Group Manager Dealer Sales and Development

Job Description

The Role

The Group Manager – Dealer Sales and Development, GM Energy leads the dealer-facing sales organization that delivers GM Energy revenue through the GM dealer network. This role owns dealer-channel revenue and penetration targets (chargers, adapters, referrals), channel growth and manages a team of Regional Sales Managers (RSMs) across the U.S. to achieve and exceed goals.

You will work in close partnership with Chevrolet, Buick GMC, and Cadillac brand and field teams to embed GM Energy into divisional go-to-market plans and everyday dealer execution. You will translate strategy and insights into quotas, territory plans, and field actions, and ensure RSMs consult with dealers to drive the behaviors required to achieve annual penetration rate targets in new EV sales as well as developing sales for the used vehicle market.

This team is a key enabler of GM Energy’s new energy service model, working closely with the Utility Activation Manager to roll out and activate dealers into test and pilot utility programs, ensuring dealers are ready to support customers and local grid partners.

What You’ll Do:

Revenue, Penetration, and Quota Ownership

·       Own GM Energy dealer-channel quotas (revenue, margin, and penetration) and drive consistent over-achievement.

·       Cascade national goals into regional and dealer-level targets (chargers, adapters, referrals, ACO mix, used EV attach) with clear accountability.

·       Run weekly and monthly pipeline and performance reviews with RSMs, inspecting activity, opportunities, and results, and adjusting focus based on performance and insights from Dealer Ops and Infrastructure.

Brand, Field, and Utility Partner Relationships

·       Act as the GM Energy commercial partner to Cadillac, Chevrolet, and Buick/GMC field organizations, aligning on focus dealers, contests, priorities, and GTM plans for GM Energy.

·       Integrate GM Energy into divisional sales meetings, GTM calendars, and recognition programs.

·       Partner with the Utility Activation Manager to support the new energy service model and activate dealers into pilot and test utility programs, including identification of focus markets, participating dealers, and provide feedback on program design and implementation.

Field Execution with Dealers

·       Lead RSMs to consult and execute with dealers on:

o   ACO ordering strategies and LPO/ACO mix to normalize charger and adapter attachment.

o   Used EV / CPO GM Energy attach (offers, process integration, merchandising).

o   Leveraging EBE/SFE/D2E/Pinnacle to reinforce GM Energy behaviors and recognize performance.

·       Ensure RSMs build and maintain territory plans and focus-store strategies with clear actions, timelines, and penetration goals for new EV sales.

·       Coordinate with brands and internal partners on events, pilots, and local campaigns that drive GM Energy outcomes through the dealer channel.

·       Key responsibilities include developing and implementing aftersales strategies for GM Energy accessories with dealers, monitoring key performance indicators, and ensuring compliance with GM product standards.

Training, Coaching, and Dealer Enablement

·       Use Retail Planning content and Dealer Ops tools to deliver field and dealer trainings (webinars, region or zone meetings, in-store sessions).

·       Reinforce GM Energy selling behaviors through ride-alongs, 1:1 coaching, and store visits.

·       Identify capability gaps in the field and with dealers; partner with Retail Planning and Dealer Ops and Infrastructure to address them.

·       Provide oversight of centralized training for the dealer sales organization, ensuring consistent onboarding, product knowledge, and sales process standards across regions.

Field Feedback, Collaboration, and Operations

·       Provide qualitative dealer and field feedback to:

o   Dealer Ops and Infrastructure on program friction points, systemic issues, and areas where analytics should dig deeper.

o   Retail Planning on offer effectiveness, objections, local