Head of Powertrain Dealer Sales North America

FPT Industrial, the global powertrain brand of Iveco Group, is dedicated to the development, production, sale, and support of innovative powertrain solutions for On-Road, Off-Road, Marine, and Power Generation applications. Serving businesses that power other businesses, we are committed to meeting the needs of both direct customers and end users worldwide.

Our mission is to achieve and sustain technological leadership across all industrial powertrain segments through innovation, product excellence, and continuous improvement. Customer satisfaction remains our driving force, guiding our commitment to deliver best-in-class engines, drivelines, and after-treatment solutions globally—while fostering sustainable growth rooted in environmental stewardship and social responsibility.

Position Overview

The Head of Dealer Sales – North America is a senior leadership role responsible for defining and executing the regional dealer and distributor sales strategy to drive revenue growth, profitability, and market share across all engine segments (Industrial, Marine, and Power Generation).This role has full ownership of the dealer and distributor network performance, including commercial strategy, network development, contract governance, and alignment with broader regional and global business objectives.

The position serves as the primary interface between FPT North America leadership, global headquarters, and regional dealer partners, ensuring consistent execution of growth initiatives and operational excellence across the network. This position will manage direct reports. 

Key Responsibilities

Dealer & Distributor Network Leadership

• Lead the overall performance, structure, and strategic development of the North American dealer and distributor network
• Define and implement dealer standards, KPIs, and performance management frameworks.
• Drive network optimization, including expansion, consolidation, or restructuring to align with growth strategy.
• Establish strong executive-level relationships with dealer ownership and leadership teams

Commercial Strategy & Execution

• Develop and execute annual and multi-year sales strategies aligned with corporate objectives
• Own regional sales, revenue, margin, and market share targets across all engine segments
• Lead integrated business planning across OEM, dealer, and aftermarket channels
• Partner with Marketing to drive dealer-facing campaigns, co-op programs, and go-to-market strategies

P&L Ownership & Forecasting

• Oversee forecasting, ordering, inventory, and supply alignment across the dealer network
• Ensure effective demand planning and alignment with production schedules
• Monitor financial performance of distributors and drive corrective actions to improve profitability
• Collaborate with Finance and CNH Capital to manage credit exposure and enable growth initiatives 

Contract & Governance Leadership

• Own and oversee all dealer and distributor agreements, including negotiation, renewal, and compliance
• Act as executive liaison with Legal to ensure contracts align with evolving business requirements
• Ensure adherence to contractual obligations across internal and external stakeholders 

Aftermarket & Growth Initiatives

• Drive dealer engagement in parts and service programs to expand aftermarket revenue
• Ensure adoption of standardized service methodologies and best practices across the network 
• Lead capability-building initiatives, including training, tools, and performance improvement programs

Market Intelligence & Competitive Positioning

• Provide executive-level insights on market trends, competitor activities, and customer needs
• Translate market intelligence into actionable strategies and product requirements
• Support global product development and regional go-to-market planning

Leadership & Organizational Development

• Build, lead, and develop a high-performing regional sales and network development team
• Foster cross-functional collaboration (Sales, Marketing, Supply Chain, Aftermarket, Finance)
• Represent North America in global sales leadership forums and strategic initiatives

Qualifications & Experience

• Bachelor’s degree in Engineering, Business, or related field
• 12  years of progressive experience in sales, dealer/distributor management, or commercial leadership within engine, OEM, or industrial sectors
• 7  years leading dealer networks, channel sales organizations, or regional sales teams
• Proven track record of delivering revenue growth, profitability, and market expansion in North America
• Strong experience with contract negotiation, network development, and strategic planning
• Executive presence and experience presenting to senior leadership (VP, President, Board level)
• Experience managing a team of sales account managers (or direct reports)

Preferred

• Deep understanding of dealer/distributor business models and aftermarket dynamics
• Experience in powertrain, industrial equipment, agriculture, construction, or marine sectors
• Strong financial acumen, including P&L management and forecasting
• Experience within a global, matrixed organization

Leadership Competencies

• Strategic thinker with strong execution discipline
• Results-driven with a high level of accountability
• Exceptional relationship-building and influencing skills
• Strong communication, negotiation, and presentation capabilities
• High level of integrity, credibility, and organizational leadership

Travel Requirements

• 50%–75% domestic travel across North America
• Quarterly international travel to collaborate with global leadership and initiatives

Working with a global company offers competitive benefits for this position. Here are just a few benefits we are proud to offer:

• Immediate medical, dental and vision coverage on date of hire
• Paid Maternity and Paternity Leave
• Stellantis vehicle discount program
• Tuition assistance
• Employee Resource Groups
• Flexible Paid Time Off
• Amazing holiday schedule including shutdown between Christmas and New Year's
• Generous 401k match
• Potential opportunities to visit our Global HQ in Turin, Italy

About our Salary Ranges

Please note that our salary range mentioned in this job description should serve simply as a guide. The final compensation offered may vary based on a variety of factors, including bonuses and/or incentives, or a candidate’s experience, skills, budget and location. Our company is committed to providing a fair, equitable, and competitive package that reflects the value an individual brings to the organization.

EEO Statement

US applicants: Fiat Powertrain Technologies of North America, Inc 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 and its supplement at https://www.dol.gov/agencies/ofccp/posters. Fiat Powertrain Technologies of North America, Inc 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 https://www.dol.gov/agencies/ofccp/posters.

Salary : $117,000 - $158,000