Sales and Marketing

COMPANY PROFILE:

CNH Industrial is a global capital goods company specializing in equipment and services for Agriculture and Construction. The Company operates commercially through its brand portfolio which includes Case IH, New Holland Agriculture, Steyr, CASE and New Holland Construction Equipment. More information can be found on the corporate website: www.cnhindustrial.com

WHO WE ARE LOOKING FOR:

The Dealer Relationship Manager reports to the UK-ROI Leader of Network Development.

He/she is responsible for planning and executing of the mid- and long term national network development strategy, policies and procedures in the market(s), according to the European Network strategy guidelines.

The role has a direct responsibility for dealer network operations including dealer network coverage and consolidation (appointments, terminations, replacements, scouting), continuously leveraging the network performance, deploying network improvement processes and dealer enabling programs, focusing on professionalization, growth and profitability of the dealer network.

This position will ensure strategic dealer network representation in the market, assuring retail excellence and dealer satisfaction across the whole network.

YOUR KEY RESPONSIBILITIES:

The Dealer Relationship Manager:

• Defines and executes a mid- and long term network plan in accordance with the European network strategy and in cooperation with local network development manager and business director
• Manages market studies, benchmarking and dealer performance analysis to determine optimum dealer structure (quantitative and qualitative coverage), and preferred locations. Review and recommend prospect and site selection for expanding dealer operations
• Manages dealer performance reporting necessary for dealer performance tracking through a dealer evaluation at 360 degree (sales, after sales, financial performances, people etc.)
• Drives the identification (scouting) of new dealers and their development plans, helps in expanding existing dealerships and terminate existing underperforming dealer contracts
• Manages national dealer on-boarding activities including the, development of dealer proposal packages for letter of intent (LOI), dealer agreement packages & dealer on-boarding for new dealers and renewals
• Manages process and prepares documents for dealer termination
• Defines and manages activities related to implementation and dealer site’s signage and dealer branding programs
• Analyzes regional dealer development opportunities and implements effective strategies and actions that ensure proper brand representation in the identified market. Coordinates with all functional field operations the activities related to dealer improvement and dealer coaching, in cooperation with the European and local dealer enabling teams
• Proactively works with the dealer people, as senior business advisor, to develop their business and customer experience processes, assuring highest customer satisfaction
• Ensures that brand standards are met within the network, including executing of internal and/or external dealer auditing processes
• Oversees Business Management activities of dealer network – timely financial statement submission, Dealer Information systems, dealer dashboards, dealer standards, etc.
• Manages and controls local network budget (i.e., for new facility support program and other programs applied in market) assigned to market.

YOUR KEY COMPETENCES AND QUALIFICATIONS:

• Master’s degree in Economics, Marketing or Law
• Experience in or good knowledge of the machinery sector, commercial vehicle or automotive industry.
• Previous experience in Sales and Network Development with proven ability to increase dealer performance
• Direct dealer contact experience is a must
• Good knowledge and understanding of Dealer Financial Statements and ability to execute a complete dealership financial analysis
• Good knowledge of civil and trade low in order to assure compliance of the dealers Distribution Agreements with EU law
• Fluent in English
• Willingness to travel up to 60% (3 days per week)
• Valid passenger car driver’s license
• Advanced working knowledge of Microsoft Office

Desired Characteristics:

• Senior Influencing and negotiation skills
• Strong leadership and communications skills (written and verbal); ability to effectively communicate with people at all levels and from various backgrounds
• Ability and discipline to work independently, as well as in a team
• Execute decisions with speed and conviction, showing high intensity and commitment in daily activities
• Bring creative ideas, solutions and translate them into actions
• Strong organization and problem solving skills; able to manage multiple priorities and workflows
• Commitment to excellence and high standards