Channel Development Senior Manager

Channel Development Senior Manager

Yanmar Compact Equipment North America designs, manufactures and supports a complete range of compact equipment including compact track loaders, mini excavators, wheel loaders and construction equipment for use in such markets as construction, landscaping, utility, land management and agriculture. The products are sold primarily through a third party, independent dealer network.

Position Summary:

The Channel Development Senior Manager is responsible for developing and implementing the Yanmar CE NA Channel Strategy. 

Location: Remote anywhere in US, prefer central or east time zone, near a major airport.

On a macro level he/she will be responsible for translating the Channel development strategy into a 3-year activity plan based on a network segmentation and a capability analysis of the territory and dealers. 

On a micro level his/her focus is on developing the right processes and analytics to maximize the performance of the dealer network – good profitability, high mind share, a focus on customer satisfaction and partners that are aligned with our strategy of maximizing our market penetration with our full line of products. The Channel Development Senior Manager will measure and analyze dealer performance and propose and drive actions to improve the performance. The ideal candidate will help prioritize support to dealers based on the network/dealer segmentation.

Job Functions:

• Establish a holistic North America dealer/network plan for upgrading territory coverage and decreasing grey spots in the respective key markets 
• Monitor on a monthly/quarterly basis the dealer performance and financial performance of the network:
• Identify low scoring areas of dealer performance and identify areas of improvement and include in Yanmar Partner Program process
• Identify financially critical dealers and inform business teams to implement actions at dealer level for recovering financial issues
• Implementation of standard dealer management processes to ensure we are professionally and proactively supporting our dealer network to perform at the highest level. These processes include but are not limited to – scouting, selection process, onboarding, segmentation, dealer performance analysis, mindshare, annual business plans, offboarding, etc. 
• Train the organization and field teams on how to use the new process
• Monitor consistency of the process
• Manage the Dealer Standard development and implementation
• Ensure that the Dealer Standards development
•  Roll-out dealer Standards with Sales & Aftersales 
• Assess, identify gaps and develop action plans for improvement 
• Push dealer towards “Dealer of the Future” status
• Work with Regional Business Development Director, Aftermarket Director and Business Development Managers (BDM’s) to discover, recruit and sign new dealers for the CE product lines in open markets within a defined geographic territory.
• Responsible and accountable for the budget linked to the assigned area of responsibility 
• Manage and develop the Channel Development team
• Perform other duties as required.

Critical Interfaces:

All levels of Yanmar management, leadership and other employees, dealers, colleagues and customers.

QUALIFICATIONS:

Education and/or Experience:

· Bachelor of Science in Business, Marketing, or a related field.

· Five (5) years sales, territory management, and marketing experience in the construction equipment market, compact construction or Agriculture equipment strongly preferred. 

· Experience in managing a dealer network and external customer accounts.

· Experience with and basic knowledge of laws pertaining to equipment dealerships.

· Experience with business travel as part of fulfilling job role.

· Experience with Marketshare data, (AEM,UCC,EDA)

Knowledge, Skills & Abilities:

· Presentations skills – Present territory analysis to YCENA leadership as well as dealers. 

· Communication – Excellent verbal, written and e-communication skills.

· Strong organizational skills.

· Initiative – Maintain and complete projects with supervision.

· Proficient in Microsoft Office Suite and Salesforce and/or other CRM solutions.

· Problem Solving and collaboration skills.

TRAVEL: 

· Ability to travel; domestic and international. Approximately 50% Travel

Worksite:      Remote           Position: Channel Development Senior Manager

Job Type:     Full Time           FLSA:    Exempt

Department:  Sales              Work Schedule:     M-F

Starting Wage: $140-160K

This position offers the potential for discretionary bonus compensation up to  30% of base salary.

Benefits: YCENA currently offers a comprehensive benefits package including Medical, Dental, Vision, Basic Life & AD&D, Voluntary Term Life, Short & Long Term Disability, EAP, HSA, Medical & Dependent Care FSA, Accident Insurance, Critical Illness, and Hospital Indemnity, Paid Time Off, Paid Holidays, and a 401(K) plan with a company match of up to 4%.

The above Job Description is not intended to be an all-encompassing list of responsibilities, skills, efforts or working conditions associated with this position. It is intended to be a guideline reflecting the principle activities.