key corporate accounts and partners in their respective territories

·        To ensure all relevant dealer accounts are formally contracted and aligned to Terex Standards

·        Attend and coordinate seminars, product demos and other sales activities as required

·        To train and advise partners and end users on products, machine applications, services, warranties and basic aspects of technical sales

·       To carry out ongoing research on local markets and business activity (including identifying competitive presence) and identify new opportunities for current and future products

·       Make presentations to end-user customers and key corporate accounts

·       Develop and Communicate new product launches and other relevant changes in a joint effort with the global marketing team (i.e. Product Change Implementation, Technology advancements, Pricing Structure, etc.). Work closely with the marketing team to enhance both Terex and the respective end customer’s profile and attend trade shows as and when required.

·       Strategically identify new target customers, end users and rental stores and develop strategy to penetrate their existing fleet and grow Terex share in their respective businesses

·       Resolve promptly day to day customer issues and problems, liaising with relevant internal personnel

·       Always monitor competitor activity and pricing within the region

·       Maintain regular and informative communications both verbally and in writing to your line manager and where relevant to other Terex personnel

·       A major part of this role is working in conjunction with various departments, such as Service, Parts & Finance to show a ‘One Terex’ face to the customer/end user

·       Actively support product support team in resolving customer problems and be involved in the after sales market of crane accessories

·       Be available as a resource to Latin American Sales team in the area of Tower Crane sales & application consulting


Preferred Qualifications:

  • College Degree
  • Experience in developing and maintaining relationships with customers and  dealers
  • Must be fluent in English, both written and spoken
  • Computer literate and proficient in the Microsoft office suite
  • Thorough understanding of budget development and management
  • Enthusiastic and able to work under pressure and on own initiative


Other Requirements

  • Extensive travel
  • Needs to hold a valid driving license and valid passport
  • Ability to work flexible hours as required


Terex is a global manufacturer of lifting and material processing products and services that deliver lifecycle solutions to maximize customer return on investment. Terex delivers lifecycle solutions to a broad range of industries, including construction, infrastructure, manufacturing, shipping, transportation, refining, energy, utility, quarrying and mining.  Terex reports in three business segments: Aerial Work Platforms; Cranes; and Materials Processing. Terex offers financial products and services to assist in the acquisition of Terex equipment through Terex Financial Services. For more information about Terex, its products and services, visit www.terex.com/cranes and/or www.facebook.com/TerexCorporation.

Nearest Major Market: Wilmington