SUMMARY:
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POSITION INFO:
A Truck Dealer Development Manager is a specialized role typically within the commercial truck or automotive manufacturing industry. This position focuses on expanding and optimizing a network of dealerships that sell and service trucks, such as heavy-duty, medium-duty, or commercial vehicles. The manager identifies potential dealer partners, assists in establishing new dealerships, and supports existing ones to drive sales growth, ensure brand compliance, and enhance market penetration. The role combines elements of business development, sales strategy, and operational oversight, often requiring extensive travel to dealer locations.
Key Responsibilities
- The responsibilities of a Truck Dealer Development Manager often include a mix of strategic planning, relationship management, and hands-on support for dealership operations.
- Dealer Network Expansion: Identify and evaluate potential locations and partners for new truck dealerships, considering market demand, competition, and economic factors like total cost of ownership (TCO) for commercial vehicles. This involves conducting market analysis and recommending sites for optimal truck sales and service.
- Business Planning and Strategy: Develop business plans, sales strategies, and growth initiatives for new and existing dealers, including inventory management for trucks, parts, and accessories. Advise on stock levels, pricing, and promotional tactics to maximize revenue in national or regional markets.
- Training and Support: Train dealership staff at all levels on truck specifications, sales techniques, safety features, telematics, and compliance with manufacturer standards. Monitor employee performance and provide ongoing coaching to improve sales conversion rates and customer satisfaction. \
- Relationship Management: Act as a liaison between dealerships and the manufacturer's service centres or headquarters. Build and maintain relationships with dealers through regular visits, sales meetings, and 1-on-1 reviews to discuss prospects, quotes, and activity metrics.
- Performance Monitoring and Compliance: Ensure dealerships adhere to company policies, dealer standards, and regulatory requirements (e.g., DOT and FMCSA guidelines for commercial trucks). Track key metrics like unit sales, market share, inventory turns, and customer retention, while addressing issues like aging inventory or depreciation risks.
- Sales and Marketing Support: Assist in prospecting new customers via cold calling, telephone outreach, or events. Promote medium- and heavy-duty trucks, prepare sales proposals, and support conquest and retention strategies to achieve sales quotas
- Inventory and Logistics Oversight: Coordinate with suppliers for truck builds, manage transportation and reconditioning of vehicles, and use tools like Salesforce CRM to track orders and inventory.
- Market Intelligence and Reporting: Provide consultations on trends in truck equipment, lifecycle management, and economic factors. Prepare reports on sales performance and support event management for customer engagement.
Required Skills and Qualifications:
To succeed in this role, candidates typically need a blend of industry knowledge, sales acumen, and interpersonal skills. Common requirements include Education: A bachelor's degree in business management, marketing, entrepreneurship, or a related field is often preferred,
- Experience: At least 5 years in the commercial vehicle or automotive industry, with prior roles in sales, business development, or dealership management. Experience as a technical parts representative, field service technician, or in commissioned B2B industrial sales is highly valued.
- Skills: Strong knowledge of truck specifications, commercial trucks, and industry trends (e.g., telematics, safety offerings, TCO).
- Proficiency in sales processes, CRM tools (e.g., Salesforce), and software like Excel and PowerPoint.
- Excellent communication, negotiation, and relationship-building abilities.
- Analytical skills for market analysis and performance tracking.
- Bilingual capabilities (e.g., Afrikaans) may be a plus
- Certifications and Other Requirements: Valid driver's license; certifications in transport and Dealer regulations for commercial vehicles. Willingness to travel extensively (up to 75% of the time) and work in a fast-paced environment.
This role is crucial for manufacturers aiming to strengthen their dealer networks in the competitive commercial truck sector, often leading to opportunities in higher-level management positions. Salaries and specific duties can vary by company and region, but the focus remains on driving sustainable growth through effective dealer partnerships.
Work Environment and Compensation This role is often field based with a mix of office work and on-site visits to dealerships. It may involve working in a fast-paced environment with performance-based incentives. Compensation typically includes a base salary R480,000 annually, depending on experience and location, plus bonuses, commissions, and benefits like company vehicles or travel allowances. Note that actual figures vary by employer and region..
