Director Dealer Accounts, National Account Gov. Sales & Channel Development

Job Information

The Director of Dealer Accounts, National Account Government Sales & Channel Development will take the business principles and vision of the Company and drive them through our multiple channels in a collaborative way that balances market share and growth expectations with profitability while mentoring and growing high-potential employees. In addition, this position will channel expansion, dealer development, and dealer performance initiatives over the LRP.

This position is located in Buford, GA and a remote location in the Southeast United States may be considered.

Role & Responsibility

Sales Development

• Develop long term dealer channel strategy, identify growable, median, and underperforming dealers, implementing objectives to improve overall business growth in NA. Communicate cross functionally to ensure strategic alignment across the organization. Strengthen overall relationship between Doosan Bobcat Material Handling and the NA dealer channel.
• Recommend and implement region/district sales promotional programs when warranted.
• Ensure that the Voice of Dealer, customers, and external partners is heard in all functional areas.
• Demonstrated and advanced knowledge of sales and sales strategies, product, service, and market trends.
• Maintain current relationships with important National & Key Account customers. Diversify into new relationships with both National and Key accounts. Develop long term strategy to target new opportunities.
• Growth overall market share penetration and achieve LRP volume targets.

Channel and Dealer Management

• Manage Doosan Bobcat’s highest revenue enterprises, including setting an LRP, sustainment, and growth strategy. 
• Support Doosan Bobcat LRP initiatives, including product roadmap, dealer footprint, and channel performance management.
• Provide constant analysis of sales capabilities, potential, and threats.
• Develop long-term territory distribution strategies for individual market locations. 
• Drive the upgrade of sales capabilities of current dealers.
• Provide effective and accurate unit forecasting and planning.
• Achieve stocking and retail sales goals by directing sales field staff relations with dealers.

Fiscal Responsibility 

• Ensure cost-effective management of Profit & Loss management through the administration and control of budgeted costs annually.
• Minimize the legal exposure associated with customer or dealer issues.

Staff Management

• Identify development opportunities for all Dealer Account & Key Account Managers and ensure implementation.
• Identify high potential employees and design development specific to next career level or position.

Job Requirement

• Education Requirement:  Bachelor’s Degree Business Administration, Marketing, or related field. MBA preferred.
• 10+ years of commercial sales & marketing experience.
• Minimum of 5 years of dealer territory management experience.
• Strong management and leadership skills required. 
• Demonstrated ability to drive and develop effective dealer relationships, management, and strategic development skills.
• Demonstrated ability to make critical decisions independently. 
• Assertive negotiation skills. 
• High level of business acumen pertaining to manufacturer/independent dealer relationships. 
• Ability to analyze dealer financial statements. 
• Demonstrated ability to lead, develop and coach a team.
• Excellent verbal and written communication skills. 
• Effective organization skills and MS Office competency.
• Valid driver’s license with clean Department of Motor Vehicle driving record. 
• Travel Standard > 60%.

The Company’s Georgia hiring location is Buford. Contact Janna Diggs for information on this listing.

#GD

 

As a part of the Doosan Group, which employs more than 43,000 people in 38 countries worldwide, the company offers its customers products and solutions to help build stronger businesses and communities. Based in Seoul, South Korea, with its North America headquarters in West Fargo, North Dakota, Doosan Bobcat is a leading global manufacturer of construction, agriculture, landscaping and grounds maintenance equipment, attachments and services. The company is committed to empowering people to accomplish more. 

Doosan Bobcat North America is home to world-renowned brands, including Bobcat® compact equipment, Doosan® portable power products, Ryan® and Steiner® grounds maintenance equipment and Geith® attachments. Doosan Bobcat North America is a tradename of Clark Equipment Company.

Doosan is committed fostering an inclusive and a diverse workforce and is a