Business Development Manager, General Industry, Specialty Rental

will identify customer needs, develop suitable rental solutions, and create value for customers. As inquiries from general industry customers continue to increase, we believe a dedicated Business Development Manager will help us explore these opportunities more systematically and support the development of new rental business models in China Mainland. The Business Development Manager will report to the National Sales Manager, China Mainland.

You will

1. General Industry Business Development

• Map and analyze the general industry segments that are most receptive to Long-Term Rental, including their market potential, key players, industry structure, trends, applications, customer

• , and competitive landscape.
• Set appropriate priorities for new business model development based on market attractiveness and business potential.
• Collect and interpret the current and future needs of target industries and translate them into practical business development plans.
• Identify the key success factors required to grow the business in these segments, including distribution network development, Key Account framework agreements, calculation tools, and new fleet investments.
• Explore new customer needs, applications, and business opportunities across food and beverage, automotive, electronics, pharmaceutical, manufacturing, and other general industry segments.
• Develop suitable rental solutions based on customers’ operational, financial, and technical requirements.
• Translate business development plans into actions and convert identified potential into new customers and new orders through active sales and Key Account development, in close collaboration with the sales team.
• Ensure a high level of customer satisfaction throughout the business development process.

2. Sales Playbook and Competence Development

• Define and develop a practical sales playbook for general industry applications.
• Develop calculation tools that support both customer value selling and internal business assessment, including:
• Customer-facing Rental vs. Purchase and Total Cost of Ownership calculators to demonstrate the financial and operational benefits of rental-based solutions.
• Internal Air Rental cost and OPR calculation tools to support pricing, profitability assessment, and business case development.
• Standardize the commercial approach for Long-Term Rental and Air & Gas solutions and strengthen value-based selling across the sales organization.
• Support the sales team in applying the playbook and calculation tools to identify customer needs, assess opportunities, and develop business cases.
• Act as the internal expert for the targeted industries and provide proactive support and training to the sales team.
• Build the sales team’s competence in value selling, application understanding, rental economics, and solution development.
• Share customer insights, successful cases, calculation methods, and lessons learned with the wider sales organization.
• Continuously improve the commercial approach for general industry customers based on market feedback and business results.

3. New Business Model and Fleet Development

• Drive the development of new rental business models, particularly Long-Term Rental and Air & Gas Rental.
• Explore new customer applications, commercial approaches, and value propositions for these business models.
• Play a key and driving role in the introduction of new rental products into the fleet, from identifying market requirements and defining specifications through to market launch.
• Coordinate with relevant internal stakeholders to assess the commercial potential, customer requirements, fleet investment needs, and business case for new rental products.
• Test new commercial approaches and continuously improve them based on customer and market feedback.
• Support the development of solutions that go beyond equipment rental and address the customer’s overall operational and utility needs.
• Measure, follow up, and accelerate the transformation of the Long-Term Rental market through continuous business and market-share development.

4. Key Account, Distribution and Commercial Development

• Manage and develop important Key Account customers and distribution companies in the targeted general industry segments.
• Identify opportunities to establish Key Account framework agreements and strengthen long-term customer relationships.
• Develop and enhance the distribution network required to improve market coverage and access new opportunities.
• Take responsibility for major business opportunities and coordinate with the Sales and Marketing teams on major tenders, contracts, and framework agreements.
• Support the sales team throughout the opportunity-development process, from initial customer engagement and solution development to commercial negotiation and order conversion.

5. Cross-Divisional Collaboration

• Collaborate closely with other Atlas Copco divisions and teams, including OFA, CTS, and PT.
• Leverage customer relationships, installed-base information, technical knowledge, applications, and market insights across divisions.
• Facilitate cross-divisional collaboration to identify and develop Long-Term Rental and general industry opportunities.
• Coordinate with relevant teams on calculation tools, technical solutions, new fleet investments, customer proposals, and business case development.
• Ensure effective communication and alignment throughout the opportunity-development and execution process.

To succeed, you will need

We encourage you to apply even if you don't meet every single requirement. We value diverse experiences and perspectives and are excited to see what you bring to the role.

Experience requirements

• At least five years of experience in sales, marketing, or business development.
• Good understanding of value-based selling for compressors, compressed-air systems, nitrogen solutions, and total solutions.
• Good understanding of the installed base, applications, and customer needs across general industry segments.
• Ability to analyze industries, identify business potential, and translate market insights into practical business development plans.
• Experience in Key Account development, distribution management, tenders, contracts, or framework agreements.
• Strong commercial and financial awareness, with the ability to develop customer value propositions and assess business cases.
• Strong interest in exploring new markets, customer applications, rental products, and business models.
• Willingness to take on challenges, work under pressure, and test new approaches.
• Strong customer focus and the ability to create value through solution development.
• Good communication, collaboration, and stakeholder-management skills.
• Ability to work effectively with sales, marketing, operations, technical teams, and other Atlas Copco divisions.
• Knowledge of Atlas Copco compressors, compressed-air systems, nitrogen solutions, and related installations is a plus.
• A technical or engineering background in compressors is a plus.
• Financial knowledge related to TCO, pricing, profitability, and business case assessment is a plus.
• Experience in Long-Term Rental, Air & Gas Rental, service-based business models, or total solutions is a plus.

In return, we offer

• Culture of trust and accountability
• Lifelong learning and career growth
• Innovation powered by people
• Comprehensive compensation and benefits
• Health and well-being

Job location

Shanghai or Wuxi, China

Uniting curious minds

Behind every innovative solution, there are people working together to transform the future. With careers sparked by initiative and lifelong learning, we unite curious minds, and you could be one of them.