Dealer Development Manager

Role Summary:

The Dealer Development Manager is responsible for the growth, expansion, and optimization of the company's dealer network. This role develops and executes strategies to recruit, onboard, activate, and support high-performing dealers while ensuring strategic market coverage and long-term revenue growth.

The Dealer Development Manager serves as the owner of the dealer expansion pipeline and is accountable for achieving dealer recruitment, activation, and performance objectives.

Key Responsibilities:

Dealer Network Expansion

• Identify target territories and dealer coverage gaps.
• Develop and maintain a dealer recruitment pipeline.
• Prospect, qualify, and recruit new dealer partners.
• Lead dealer contract negotiations and onboarding activities.
• Manage dealer activation plans to ensure successful market entry.

Dealer Performance & Development

• Monitor dealer sales performance and engagement.
• Conduct dealer business reviews and performance assessments.
• Develop improvement plans for underperforming dealers.
• Coordinate dealer training and support initiatives.
• Promote best practices across the dealer network.

Strategic Territory Management

• Analyze market opportunities and competitive dealer coverage.
• Recommend expansion priorities and growth strategies.
• Maintain territory maps and market coverage plans.
• Support market penetration initiatives in underserved regions.

Sales Training & Growth Planning

• Partner with Regional Sales Managers to identify growth opportunities.
• Support strategic account development through dealer channels.
• Work directly with dealer sales teams on Diamond product training. 
• Participate in annual sales planning and forecasting activities.
• Collaborate with marketing on lead generation and dealer support programs.

Key Performance Indicators (KPIs)

Dealer Expansion

• New dealers recruited
• New dealers activated
• Time-to-activation
• Dealer retention rate

Revenue Growth

• Revenue generated by new dealers
• Revenue growth within dealer network
• Revenue Capacity Index growth

Territory Coverage

• Coverage gaps closed
• Strategic territories staffed
• Market penetration improvements

Dealer Engagement

• Dealer training completion
• Dealer business reviews completed
• Dealer satisfaction and participation metrics

Required Skills/Abilities:

• 10+ years of sales, channel management, dealer development, or business development experience.
• Experience managing dealer, distributor, or channel partner networks.
• Strong negotiation and relationship-building skills.
• Experience operating agriculture or farm equipment preferred.
• Ability to analyze territory opportunities and market trends.
• Experience with CRM systems, sales reporting, and performance management.
• Excellent communication and presentation skills.

• Up to 50% travel may be required.

Exhibit Diamond Company Values:

CUSTOMER FOCUSED

• Meeting and exceeding internal and external customer expectations is the responsibility of everyone. 
• We are committed to being a World Class organization and the greatest partner to our customers. 
• We will listen, support, engage with empathy, our work must drive the success of our internal and external customers and team members.

ACCOUNTABILITY

• We will be responsible for the commitments we make, and the expectations placed on us. 
• When we fail, we will own it, learn from it and make the appropriate changes.
• We will act with exceptional integrity in everything we do. 
• We will be open to receiving and giving feedback.

TEAM PLAYER

• Teamwork and clear communication are paramount to our success.
• We will seek and provide constructive feedback to one another, work as a collaborator, treat peers with respect and dignity, engage all team members as partners to solve problems and support one another with a positive attitude.

SAFETY

• We believe safety must be at the forefront of all our decision-making. 
• We will proactively invest in safe solutions and act consciously every day to keep ourselves, team members and customers safe.

GRIT

• We have the passion, determination and work ethic that gives us the ability to push through; to get to the end goal and recognize the obstacles we have overcome along the way.
• When we tackle a difficult situation, we are determined to never give up and be the best in the industry.