Distribution Development Manager
Manager, Distributor Channel Development
Assist the Director of Sales – Distributor Channel to improve all aspects of our distributor network across
various customer channels. This unique opportunity encourages you to flex your distributor development
skills in a creative way. Not only does this position allow for daily interaction with distributors and service
centers at all levels of their organizations, but you will also work with all customer-facing departments in
our truck manufacturing and parts distribution companies. You will learn our contractual and unique
service network that allows flexibility for support to our customers and evaluate new and existing service
support options revising and implementing as needed. You will develop and enhance the Autocar brand
image through the distributor channel to increase sales. Importantly, you will have a front-row seat at
developing and supporting our company’s distribution strategies with a primary focus on the Mid-West and
West Coast of the US.
You will need to be able to assess distributor and service center candidates for fit to support our products
and end customers, and to meet with them answering their questions about our requirements and
policies. You will need to proactively validate and work with distributors on sales specific related plans and
actions. You will recruit distributors and help with onboarding with respect to Autocar and its parts
affiliates' systems and procedures. Experience with distributor operations, particularly parts and service,
will be necessary. Knowledge of distributor agreements or truck products is a plus.
Deliver sales growth through distribution channel.
Develop and nurture close working relationships and timely communication within all internal channels.
Ensure that distributors have clear channels for communication to minimize downtime, processes, and
Help to increase truck sales market share by selling Autocar along with the best tool in the business and
help to create Raving Fans at all customer levels to help generate pull through demand.
Cleanse markets of partners that are not participating in our Raving Fan mentality, bring on new partners.
Ensure that Autocar partners servicing our customers are invested, trained, and aware of our support
systems so they provide Raving Fan service support.
Improve and expand partnerships with service and customer locations.
Breakdown of Essential duties & responsibilities
Answer or serve as liaison for sales, marketing, parts, warranty, training, service certification questions
from Autocar distributors/service centers and in-house warranty customers; work with current distributors
to become Autocar warranty authorized, complete onboarding training, and provide support while
promoting the Autocar brand to build Raving Fans – 10%
Develop distributor service center locations in concert with other internal stakeholders to improve
partnerships and support of mutual customers; determine market coverage gaps and develop ideas for
addressing them – 5%
Gather and maintain data for distributor evaluations and assist to develop a rating system; analyze dealer
performance on company goals and financially, and prepare performance goals – 10%
Evaluate current mobile service capabilities of our service network, assist in expansion – 20%
New sales and service center request evaluations (internal and external) – 10%
Research market needs and market potential; increase sales of units across distributor territory – 55%
Track and report on all service location interactions – ongoing
Report, analyze, and suggest key metrics of North American vehicle distribution models
Create and execute a variety of customer support models, including delivery needs, parts stocking,
technician training, remote and in-market service possibilities
Increasing market share through various sales and service activities focusing on "Pull Through Strategy".
Target end users directly and indirectly to generate brand awareness and loyalty.
Complete joint customer visits with Autocar Channel Development/sales/service/parts staff to
identify/address customer concerns to increase brand loyalty and implement pull through strategies.
Understand current markets to identify and prioritize pull through opportunities.
Assist distributor development in addressing common concerns with dealer service network promoting
Autocar products and services developing brand loyalty.
Identify complete life cycle of products i.e., sales/service/product usage. Analyze and target areas to
create product demand and increased market share.
Identify and focus on underperforming, lower volume distributors. Visit targets customers and end users to
identify concerns and develop plan with appropriate internal departments to increase Autocar product
Skills required for success
Proficiency with project management and Microsoft tools (e.g., MS Project, Excel, PowerPoint, SharePoint)
Strong analytical skills and great attention to detail
Ability to work independently to achieve results and exercise influence across our organization
Strong written and verbal communication abilities and excellent interpersonal skills
Expertise in critical thinking, influence, negotiation, problem solving, strategic thinking and leadership in a
Approachable/Relatable/interpersonal Savvy/Good Judge of Talent
Professional Demeanor/Composure/Ability to balance business relationships with need to exercise
independent judgment and resolve contentious issues
Technical Skills/“Street credibility” to discuss OEM/dealer-related topics with customers and
Motivating/Ability to persuade others
Minimum 5 years of automotive industry experience, preferable in heavy truck retail fixed operations
Competencies required for Success
•Ability to lead and influence
•Understand and embrace a pull through philosophy
•Timely communication and follow up
Where will you work? Regional based, this role requires 50%+ travel primarily throughout Midwest and
West Coast of US.
What do we offer in benefits? We offer an attractive compensation and benefits package, to include base
salary, incentive bonus opportunities, and benefits such as medical/dental/vision options, 401K plan, etc.
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