B2B Sales Manager – Dealer Development & Channel Growth

Key Responsibilities

• Develop and execute annual growth plans.
• Identify, recruit, negotiate, and onboard qualified dealer partners.
• Build a robust sales pipeline through proactive prospecting.
• Evaluate prospective dealers based on strategic fit, financial strength, market potential, and long-term partnership value.
• Represent iKamper at trade shows, industry events, and dealer meetings.

Strategic Account Management

• Serve as the primary business partner for dealers.
• Conduct regular business reviews.
• Drive sell-in and sell-through initiatives.
• Recommend product assortment improvements.
• Improve dealer profitability.
• Increase dealer retention.
• Grow average order value.
• Strengthen long-term dealer relationships.

Credit Management & Financial Stewardship

• Perform initial credit evaluations with Finance for prospective dealers using credit applications, payment history, and commercial credit reports (e.g., D&B).
• Recommend appropriate credit limits and payment terms based on financial risk and business potential.
• Monitor dealer credit exposure and payment performance.
• Partner closely with Finance regarding credit approvals, limit adjustments, and account reviews.
• Support collection efforts by proactively communicating with dealers regarding overdue balances.
• Balance sales growth with prudent credit risk management to protect company cash flow.
• Escalate significant credit exceptions to senior management with supporting recommendations.
• Promote compliance with company credit policies while maintaining strong dealer relationships.

Sales Forecasting & Inventory Planning

• Develop monthly and quarterly sales forecasts.
• Maintain forecast accuracy.
• Collaborate with Operations on inventory planning.
• Communicate demand trends.
• Reduce stock-outs and excess inventory.
• Aid in product launch planning.

CRM & Business Analytics

• Maintain CRM accuracy.
• Track pipeline activity.
• Analyze dealer productivity.
• Monitor sales KPIs.
• Recommend corrective actions based on data.
• Prepare monthly business reports.

Cross-Functional Leadership

• Serve as the internal advocate for dealer needs while ensuring alignment with the company objectives.

Qualifications

• 3+ years of B2B sales and dealer channel management.
• Proven record of business development.
• Experience negotiating dealer agreements.
• Strong financial acumen.
• Experience evaluating customer creditworthiness.
• Experience partnering with Finance regarding credit decisions and collections.
• Strong analytical skills.
• Excellent negotiation and communication skills.
• ERP experience (NetSuite preferred).