Director, Dealer Development

About the Role

Key Responsibilities

• Analyze current Dealer Network for opportunities for best coverage with highest motivated dealers on a product by product and region by region basis.
• Create a Stakeholder review based on metrics of dealers performance with YoY goals on growth, capabilities, penetration, competitive defense and offense tactics.
• Develop a Dealer Council with Critical contacts in the dealers to give feedback.
• Concept, create, and administer Dealer agreements with specific measurables based on performance of sales, Share of Market (SoM), Turn-in Volume (TiV), Training, to determine a performance based program & discount structure.
• Negotiate with Dealers on a Brand by Brand and Product by Product basis to motivate them to perform in each category, rather than simply YoY purchasing habits.
• Establish a Forecast for each dealer with stocking targets and availability of product targets for each location and region.
• Identify, recruit, and onboard new dealers to strengthen market coverage.
• Develop and implement dealer growth strategies aligned with company objectives.
• Conduct market analysis to identify potential dealer opportunities and gaps.
• Establish performance benchmarks and ensure dealers meet sales targets.
• Develop Certified Dealer Program with YoY growth targets and competitive brands removal targets and hard dates.
• Drive sales growth through dealer partnerships and strategic initiatives.
• Collaborate with dealers to develop marketing campaigns and promotional activities.
• Monitor competitor activity and adjust strategies to maintain market leadership.
• Develop and deliver training programs on fire and rescue tools, product features, and sales techniques.
• Provide ongoing technical support and product knowledge to dealers.
• Organize dealer conferences, workshops, and webinars to enhance engagement.
• Act as the primary liaison between the company and dealer network.
• Build strong relationships with fire departments, procurement officers, and industry stakeholders.
• Address dealer concerns and provide solutions to improve performance.
• Conduct regular performance reviews and generate reports on dealer success metrics.
• Analyze sales trends, customer feedback, and industry developments to refine strategies.
• Provide insights on new product opportunities based on dealer and customer feedback.

Requirements

• Bachelor's degree in Business, Sales, Marketing, or a related field.
• 5+ years of experience in dealer management, sales, or business development.
• Strong knowledge of capital equipment, and industry trends.
• Excellent negotiation, communication, and relationship-building skills.
• Ability to analyze market data and develop strategic growth plans.
• Experience in training and mentoring dealer teams.
• Proficiency in CRM software and sales analytics tools.
• Travel: Early in the role travel may reach 60%+, as the role begins to stabilize and initiatives begin to deliver, travel will settle in the range of 20%-30%.
• No direct reports to begin with.

Nice to Have

• Experience working with fire departments, emergency services, or rescue organizations.
• Familiarity with government procurement processes for fire and rescue equipment.
• Knowledge of regulatory standards for fire and rescue tools.

Benefits & Perks

• The compensation range for this position is $104,500.00 - $156,700.00, depending on experience.
• This position may be eligible for performance based bonus plan.
• Health benefits, 401(k) retirement savings program with company match, PTO, and more.
• More information on benefits and rewards can be found on the company's career page.