Sales and Marketing
CNH Industrial is a world-class equipment and services company. Driven by its purpose of Breaking New Ground, which centers on Innovation, Sustainability and Productivity, the Company provides the strategic direction, R&D capabilities, and investments that enable the success of its five core Brands: Case IH, New Holland Agriculture, STEYR, CASE and New Holland Construction Equipment. As a truly global company, CNH Industrial’s 37,000+ employees form part of a diverse and inclusive work environment, passionate about empowering customers to grow, and build, a better world.
The Global Channel Strategy and NA Network Development role is responsible to define the strategic channel plan for Case Construction and New Holland Construction across three Regions (Americas, EMEA and APAC) in alignment with the Segment general strategy and Regional specific conditions. This position manages key stakeholders/investors to support the execution of the strategic plan coordinating with the Regional Network Development teams.
This role is also responsible to implement the global channel strategy into North America contest for the two brands. This position leads a team of Network Development Mangers passionate about different regions of North America. This role would report into the Vice President Network Development for North and South America
- Developing channel strategy for each brand in alignment with regional leadership and the Segment Strategic Business Plan (SBP)
- Defining the ideal Dealer/Importer model (Dealer of Tomorrow), including optimal size, outlets, revenue streams, proficiencies, and brand alignment by Region. Build an ideal Business Plan for possible candidates
- Evaluating existing key dealers and importers for growth opportunities, crafting medium- and long-term plans, and coordinating their execution.
- Conducting gap analyses to compare current performance with the ideal Dealer/Importer model, setting a three-year target position.
- Managing relationships with capital providers (existing owners, Family Offices, Private Equities) to support growing the businesses.
- Ensuring alignment with the agricultural segment’s channel strategies, including analysing dual brand Dealers/Importers and identifying cross-segment opportunities.
- Leading specific multi-regional tailored projects to diverse Dealer/Importer in collaboration with regional Network Development teams.
- Manage multi regional dealers
- Support in M&A operations among dealers and investors (Private Equity funds, Family Offices)
- Implement the global long term strategic plan for the Case Construction and New Holland Dealer Network in the North America market
- Work together with CNH Agriculture brands and Shared Services to ensure alignments and support to deploy the Channel Strategy
- Collaboratively work within the North America CE senior leadership team to develop, monitor and improve KPIs of the dealer channel
- Serves as a liaison to Legal department concerning any issues related to dealer contracts management
- Serves as a liaison to the Dealer Advisory Board
- Governs multiple aspects of the Dealer network including, but not limited to:
- New Dealer Approval
- Merger & Acquisitions
- Dealer Expansion
- Sales & Service Market Revisions
- Majority & Minority Ownership Changes
- Product Line additions or removals
- Leads Dealer agreement and negotiations (i.e. Sales and Service Agreement, Market Development Agreements, Data Sharing Agreement, etc.)
- Owns the Dealer performance review process and rewards process
- Collaborates with CNH Capital on dealer network wholesale credit issues
- Manage the budget of resources to support dealers to develop new areas or increase performances
- Coordinate Dealer’s Meeting
This role requires strategic vision, strong cross-functional collaboration skills, financial acumen and a focus on both short- and long-term network development goals. This role can interact with the leadership team of the CE segment and senior representatives of investors, owners or dealer management. Main requirements:
- BS/BA degree in Business Administration, Marketing, Accounting/Finance or related field
- 8+ years of OEM (Original Equipment Manufacturer) experience directly engaged in the development, management and support of independent dealers, distributors and/or franchise networks
- 8+ years of field sales, finance, service or project management experience within OEM equipment or vehicle industries
- Strong experience in M&A operations
- Strong project management, organizational, creative, analytical and process-oriented skills
- Financial acumen and capacity to read P&L and Balance Sheet
- Pro-active work style and problem solver
CNH Industrial offers a wide variety of benefits that not only encourages wellness and preventive care, but we also provide the right tools and programs to help you achieve it. Our benefits package includes medical, dental, vision, disability, and life insurance. Our industry leading 401k will support you in meeting your retirement objectives. Additional benefits include paid parental leave, flexible work policies, opportunities for self-development and paid leave for specific activities. Click here for more information!
The annual salary for this role is $162,750 – $238,700 plus any applicable bonus (Actual salaries will vary and will be based on various factors, such as skill, experience and qualification for the role.)
US applicants: CNH Industrial is an equal opportunity employer. This company considers candidates regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. Applicants can learn more about their rights by viewing the federal “EEO is the Law” poster here. CNH Industrial participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. You can view additional information here.
If you need reasonable accommodation with the application process, please contact us at narecruitingmailbox@cnh.com.
Canada applicants: CNH Industrial is an equal opportunity employer. This company considers candidates regardless of race, colour, religion, sex, sexual orientation, gender identity, nationality, place of origin, disability, marital status, family status, age, or any other ground prohibited by applicable provincial human rights legislation.
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