Drive and sustain the distribution network development strategy throughout the North American market. Lead initiatives ensuring appropriate dealer representation focusing on the optimum ownership structure. Identify, negotiate and close deals with existing and new partners.
Drive and maintain the distribution network strategy for Group Trucks within North America.
Proactively seek, identify and recruit new dealers and potential investors in line with Retail Development strategy.
Initiate and close negotiations for all proposed dealer transactions.
Create and maintain list of potentially interested and qualified parties.
Develop dealer model template for use by potential investors to evaluate opportunity.
Lead the execution of terminating dealers.
Work closely with RVPs and field team in restructure of market place ensuring no business interruptions for Group Trucks North America or the truck customers in the market place.
Thoroughly assess existing dealers and new potential investors to create available business opportunities and ensure selection of most qualified candidate in a timely manner.
Drive discussions with under and non-performing dealers up through and including potential sale.
Timely and accurate communication to Senior management.
Work closely with legal to restructure network within state franchise laws and dealer agreements.
Critical Competencies
Strategic Thinking
Courage and Integrity
Ability to thrive in high pressure and confrontational situations
Ability to operate within highly confidential environment while communicating when necessary
Execution
Business and Financial Acumen
Deal maker mentality
Organizational Agility and Sensitivity
Fluent in written and spoken English.
Persuasive Communicator
Open-minded and able to listen and evaluate input from multiple stakeholders.
Initiative and Pro-activity driven
Ownership/Accountability
Negotiation Skills
Excellent verbal, non-verbal and written communication skills.
Thorough understanding of the Company’s business, sales and marketing strategies.
Essential Educational and/or Training Qualifications and Certificates
Bachelor’s Degree in Accounting, Administration, Marketing or Management preferred or related experience.
MBA preferred
Preferred Experience and Knowledge
Merger and acquisition experience ( M & A )
In-depth knowledge of heavy truck or related dealership operations.
Familiarity with the business processes and finance within dealership environment.
Buy/sell experience within dealership industry
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