Dealer Development Manager – Eastern Region

At NuStep, LLC

Reports To: Sales Director

Employment Type: Exempt

Location: Outside Sales, Eastern U.S. & Western U.S. (remote work)

Every day, people all over the world rely on NuStep as a foundational element of their wellness and rehabilitation journeys. Our superior products and longevity in the health and wellness segment have earned us a reputation for excellence among professionals in healthcare, senior living, and the fitness industry. NuStep is most often the brand of choice in rehabilitation clinics and regularly finds its way into people’s homes after rehab as they continue their efforts to restore their active lifestyles.

The role:

We are seeking an exceptional Dealer Development Manager to effectively grow dealer sales of NuStep products in a defined geographic territory in the United States. This role has direct revenue responsibility, and this professional will also work in tandem with other sales team members and departments including marketing, customer service and distribution.

What you’ll do:

1. Territory Performance
   • Exceed quarterly and annual territory sales revenue, gross margin and unit volume targets.
   • Establish entire territory and specific dealer territory sales objectives using business insights including demographic and psychographic (segmentation) data to determine unit and revenue potential.
   • Ensure optimal dealer coverage of all areas of customer concentration in the defined territory by filling coverage gaps and minimizing dealer territory overlap.
   • Ensure assigned territory exceeds product mix targets established in the company’s short and long-term business plans.
2. Dealer Management and Support
   • Conduct regular business check-ins with all dealers to discuss their progress toward goals, improve their product and sales acumen, increase participation in NuStep programs, obtain feedback to guide future NuStep initiatives and assess the overall health of the relationship.
   • Effectively communicate and ensure understanding of general NuStep value proposition and those specific to target market segments.
   • Establish, communicate and enforce individual dealer territory quotas.
   • Provide initial and ongoing product and sales training (NuStep University), and support for dealers and their sales teams.
   • Establish and communicate product pricing based on qualifying purchase activity and other criteria.
   • Actively enforce warranty registration program requirements.
   • Support NuStep’s national sales recognition/incentive program by encouraging and facilitating enrollment, sharing standings/results and promoting healthy competition among participants.
   • Facilitate entry of dealer orders. Follow-up on requests for order status. Provide additional order “troubleshooting” support. Use internally established pricing procedures and best practices to ensure accuracy of all quotes, orders, and customer communications.
   • Communicate NuStep updates including pricing, product, technical, program, legal, etc. to ensure dealer comprehension and participation.
   • Enforce minimum advertised price (MAP) and minimum selling price (MSP) guidelines and take appropriate corrective action against violations.
   • Police dealer network for territory violations and take appropriate corrective action when necessary.
   • Ensure NuStep represents dealers’ primary recumbent product line.
   • Manage “Dealer as 3PL” programs to improve fulfillment of NuStep direct sales.
   • Support account collection activities.
3. Reporting
   • Obtain and track quarterly dealer forecasts. Translate into overall territory forecasts to support accurate financial reporting and optimal production planning.
   • Document dealer interactions and maintain data related to activities and accounts.
4. Business Development/Sales/Marketing
   • Develop and implement lead generation programs that drive business through dealers in their territories.
   • Assist dealers with securing meaningful opportunities and closing significant deals.
   • Support dealer marketing efforts by acting as a liaison between dealers and NuStep’s marketing team and facilitating the use of promotional programs including showroom displays, lead generation, collateral, online advertising, public relations, etc. Enforce NuStep branding guidelines.
5. Market Intelligence
   • Provide dealer input on existing and new programs and products to the appropriate teams at NuStep.
   • Maintain a working knowledge of the competition within the territory and current market trends to better serve customer needs.
6. General
   • Stay up to date on company products to promote the full NuStep product line, including accessories and bundles.
   • Maintain technical and professional knowledge by reviewing professional publications, participating in professional societies and establishing personal networks.
   • Recommend service and product enhancements to improve sales potential and customer satisfaction.
   • Maintain accurate and organized electronic files on customer accounts and prospects.
   • Establish and maintain effective working relationships within the sales team and company-wide, collaborating with other functional areas to improve communication, efficiencies and use of resources.
   • Maintain the professional competence, knowledge and skill necessary for the satisfactory performance of all assigned responsibilities.

Your experiences and skills:

1. Keen sense of priorities, ownership, drive, independence, and flexibility, paired with an upbeat, can-do attitude.
2. Ability to work collaboratively with colleagues and leadership to create a results-driven, team-oriented environment.
3. Excellent communication, persuasion, and presentation skills, and ability to connect with, build rapport and maintain excellent customer relations at all levels within an organization.
4. Proven ability to position products against competitors.
5. Demonstrated achievement in exceeding quota and revenue targets.
6. Professional and effective account management and sales techniques, including business development and strategic planning capabilities.
7. Effective time management skills and working knowledge of basic administrative software (Microsoft Office, email, CRM databases).
8. Bachelor's degree and five (5) or more years of progressive product selling and demonstrated experience growing a dealer/distributor network with an emphasis on capital fitness equipment or a similar price point durable goods category.
9. Travel nationally for extended stays, up to 50% of the time.
10. Possession of a valid US Driver’s License and personal credit card.
11. Travel to trade shows and regular face-to-face meetings with dealers.
12. Must be currently legally authorized to work in the United States of America for any employer without restrictions or expirations.
13. Must be able to successfully pass a drug, alcohol, and criminal background screening as well as a nicotine test. A preplacement physical exam is required.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or veteran's status.

Applicants with a disability or a disabled veteran may request a reasonable accommodation if he/she is unable or limited in his/her ability to access job openings or apply for a job on our website as a result of his/her disability. The applicant may request reasonable accommodations by contacting us at 317-661-1740.