Business Development Manager - Service Distribution

Atlas Copco is a company focused on innovation and sustainable growth, and they are seeking a Business Development Manager - Service Distribution. The role involves maximizing growth through the management of the distributor network, developing strategies for service programs, and enhancing distributor performance.

Responsibilities:

• Own and grow the assigned Dekker + ACV distributor/account portfolio, delivering profitable growth in parts, parts-only service plans, and exchange/rebuild programs
• Run structured distributor routines (joint business plans, pipeline/offer reviews, QBRs) and drive execution of agreed actions
• Improve distributor conversion (loyalty & Share of Wallet) and penetration through coaching on value proposition, offer selection, and commercial discipline
• Develop, launch, and continuously improve the VTS Distributor Program (structure, participation requirements/benefits, governance, KPI tracking)
• Coordinate internally to ensure program readiness and consistent execution (Sales, Service Ops, Inside Sales, Order Processing, Finance, Marketing)
• Create and maintain channel playbooks and standard approaches (what to sell, when, and how) for core offers

Requirements:

• 5+ years of experience, working in channel management / distributor development / industrial service sales, preferably in vacuum or adjacent industrial service environments
• Value-based selling in a service business; ability to translate customer needs into service/parts solutions
• Solid technical aptitude; capable of learning vacuum applications, installed base dynamics, and service programs quickly
• Strong commercial discipline: portfolio management, pricing/discount logic, quoting rigor, funnel management
• High integrity and ownership; trusted representative of VTS
• Influences without authority; strong coaching and enablement mindset
• Analytical and market-aware; turns insights into actions and measurable results
• Strong stakeholder management across internal teams and distributor organizations
• Excellent verbal and written English
• Travel expected (typically up to ~50% overnight, depending on region)
• Proficiency in Microsoft Office; strong CRM discipline
• SAP and/or quoting tool experience preferred