Business Development Manager - Franna North America

Terex Corporation; Atlanta (GA); On-site; USD 70,000 - 110,000; Full time

Job summary

An established industry player is seeking a dynamic Business Development Manager to drive sales for a renowned brand in the heavy equipment sector. This role offers a unique opportunity to shape the market presence of a trusted name in lifting solutions, focusing on strategic growth and customer engagement. The ideal candidate will possess a strong sales background, technical knowledge of lifting equipment, and a passion for driving innovation. Join a forward-thinking company that values diversity, safety, and excellence, and be part of a team that is committed to making a positive impact in the industry and beyond.

Benefits

Hybrid working

Private healthcare

401k

Life assurance

LinkedIn Learning

Wellness programs

Tuition reimbursement

Paid vacation

Qualifications

• Proven experience in business development and sales within the heavy equipment industry.
• Strong technical knowledge of lifting equipment and market dynamics.

Responsibilities

• Develop and implement sales and marketing strategies for Franna in North America.
• Manage dealer accounts and ensure compliance with company standards.
• Conduct market research to identify new business opportunities.

Skills

Business Development

Sales Strategy

Technical Knowledge

Negotiation Skills

Interpersonal Skills

Communication Skills

Market Research

Customer Education

Education

Bachelor's Degree in Business or related field

Job description

Job Description:

Join our team at Terex and embark on an exciting opportunity as we seek a skilled and dedicated Business Development Manager to contribute to the Franna team.
At Terex we believe in fostering a vibrant and inclusive work culture where every person is empowered to thrive. We're dedicated to driving quality, innovation, embracing diversity, and creating an environment where everyone feels valued and respected. We're committed to excellence in everything we do, and we're seeking talented individuals who share our passion and values to join our team.

Franna is a renowned Australian brand of pick and carry cranes that has been a trusted name in the industry for over 40 years, holding more than 90% of the market share in its home country. In Australia, the term "pick and carry" is synonymous with Franna, a testament to the brand’s reputation for quality, reliability, and innovation.

As part of Terex, Franna is expanding its presence in North America, building on the success of its entry into the market in 2023 with the launch of the AT24 US model. More recently, Franna has introduced its latest model, the FR19 US. Both models have been specifically designed to meet the demands of North American customers, combining Franna’s reliability with features tailored to the region’s needs, offering exceptional lifting capacity, efficient operation, and the versatility required for challenging worksites across the industrial, construction, and infrastructure sectors.

Franna is committed to its growth strategy in North America, backed by Terex's global manufacturing footprint and engineering resources. To support its growth in the region, Franna has established a dedicated support team based in Wilmington, NC, and is expanding its network of authorized distributors and service centers across the U.S. This ensures comprehensive support for customers, from service and spare parts to after-sales support and access to genuine Franna parts.

As Franna strengthens its presence in North America, this is an exciting opportunity to represent a globally recognized brand that blends Franna’s trusted legacy with the strength of Terex’s global reach and resources. If you have a proven sales background, experience in the heavy equipment industry, and are eager to contribute to the growth of a respected global brand, we invite you to help drive Franna’s success in North America.

The role of the Business Development Manager will be to own Franna sales in the US. The successful candidate will need to be able to develop an annual sales plan, target key customers, personally demonstrate the machine, answer key technical questions, and comfortably discuss with potential buyers the advantages of owning a pick and carry fleet.

Job Duties

• Develop & implement sales and marketing strategy.
• Regularly review and update the go to market strategy- direct, via distribution or a hybrid of both.
• Appoint and assist in the development of new dealer accounts.
• Work directly with major accounts and rental companies.
• Secure sales orders in line with agreed targets.
• Develop, implement and manage sales and marketing initiatives either for direct sales or dealer accounts respecting company confidentiality.
• Agree annual business plans for each dealer account, providing regular documented feedback throughout the year.
• Ensure all accounts are formally contracted, current and aligned to Terex Standards.
• In conjunction with the manager establish sales targets and provide forecasts.
• Work with dealer accounts to support sales.
• Advise dealer staff or end users on the crane, the applications, services, warranties, and basic aspects of technical sales.
• Educate customers on products, service, warranties, and technical support.
• Communicate and train dealers and customers on the features and benefits of equipment.
• Liaise with other company functions to ensure dealer accounts have access to engineers, field service and other team members as necessary.
• Conduct research of local market and business activity and identify new opportunities for current and future products.
• Obtain feedback on products and services, as well as changes, enhancements and new products and convey information to engineering and marketing team members for research and consideration.
• Gather and collate regular local submission of market data in line with agreed input targets.
• Participate in establishing and tracking dealer / end user customer satisfaction levels.
• Attend trade shows, dealer conferences, and exhibitions and play an active part in marketing activities as appropriate.
• Ensure compliance with Terex regulations and local laws and advise of any contradictions with company policies and good business practices.

Experience & Qualifications, Skills & Abilities:

• Practical knowledge & experience in new business development, product marketing and sales.
• Experience of a dealer network within the Lifting business is preferred.
• In-depth technical, sales and applications knowledge of similar equipment.
• Track record in negotiation and sales closure.
• Excellent interpersonal skills.
• Excellent written and verbal communications skills.
• Commercial and innovative thinking.
• Goal and results driven.
• Able to travel abroad visiting manufacturing sites in India & Australia as well as partners in Canada.

Why Join Us

• We are a global company, and our culture is defined by our Values — Integrity, Respect, Improvement, Servant Leadership, Courage, and Citizenship.
• Safety is an absolute way of life. We expect all team members to prioritize safety and commit to Zero Harm.
• Our top priority is creating an inclusive environment where every team member feels safe, supported, and valued.
• We make a positive impact by providing innovative solutions, engaging our people, and operating in a sustainable way.
• We are committed to helping team members reach their full potential.
• Through innovation and collaboration, our vision remains forward-looking, and we aim to be a catalyst for change, inspiring others to build a better world for generations.
• We offer competitive salaries, Team Member bonus, hybrid working, private healthcare, holidays, 401k, life assurance, LinkedIn Learning, wellness and tuition reimbursement programs.

This above description is non-exhaustive and there may be additional duties in accordance with the role.
If you are interested in an open position but feel you may not meet all the listed qualifications, we still encourage you to apply.
How to Apply: To apply for this role and view all available positions within Terex, please visit our careers page: http://jobs.terex.com
Terex is an equal opportunity employer and appointments are based on merit. We value diversity and welcome applications from all sections of our community.

About Terex:

Terex Corporation is a global industrial equipment manufacturer of materials processing machinery, waste and recycling solutions, mobile elevating work platforms (MEWPs), and equipment for the electric utility industry. We design, build, and support products used in maintenance, manufacturing, energy, minerals and materials management, construction, waste and recycling, and the entertainment industry. We provide best-in-class lifecycle support to our customers through our global parts and services organization, and offer complementary digital solutions, designed to help our customers maximize their return on their investment. Certain Terex products and solutions enable customers to reduce their impact on the environment including electric and hybrid offerings that deliver quiet and emission-free performance, products that support renewable energy, and products that aid in the recovery of useful materials from various types of waste. Our products are manufactured in North America, Europe, and Asia Pacific and sold worldwide.

Additional Information:

We are passionate about producing equipment that helps improve the lives of people around the world and providing our team members with a rewarding career and the opportunity to make an impact. We are committed to recruiting, engaging, developing, and retaining team members at all levels of our global workforce. Our culture is defined by our Terex Way Values – Integrity, Respect, Improvement, Servant Leadership, Courage, and Citizenship. Our values are the driving force behind our commitment to maintain an inclusive, supportive, non-discriminatory, and safe workplace for all team members. To that end, we are committed to actively foster a culture where every team member feels valued, listened to, and appreciated. We are committed to being fair and impartial in our decisions.

The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.