Job ID: 2261
Location: London, GB
Job Family: Network Development
Job Type: Full Time
Working Mode: Field
About Us
Innovation. Sustainability. Productivity. This is how we are Breaking New Ground in our mission to sustainably advance the noble work of farmers and builders everywhere. With a growing global population and increased demands on resources, our products are instrumental to feeding and sheltering the world.
From developing products that run on alternative power to productivity-enhancing precision tech, we are delivering solutions that benefit people – and they are possible thanks to people like you. If the opportunity to build your skills as part of a collaborative, global team excites you, you’re in the right place.
Grow a Career. Build a Future!
Be part of this company at the forefront of agriculture and construction, that passionately innovates to drive customer efficiency and success. And we know innovation can’t happen without collaboration. So, everything we do at CNH Industrial is about reaching new heights as one team, always delivering for the good of our customers.
Job Purpose
The Dealer Relationship Manager reports to the UK-ROI Leader of Network Development.
He/she is responsible for planning and executing of the mid- and long term national network development strategy, policies and procedures in the market(s), according to the European Network strategy guidelines.
The role has a direct responsibility for dealer network operations including dealer network coverage and consolidation (appointments, terminations, replacements, scouting), continuously leveraging the network performance, deploying network improvement processes and dealer enabling programs, focusing on professionalization, growth and profitability of the dealer network.
Key Responsibilities
* Defines and executes a mid- and long term network plan in accordance with the European network strategy and in cooperation with local network development manager and business director
* Manages market studies, benchmarking and dealer performance analysis to determine optimum dealer structure (quantitative and qualitative coverage), and preferred locations. Review and recommend prospect and site selection for expanding dealer operations
* Manages dealer performance reporting necessary for dealer performance tracking through a dealer evaluation at 360 degree (sales, after sales, financial performances, people etc.)
* Drives the identification (scouting) of new dealers and their development plans, helps in expanding existing dealerships and terminate existing underperforming dealer contracts
* Manages national dealer on-boarding activities including the, development of dealer proposal packages for letter of intent (LOI), dealer agreement packages & dealer on-boarding for new dealers and renewals
* Manages process and prepares documents for dealer termination
* Defines and manages activities related to implementation and dealer site’s signage and dealer branding programs
* Analyzes regional dealer development opportunities and implements effective strategies and actions that ensure proper brand representation in the identified market. Coordinates with all functional field operations the activities related to dealer improvement and dealer coaching, in cooperation with the European and local dealer enabling teams
* Proactively works with the dealer people, as senior business advisor, to develop their business and customer experience processes, assuring highest customer satisfaction
* Ensures that brand standards are met within the network, including executing of internal and/or external dealer auditing processes
* Oversees Business Management activities of dealer network – timely financial statement submission, Dealer Information systems, dealer dashboards, dealer standards, etc.
* Manages and controls local network budget (i.e., for new facility support program and other programs applied in market) assigned to market.
Experience Required
* Master's degree in Economics, Marketing or Law
* Experience in or good knowledge of the machinery sector, commercial vehicle or automotive industry.
* Previous experience in Sales and Network Development with proven ability to increase dealer performance
* Direct dealer contact experience is a must
* Good knowledge and understanding of Dealer Financial Statements and ability to execute a complete dealership financial analysis
* Good knowledge of civil and trade low in order to assure compliance of the dealers Distribution Agreements with EU law
* Fluent in English
* Willingness to travel up to 60% (3 days per week)
* Valid passenger car driver’s license
* Advanced working knowledge of Microsoft Office
Desired Characteristics
* Senior Influencing and negotiation skills
* Strong leadership and communications skills (written and verbal); ability to effectively communicate with people at all levels and from various backgrounds
* Ability and discipline to work independently, as well as in a team
* Execute decisions with speed and conviction, showing high intensity and commitment in daily activities
* Bring creative ideas, solutions and translate them into actions
* Strong organization and problem solving skills; able to manage multiple priorities and workflows
* Commitment to excellence and high standards
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