What are the responsibilities and job description for the Director, Dealer Distribution position at Kinze Manufacturing, Inc.?
About the Company - Kinze is a family-owned company and leader within the agricultural heavy equipment market. We design and manufacture durable and high-quality planters, grain carts, and tillage equipment that is distributed throughout a network of dealerships who sell and service from small family farms to large corporate operations. Listening to farmers is at the forefront of our innovation; where we build products with proven technologies that maximize productivity and support Kinze Simple solutions world-wide.
About the Role - The Director, Dealer Distribution will be responsible for driving the growth and performance of the Kinze dealer network. This role involves collaborating closely with Sales, Marketing, Operations, and Finance teams to implement strategies that ensure the success of dealerships, including new dealer acquisition and strengthening relationships with existing dealerships. The initial focus will be on underperforming counties in Illinois, Iowa, and Nebraska to improve market share and profitability, with a broader goal of developing long-term growth strategies across North America. Must be a persuasive individual who possess the ability to positively “sell” a prospective dealer on Kinze. Attention to detail and the ability to manage dealer retention, performance, expectations and profitability will be key to success in this role.
Responsibilities -
Responsible for identifying opportunities to improve performance in existing underperforming dealers and expand the Kinze dealer network by researching market trends, competitor activity, and potential dealership candidates in both new and existing markets. This includes:
- Conducting assessments of market conditions to ensure the alignment of dealership opportunities with Kinze’s strategic goals.
- Research and identify, in new or existing markets, opportunities to add professional dealership partner outlets.
- Developing and maintaining a pipeline of qualified dealership prospects for expansion/future growth opportunities.
- Conducting meetings with dealer prospects to explain the benefits of becoming a Kinze dealer and presenting financial metrics/return on investment that aligns with their business goals.
- Create and present financial projections and expectations (Year 1, Year 3, and Year 5) aligned with market opportunities for dealer prospects.
- Develop a well-crafted dealer methodology and resources that outlines the key advantages, support systems, and benefits of being a Kinze dealer.
- Continually assess non-traditional methods for selling Kinze products to farmer customers in areas without effective dealer representation.
- Collaborate with District Sales Managers on underperforming and new dealer prospects to ensure smooth transitions and successful dealer assignments.
- Establish a quarterly cadence with District Sales Managers to ensure a successful transition through onboarding, training, and achievement of sales/financial metrics; not to exceed 36 months after dealer sign up.
- Work with District Sales Managers to ensure new dealers understand and follow company policies and procedures regarding sales processes, quoting, and customer service.
- Develop action plans to correct deficiencies in all performance areas within the dealership.
- Conduct business reviews with dealer customers, focusing on financials, sales, and inventory for Whole Goods, Parts, and Service.
- Collaborate with Sales, Marketing, Finance, Product, Engineering, and Customer Service to provide comprehensive dealer support.
- Participate in trade shows and product demonstrations as needed.
- Oversee the training requirements for sales staff within the dealership, ensuring ongoing skill development.
- Promote a collaborative, open environment that fosters teamwork, personal growth, and professional development.
Qualifications -
- Bachelor’s degree in business, Agriculture, or related field.
- 10 years dealership development or distribution experience.
- Ag, construction, or heavy machinery background.
- A first-hand working knowledge of an Equipment Dealership is preferred.
- 50% - 75% travel with overnights.
- A valid driver’s license, required.
Required Skills -
- Must possess strong leadership skills, be professional, articulate, persuasive, client-service oriented, initiative-taking, able to identify customer needs and resolve issues quickly, and highly responsive to customer requests.
- Be a professional representative and ambassador of Kinze Manufacturing to the public.
- A self-driven individual with the capability to work independently.
- Able to manage time and prioritize sales efforts effectively.
- Thorough understanding of Kinze products, competitive products and able to explain product and technical features clearly and accurately.
- Excellent verbal and written communication skills and ability to present to large groups of people.
- Accountability and ownership of processes, relationships, and expenses and results.
- A collaborator, sharing best practices for process improvements and betterment of sales results.
- Must be results oriented, with initiative and positive attitude.
- Possess business acumen, capable of developing and executing sales strategies and business plans aligned with company objectives.
- Able to understand and articulate to company market conditions, dealer/farmer needs, competitive landscape.
- Ability to manage relationships at multiple levels in company and with customers and dealers.
The above statements are intended to describe the general nature and level of the work that expected to be performed in this position. Visit https://www.kinze.com/careers/
