Job Description
Job Description
Position Profile : Head of Network
Position Title : Head of Network
Department :
Channel Development / Dealer Network
Reports To :
Director Channel Development, Sales Ops, Retail Strategy
Position Summary
The National Channel Development Manager is responsible for building and optimizing a robust dealer network across North America to drive growth in the rural lifestyle and agricultural equipment segments. This role oversees all aspects of dealer recruitment, development, and performance management, ensuring the network delivers sustainable retail performance, customer satisfaction, and brand representation. The ideal candidate is a strategic leader with deep channel development expertise, excellent relationship management skills, and a data-driven approach to network optimization.
Key Responsibilities
Dealer Network Development
- Develop and execute a national dealer recruitment strategy to expand coverage in priority geographies based on retail data, market opportunity, and population growth.
- Define and enforce ideal dealer profiles, ensuring alignment with company brand, customer experience standards, and growth objectives.
- Establish dealer selection, onboarding, and training processes to accelerate ramp-up time and long-term success.
Dealer Performance & Management
Monitor dealer performance metrics (sales, service capacity, retail efficiency, inventory turnover, etc.) and implement structured improvement programs.Lead regular dealer business reviews to align company and dealer goals.Partner with Sales, Marketing, and Operations teams to support dealer performance initiatives, incentive programs, and retail campaigns.Strategic Planning & Execution
Develop a 3–5 year channel growth plan, outlining dealer network expansion, consolidation opportunities, and market coverage targets.Utilize county- and state-level retail data to prioritize territories for new dealer development.Collaborate cross-functionally to align dealer network strategies with product launches, retail campaigns, and customer support initiatives.Leadership & Stakeholder Engagement
Serve as the national point of contact for all dealer network–related matters.Manage Regional Channel Territory Development Managers.Qualifications
Education
Bachelor’s degree in Business, Marketing, Sales, or a related field (MBA preferred).
Experience
8–12 years of progressive experience in dealer / channel development, sales management, or distribution strategy within durable goods, equipment, or automotive industries.Proven track record of building and managing large dealer / distributor networks across multiple states or regions.Strong financial acumen in dealer profitability, retail efficiency, and incentive program design.Skills & Competencies
Strategic thinker with strong execution capabilities.Excellent relationship-building and negotiation skills.Data-driven approach with the ability to interpret and act on complex market and retail data.Strong leadership and cross-functional collaboration skills.Ability to manage multiple priorities in a fast-paced environment.Key Performance Indicators (KPIs)
Net new dealer additions and retention rate.Geographic coverage and market penetration in top target states / counties.Dealer retail sales growth and efficiency improvements.Dealer satisfaction and alignment with brand / customer standards.Execution of the 3–5-year dealer network development roadmap