Distribution Development Manager

Sales & Marketing United States Houston, Texas


Manager, Distributor Channel Development  

Your mission  

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.  

Key outcomes  

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  

matrix environment  

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  

distributors/service centers.  

Motivating/Ability to persuade others  

Minimum 5 years of automotive industry experience, preferable in heavy truck retail fixed operations  

Competencies required for Success  

•Time Management  

•Critical thinking  


•Ability to lead and influence  

•Conflict resolution  

•Relationship building  

•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.