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Distribution Development Manager Direct Hire

CLAAS North America

Position Details & Responsibilities

Job Purpose                 

The Distribution Development Manager (DDM) will drive all tactical aspects of developing the CLAAS dealer network in North America. This role will have primary responsibility for managing the current network, as well as expanding the network by seeking out and signing new dealers. Initially, this role will also be instrumental in continuing to create dealer development processes within the organization.

Main Accountabilities and Essential Functions

  • Monitor and evolve a holistic system of key dealer metrics (KPI’s), including development, agreement, implementation and follow-up of dealer plans (targets vs established KPI’s).
  • Coordinate annual dealer target agreement and performance review meetings - support the establishment of annual and midterm dealer objectives.
  • Identify dealer deficiencies and provide recommendations to management on business strategies and corrective action plans designed to address opportunities and enhance dealer performance. Ensure corrective action plans are communicated to dealers and drive implementation of recommendations.
  • Propose appropriate exit strategies for dealers that do not meet financial, performance and other management standards.
  • Identify and negotiate with potential new dealers, review business plans, agree on new dealer start-up terms and work with sales, service, and parts to identify initial dealer performance targets.
  • Coordinate and implement introduction, orientation and regular follow-up with newly-signed dealers.
  • Adhere to established company values, practices, policies and procedures at all times. Follows and supports compliance with all applicable safety rules, laws, regulations and standards.
  • Demonstrate regular and punctual attendance at the assigned work location.

Note: This position includes up to 70% domestic and international travel by auto and air; valid driver’s license & passport is required.

Additional Functions

  • Benchmark and encourage the implementation of best practices across dealers.
  • Other tasks as assigned or required by management.


Educational/Training Requirements

  • Bachelors’ degree in Business, Finance or Economics or a related field preferred, not required

Experience Requirements

  • 5-10 years of job-related experience, including knowledge of dealer networks, experience in Ag dealer networks a plus.
  • Proven experience in creating customer success.
  • Ability to effectively conduct presentations / public speaking.
  • Exceptional Project Management skills, including strong problem-solving and decision-making experience.
  • Strategically-minded, well organized and disciplined with an ability to multi-task, and is able to manage multiple projects simultaneously.
  • Demonstrated ability to lead and motivate others.
  • Change management skills – enjoy new challenges, pro-active behavior, self-motivated and ownership of tasks.
  • Must be able to meet deadlines and handle a high volume workload in a fast-paced environment and with strong attention to detail.

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