Strategic Business Development Manager at The HEICO Companies, LLC

The Company

Barko Hydraulics located in Superior, WI, manufactures innovative heavy equipment solutions for the forestry, site prep, and material handling markets. Tough, dependable, and powerful since 1963, Barko’s forestry innovations have become the standard for equipment designs and are the machines of choice among customers. Barko’s line of forestry equipment includes Harvesters, Processors, Utility Loaders, Strong-Arm grapples, Industrial Wheeled Tractors, and more. For more information, visit

Barko Hydraulics is an affiliate of The Heico Companies, a family-owned business and parent holding company for a diverse portfolio of manufacturing, construction, and industrial services businesses. Since its founding over 30 years ago The Heico Companies has grown from a single business to over eighty separate companies and 10,000 team members world-wide.

The Position

The Strategic Business Development Manager is responsible for executing the tactical plan that supports BARKO’s strategic account development strategy to expand and grow the sale of Barko Products directly to regional & national rental agencies, large national accounts. This position is responsible for building BARKO’s customer base, driving revenue growth, managing accounts, and ensuring successful market penetration of Barko products within these categories.  This includes market evaluation, new customer prospecting, pricing, product marketing, customer development & training, as well as assisting customers in effectively marketing BARKO’s product line.  This customer-facing position is charged with understanding our customer’s business model, evaluating their needs, problem solving, and providing value that positively impacts our customers’ business.

Key Performance Areas

Drives Business Results –

• Assist BARKO’s Director of Sales in creating an effective tactical plan to support the strategy.
• Create the Sales Plan to grow sales to existing locations, expand sales to new locations, and introduce products to customers.
• Prioritize sales prospects by volume, profitability, and time to convert or establish business.
• Develop sales plans that detail tactics and timetable for attainment of sales objectives to include revenue targets.
• Conducts in-depth market research, competitor analysis, consumer behavior, and data-driven assessments to inform strategic decisions.
• Execute pricing, promotion, and product placement strategies to optimize sales and market share.
• Develop effective customer programs and negotiate key commercial terms with the customers.
• Lead negotiations with private label accounts and retail national accounts to secure favorable terms, agreements, and promotional opportunities.
• Assists rental customers with business planning and development of forecasts and works to secure sales orders and attain revenue and profit goals.
• Research new opportunities by prospecting regional rental companies, identify potential new opportunities for private labeling and new national retail accounts. Conducts research on market and business activity. Understands and sells Barko’s value proposition and competitive advantages.
• Establish and develop long-term relationships with Principal and Company Personnel of all Regional and Independent Customers.
• Cultivate and maintain strong relationships with Key-decision makers at national retail accounts, and private labeling accounts.
• Visit, call, or correspond with customers on a regular basis to understand their needs, issues, and opportunities.
• Solicits feedback from the customer to make sure our company is meeting or exceeding their needs.

• Plan, organize and participate in trade shows relevant to the industry (i.e., American Rental Association).
• Assist in developing, organizing, and presenting materials for both customers and internal stakeholders.

• Builds strong relationships with leaders in various Barko departments to be able to facilitate requests from customers and get things accomplished (Marketing, Warranty, Parts, Service, etc.)
• Provide effective and accurate unit forecasting and planning to support Barko’s SIOP process.

Job Requirements

Experience and Education:

• Experience:
• Minimum of 7+ years in Heavy Equipment Sales or Equipment Rentals
•  High level of business acumen pertaining to rental equipment
• Sales management experience with national retail accounts preferred.
• Education: Bachelor’s degree in business or related field.
• Communication: Excellent communication skills, both written and verbal.
• Mathematical Skills:  Ability to calculate amounts such as discounts, interest, commissions, and percentages.
• Language Skills:  Ability to speak effectively before customers.  Ability to read and interpret documents such as operating and maintenance instructions, and procedure manuals.
• Other Skills:  Strong analytical and problem-solving skills. 

Supervisory Responsibility - This position has no supervisory responsibilities.

Position Type and Expected Hours of Work - This is a full-time position. Work hours are Monday thru Friday, 8:00 AM to 4:30 PM. 

Travel – This position requires at least 50% travel, including travel outside the local area and overnight.