Director of Dealer Development

Job Title: Director of Dealer Development

Department: Sales

Reports To: VP of Sales and Marketing

Job Type: Full-Time Onsite, Salaried Exempt

Position Summary

The Director of Dealer Development is responsible for leading the growth, strategy, and performance of HC Forklift America’s authorized dealer network across the United States. This role focuses on expanding market share within the industrial material handling industry, including forklifts, warehouse equipment, lift trucks, attachments, and related solutions.

The position is central to accelerating HC Forklift America’s U.S. growth by building a strong, high-performing national dealer network that drives new equipment sales, aftermarket parts revenue, and service expansion. The ideal candidate brings deep experience in industrial equipment distribution and proven success scaling dealer networks in the U.S. market.

Key Responsibilities

U.S. Dealer Network Strategy & Expansion

• Develop and execute a U.S.-focused dealer development strategy aligned with HC Forklift America’s national growth objectives.
• Identify, recruit, and onboard new authorized dealers across key U.S. industrial, logistics, warehousing, and manufacturing regions.
• Expand dealer coverage in underserved or high-growth U.S. markets to increase equipment penetration and brand presence.
  
  
  

Dealer Performance Management

• Establish and manage U.S. dealer performance KPIs including unit sales, revenue growth, parts sales, service performance, and customer satisfaction.
• Conduct structured business reviews with dealer leadership teams across the United States.
• Implement corrective action plans for underperforming dealers and growth strategies for top-tier partners.
  
  
  

Channel Leadership & Relationship Management

• Serve as the executive liaison for all U.S. dealer partners.
• Build strong, long-term relationships with dealer principals, general managers, and sales leadership teams.
• Act as a strategic advisor to help dealers grow across equipment sales, rental fleets, service operations, and aftermarket parts.
  
  
  

Sales Enablement & Growth Support

• Provide dealers with pricing guidance, sales tools, marketing support, and competitive intelligence.
• Support national and regional account development across warehousing, logistics, e-commerce fulfillment, manufacturing, and industrial sectors.
• Drive adoption of HC Forklift America products, programs, and new equipment launches within the U.S. dealer network.
  
  
  

Training & Dealer Development

• Lead onboarding and certification programs for new U.S. dealers.
• Implement ongoing training programs for dealer sales teams, parts departments, and service technicians.
• Ensure dealers are fully equipped to represent HC Forklift America products, brand standards, and service expectations.
  
  
  

U.S. Market Expansion & Intelligence

• Identify and evaluate new U.S. market opportunities for dealer expansion.
• Monitor U.S. competitor activity in the forklift and industrial equipment sector.
• Provide leadership with insights on pricing, market positioning, and channel development trends.
  
  
  

Cross-Functional Collaboration

• Partner with U.S. Sales, Service, Marketing, Operations, and Product teams to align dealer strategy with national business objectives.
• Deliver structured field feedback to support product improvements, warranty programs, and customer experience enhancements.
  
  
  

Dealer Agreements & Compliance

• Negotiate U.S. dealer agreements, territory structures, and performance expectations.
• Ensure compliance with HC Forklift America brand standards, safety requirements, and operational policies.
  
  
  

Qualifications

• Bachelor’s degree in business, Engineering, or related field (MBA preferred).
• 7–12 years of experience in dealer development, channel management, or distribution leadership within industrial equipment, material handling, forklift, or heavy equipment industries.
• Strong knowledge of the U.S. industrial and material handling market.
• Proven success building and scaling national dealer/distributor networks in the United States.
• Strong executive presence, negotiation, and relationship management skills.
• Ability to travel extensively across the U.S. as required.
  
  
  

Work Environment

• This is a field-based, U.S.-national role with significant travel required (typically 50–75% depending on dealer network needs).
• Work is performed in a mix of environments including dealer facilities, customer sites, warehouses, manufacturing plants, and corporate offices.
• The role requires frequent travel via air and ground transportation across U.S. regions.
• Occasional work in industrial environments may involve exposure to warehouse operations, equipment demonstrations, and outdoor job sites.
• Standard office work includes strategy development, reporting, virtual meetings, and cross-functional collaboration with internal teams.
• Flexibility in work schedule is required to accommodate dealer needs across multiple time zones.
  
  
  

Core Competencies

• U.S. Dealer Network Development
• Industrial Channel Strategy
• Revenue Growth & Market Expansion
• Executive Relationship Management
• Forklift & Material Handling Industry Knowledge
• Strategic Planning & Execution
• Performance Management
  
  
  

Success Metrics (KPIs)

The success of this role will be measured by the following key performance indicators:

• Dealer Network Growth: Increase in number of active, performing U.S. dealers within targeted territories and markets.
• Revenue Growth: Year-over-year growth in dealer-driven equipment sales, parts revenue, and service income.
• Market Penetration: Expansion of HC Forklift America product presence in key U.S. industrial and logistics markets.
• Dealer Performance Improvement: Measurable improvement in underperforming dealer productivity and profitability.
• New Dealer Activation: Speed and effectiveness of onboarding and ramp-up for new dealer partners.
• Aftermarket Growth: Increase in parts and service revenue contribution from the dealer network.
• Customer Satisfaction: Improved end-customer satisfaction scores and dealer service performance metrics.
• Strategic Account Expansion: Growth in national and regional accounts supported through dealer channels.
  
  
  

Additional Information

This job description reflects the current expectations for the position but is not intended to be all-inclusive. Duties, responsibilities, and qualifications may be modified or reassigned at any time to meet the evolving needs of the organization.