What are the responsibilities and job description for the Director Channel Development position at Autocar, LLC?
Job Title: Channel Development Manager/Director of Channel Development
Department: Customer Care
Location: Birmingham, AL
Reports To: Craig Antonucci
FLSA Status: Exempt
Prepared By: Craig Antonucci
Approved By: Will be approved by Human Resources after you submit the description for approval
Approved Date:
Revision # and Date:
Summary
Want to be part of the growth of the longest standing vocational truck brand in the USA? Autocar, LLC is looking for a sharp Director of Channel Development to drive change and make the world better for our customers through the development and management of our distribution and service network. You will work with our awesome customer experience team, managing our distributor and service relationships, building out our network and finding the best ways to deliver on our Autocar Always Up® promise. If you have a keen mind for making things work, know our industry and truck distribution and service, use data and research to build great things and create competitive advantage…this role is for you!
Key Outcomes that will make you successful
- Build a distribution and service network that is best in class, driving Raving Fan experiences for our customers.
- Build processes that improve our identification, sign-up, launch, maintenance and verification of partnership compliance.
- Master and leverage existing and new technologies to build this network that furthers competitive advantages. Identify opportunities to reduce effort for the end customer, our distribution partners and service network
- - we want to make it easy!
- Build internal processes that are robust, efficient and reduce errors…we want our internal teams to be successful and happy too!
- Document rollout strategies that allow the Company to execute on our sales and service plans. This includes design, planning, training, rollout and execution…we want to change quick and on demand!
- Development of ongoing continuous improvement strategies so we are always the best!
Essential Duties & Responsibilities:
- Increase market share through various sales and service activities focusing on "Pull Through Strategy".
- Develop “Pull Through Strategy” in conjunction with sales/marketing/service. Educate all internal departments to integrate the "Pull Through Strategy" in their daily interaction with customers and end users.
- Target end users directly and indirectly to generate brand awareness and loyalty.
- Develop relationships with distributors/service partners specifically related to Autocar products. Explore joint sales visits and product training for sales channel personnel.
- Develop relationships in all product channels, opening communication to all supporting departments to create best-in-class customer support that, in turn, increases customer loyalty and product demand.
- Complete joint customer visits with Autocar Channel Development/sales/service/aftermarket parts staff to identify/address customer concerns, thus increasing brand loyalty and pull-through strategies successes.
- Understand current markets to identify and prioritize pull through opportunities.
- Assist dealer development (Channel Partners[JL1]) in addressing common concerns with dealer service network promoting Autocar products and services developing brand loyalty.
- Identify complete life cycle of products, i.e., sales/service/product usage. Analyze and target areas to create product demand and increased market share. [JL2]
- Identify and focus on underperforming distributors. Visit targets customers and end users to identify concerns and develop plan with appropriate internal departments to increase Autocar product penetration. [JL3]
- Legal background, accreditation, or experience with legal issues, applicable state or federal regulations, rules or requirements a big plus.
- Contract execution, contract adherence, commercial, legal dispute resolution, performance management
Qualifications, Knowledge, and Skills:
- Understands the concepts and structure of distribution and service within the truck manufacturing industry.
- Ability to understand the financial impact of key distribution and service decisions and partnerships.
- Skilled in negotiation, with a global and strategic view of service network relationships.
- Demonstrated partner management expertise and ability to manage detailed workflow documentation. Exceptional leadership, collaboration, and communications skill
- - you’re going to work with some great teams, so your ability to lead and collaborate is important.
- High emotional intelligence: ability to know how/when to push constituents[JL4] to achieve optimal results.
- Ability to lead and drive effective meetings, and derive takeaways/actions, including with distributors and service dealers.
- Superb recordkeeping, time management and organizational skills.
- Advanced analytical and problem-solving skills as it relates to channel development.
- Successful experience with project and contract management; and negotiation management.
- Ability to understand and apply applicable laws and regulations impacting the industry and business, and legal concepts applicable to the industry and associated transactions.
Competencies
Analytical Thinking:
Tackle a problem by using a logical, systematic, sequential approach.
Customer Orientation:
Demonstrate concern for satisfying one’s external and/or internal customers.
Diagnostic Information Gathering:
Identify the information needed to clarify a situation, seek that information from appropriate sources, and use skillful questioning to draw out the information, when others are reluctant to disclose.
Honesty/Integrity:
Does not cut corners ethically. Does what is right, not what is politically expedient. Speaks truthfully.
Managing Change:
Demonstrate support for innovation and for organizational changes needed to improve the organization’s effectiveness; initiating, sponsoring, and implementing organizational change; helping others to successfully manage organizational change.
Thoroughness:
Ensure that one’s own and others’ work and information are complete and accurate; carefully preparing for meetings and presentations; follow up with others to ensure that agreements and commitments have been fulfilled.
Written Communication:
Express oneself clearly in business writing.
Education & Experience:
- 5 years of proven experience in truck OEM distribution and service networks.
- Successful Experience in customer service or customer service-related departments or organizations.
- Bachelor’s Degree in a related discipline, or comparable experience in the field.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is frequently required to sit and talk or hear. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 25 pounds.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The noise level in the work environment is usually moderate.
Travel up to 50%
1
[JL1]To whom are we referring?
[JL2]This is unclear
[JL3]I think we want to say this more positively without suggesting we have low volume distributors
[JL4]To whom are we referring here?
