Channel Development Manager

About the role

Club Car boasts a 60+ year history of industry-leading innovation and design, initially focused on golf cars and then expanding to commercial utility vehicles and personal-use transportation. General Job Description The Dealer Development Manager determines open points required for proper positioning of Club Car products in the development of a strong channel (dealer/distributor) network. Responsible for the implementation of distribution strategies into target markets. Provides leadership, guidance and support to field sales employees to ensure Club Car policies, procedures and programs are applied for new dealer development as well as dealer termination. Along with developing the dealer network the Dealer Development Manager will be accountable for first orders, driving Club Car expectations of our dealer/distributors, and will ensure a smooth transition to the sales team.

Responsibilities

• Identifies and prioritizes open points; analyzes output of market, calculates full market potential
• Manages new dealer process; selects, requests approval, signs, and sets up new dealers; actively manages prospecting process including quarterly prospect meeting
• Develops, coordinates and conducts sell-in presentations to new dealer prospects
• Works with the field sales team to identify and recommend potential dealers in targeted markets and open points in the respective markets to facilitate a straightforward dealer selection decision
• Informs field sales team of potential problems with dealership; makes recommendations for resolution, if appropriate; ensures that good cause process is followed for dealer terminations
• Is the legal liaison between company attorneys and the field
• Audit dealers for brand requirements and compliance – on every dealer call, review interior & exterior elements
• Establish share of floor, wall and displays for Club Car brand(s) ensuring no cross-branding or unapproved aftermarket products in displays
• Negotiates contracts with prospective investors to gain initial order, set up dealer requirements, etc.
• Conducts new dealer set-up training and non-product training
• Maintains rapport and satisfactory public relations with dealers
• Submits progress reports and presents market findings and recommendations and reports sales results for market initiatives
• During recruitment of prospects, partner with potential dealers to execute a local marketing plan to drive traffic; execute digital media plan that supports dealership and is linked to the OEM; ensuring a sales process including PTVs & LSVs products, aftermarket, F&I, service and/or used whole goods
• Attend and support commercial events in your region (national if required)
• Travel up to 50%
• Will be required to perform other duties as requested, directed, or assigned

Requirements

• Bachelor’s degree in Business-related area preferred, or equivalent years of experience
• Experience 5 – 7 years of experience in Sales/Business Development with the Commercial segment is preferred
• Must possess a valid driver’s license for a minimum of 12 months, with no major or frequent traffic violations including, but not limited to DUI in the previous 5 years; hit & run, license suspension, reckless/careless driving or multiple smaller infractions or preventable collisions in the previous 3 years

Skills

• Ability to react with appropriate levels of urgency to situations and events that require quick response or turnaround
• Exceptional organizational, project management, time management, and attention to detail capabilities
• Excellent leadership, communication, collaboration skills, and possessing the ability to build lasting relationships
• Ability to deal with and manage uncertainty and change while solving complex problems
• Strong verbal and written communication skills
• Ability to complete a high volume of tasks and projects with little guidance
• Demonstrates an ability to teach others how to use various systems effectively
• Shows an ability to keep up with changing technologies and attend meetings or conferences for ongoing education