As the Regional Dealer Development Director for the Southeast, you will provide the highest quality distribution network to enhance customer satisfaction and in turn superior market penetration. This position is the main channel for communication and the relationship between the Company and its distribution network and will support the Southeast Region. Serving as the voice of Senior Management in the field to the Dealer body. You would provide team building in the field organization between both Volvo and Mack brands, is part business consultant, business advisor, company advocate, and performance coach. You would serve as a subject matter expert (SME) in a multitude of disciplines with the overall goal of improving Dealer performance and Volvo and Mack market share while managing dealer issues; both business and legal, to allow the Regional Vice Presidents to focus on truck sales and marketing rather than non-sales related Dealer issues to include taking on a strategic leadership role as it relates to assisting, at times leading, Dealer consolidations, mergers and acquisitions, and Dealer terminations.
Key Responsibilities/Accountabilities- Primary liaison between Dealer Principal/Owner and Company.
- Strengthen positive relationship between Dealer and Company.
- Execute North American distribution action plans to meet minimum dealer operating standards and assure Dealer is aligned with Companies Strategy.
- Work with Dealers and field team to assist in positioning Mack and Volvo to corporate targets of 1st and 2nd position in ATD Dealer Survey.
- Analyse Dealer financial data and proactively work with both Dealer and Company to ensure positive Dealer financial results.
- Execute Dealer business planning process, coordinating with all field personnel as necessary.
- Work with Dealers and field team to create and execute action plans to bring Dealer Financial Composite results to corporate target levels.
- Facilitate and lead RAM (Regional Alignment Meetings) with both Brands to assure open and frequent communication, KPI ownership, dealer business reviews and continuous improvement.
- Provide Dealers with “Best in Class” practices to improve customer service and financial results.
- Proactively improve distribution network through improvement of existing network and/or replacement of non-performing dealers.
- Eliminate or minimize Company exposure where possible in all legal and financial matters as primary Dealer contact.
- Strategically lead Dealer consolidations, mergers and acquisitions, and Dealer terminations as appropriate.
- Proactively work with Dealers to improve market performance and customer experience while maintaining and reporting critical KPI’s.
- Work with Dealers in the capacity of Subject Matter Expert to improve Dealer efficiencies, market performance, and Volvo and Mack market share.
- Other strategic Dealer development projects as assigned.
WHO YOU ARE?You hold a BA/BS degree. You have 15 years management and/or sales experience at a dealership level or have held a management position with direct dealer interface. You have at least 10 years of successfully developing, implementing, and measuring dealer channel action and improvement plans. You have a minimum of 5 years’ experience leading strategic projects at a regional or corporate level. You also have a thorough knowledge of heavy truck dealership operations and understanding of the Company’s business, sales, and marketing strategies.
To be the perfect match for this role, your critical competencies will include:- Project Management
- Teamwork
- Ability to work independently to achieve results
- Organizational skills
- Prioritization
- Communication
- Customer Focus
- Flexibility
- Financial Acumen
- Ownership/Accountability
- Leadership
- Conceptual Thinking
- Change Facilitation
- Interpersonal Influence
- Analytical Skills
- Planning and Organization
- Creativity/Innovation
- Resource Management
- Attention to Detail
- Problem Solving/Decision Making
- Technical/Functional Expertise
- Accurate Self-Assessment
- Negotiation Skills
What else should I have?- Strong work ethic and drive to achieve team goals
- Extensive negotiating, coaching and persuasive selling skills
- Excellent written and verbal communication skills
- Ability to develop and maintain strong business relationships
As a successful strategic Dealer Development Director, you will:- Lead with passion
- Perform with purpose
- Transform with vision
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