What are the responsibilities and job description for the Channel Development Manager position at NOVAE LLC?
Specialty / Competency : Sales / Business Development
Industry / Sector : Manufacturing
Time Type : Full time
Location : Remote from Texas to Florida & near a major airport
Who are we?
Founded in 1995, Novae started making trailers in January 2001 with the idea to offer quality products with great service, deal fairly with people, and recognize that suppliers, employees, community and customers are all important to success. Our purpose is to create opportunities for people to make their lives better and to leave a legacy of positive impact.
Headquartered in Markle, IN, Novae is one of the fastest-growing and most respected trailer manufacturers in North America, operating 12 distinct brands including Sure-Trac, H&H Trailers, CAM Superline, ITI Cargo, Midsota, and LOOK Trailers. Novae has grown both organically and through acquisitions to become the second largest trailer manufacturer in North America. Novae currently has more than 1,200 employees, 20 manufacturing facilities across 8 states and maintains an active dealer network of more than 1,100 partners.
Our company is driven strongly by growth and a set of core values the leadership team emphasizes : Embracing and Driving Change, Service-Minded, Strong Character, Self-Discipline, Accountability, Work Ethic.
In December 2021, Brightstar Capital Partner s ("Brightstar"), a private equity firm focused on partnering with families, founders, entrepreneurs, and management teams, completed its acquisition of Novae LLC in partnership with the Company's two founders and senior management team. Under Brightstar's ownership, Novae has already grown significantly in size and is poised to continue to grow.
Job Summary : Cultivate and develop new relationships with high value / high potential dealers. Collaborate with account managers and senior sales managers internally to add new brands to existing dealers to maximize revenue and EBITDA.
Essential Functions
- Identify opportunities across the industry for increased penetration of Novae brands. Open new points of distribution with new and existing dealers.
- Drive profitable growth with new dealers. Heavy focus on developing strategic relationships with market leading dealers.
- Employ a consultative approach with dealers regarding product usage, product features demonstration, pricing, availability, and overall growth strategies.
- Complete regular correspondence and regular in-person visits to prospective dealers.
- Be fluent in all brands offerings.
- Identify opportunities to expand share of market with new dealers and share of wallet with current dealers through additional brand offerings.
- Partner with account managers to add new brands to existing dealers that support annual, quarterly and monthly objectives.
- Deliver value proposition training on products and Dealer Portal to dealers to ensure they understand our products and tools to effectively promote and sell to end users.
- Evaluation of territory to ensure we are aligned with the right partners in the area. (Evaluate, Coach up, Replace)
- Work with marketing team and recommend necessary content and collateral to train dealers' team members to sell, operate and maintain new equipment, effectively communicate our value proposition and provide updates on any new selling features.
- Be the Novae representative for dealers when doing Trade Show & other events. Be a supportive partner to the dealers. Actively participate in trade shows and conventions.
- Monitor market conditions, industry innovations, and competitors' products, prices, and sales for trends and changes that will affect Novae brands and / or our customer network. Develop and implement responses to observations and achieve objectives.
- Mentor and teach sales skills to fellow Account Managers and Sales Administrators, acting as a resource to the team.
- Work closely with internal teams to assure customer needs are met at plant level.
- Communicate any part sales or warranty issues / items that the dealers may have communicated to you to the appropriate part sales and warranty management teams.
- Train dealers' team members to sell, operate and maintain new equipment, effectively communicate our value proposition, and provide updates on any new selling features.
- Continually look for ways to improve the overall performance of yourself and your account management team.
- Collaborate with leadership to negotiate details of customer-specific agreements and sales incentives.
- Manage projects for dealers internally across engineering, manufacturing, and accounting functions.
- Travel frequently, one to three weeks a month, overnight when required.
- Assist in other areas and perform other duties, as needed. (This is not intended to be a comprehensive list of activities, duties, or responsibilities required for this job.)
Qualifications and Requirements
Benefits
www.novae.com
Novae LLC provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Novae LLC complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
