Dealer Development Manager

Kubota; Melbourne; On-site; AUD 140,000 - 210,000; Full time

Benefits offered by this job

Motor vehicle

Novated leasing

Salary sacrifice for super

Product discounts

CSR involvement

Up to 15% superannuation

Job summary

Kubota Australia seeks an autonomous Dealer Development Manager to shape partnerships with independent dealers nationwide. You will develop a comprehensive dealer network strategy, consult on growth initiatives and lead change across territories from our Truganina base, with regional and interstate travel.

You will bring senior experience in dealer development or sales leadership within agricultural/ construction sectors, plus strong negotiation, financial planning and relationship management

Qualifications

• Australian citizen/resident or right to work in Australia.
• Bachelor level qualification in Business/Commerce/Marketing/Agribusiness.
• Ability to travel regionally and interstate.
• Extensive senior experience in dealer development, sales management or commercial leadership.
• Experience in agricultural/construction, industrial equipment, automotive or related sectors.
• Track record of uplifting dealer networks for growth.
• Strong commercial, financial and strategic planning capability.
• Executive level business planning, relationship management and negotiation.
• Strong communication and collaborative approach.
• Experience with project/change management methodologies.
• People leadership experience.
• Experience with franchise/distribution networks.
• Knowledge of Franchise code, ANZ Standards and OH&S.
• Proficiency with CRM and sales systems.

Responsibilities

• Develop dealer network strategy and execute roadmaps; facilitate expansion.
• Lead territory planning, dealer appointments, mergers/ relocations and succession.
• Review dealer territories and market responsibility; ensure alignment with objectives.
• Lead dealer performance reviews and continuous improvement plans.
• Support training across dealer operations to improve sales capability and leadership.
• Deliver reporting on sales, market share, profitability and customer experience.
• Represent the brand at external and dealer events; collaborate cross-functionally.

Skills

Dealer development

Sales management

Channel management

Commercial leadership

Business planning

Negotiation

Relationship management

Change management

People leadership

Data presentation

Education

Bachelor degree in Business/Commerce/Marketing/Agribusiness

Tools

CRM systems

Sales related systems

MS Excel

Job description

At Kubota Australia and Kubota New Zealand, we distribute and provide after sales support for high value, exceptional quality agricultural and construction machinery and products. We also have a commercial and consumer financing offering to incent sales.

As our first dedicated Dealer Development Manager you have the unique opportunity to make the role your own and shape the future of these most critical of partnerships. You will optimise Kubota's presence Australia wide, partner with and consult to independent dealers to optimise their businesses and consequent results.

Your new role will provide significant opportunity for you to apply the full range of your business development, sales and relationship management skillset, commercial acumen and apply your strong applied understanding of the agricultural/ construction (or similar) industry.

Your role will be highly autonomous, diverse and you'll have the opportunity to make a lot of connections with business owners, the community and customers. You will travel regionally and interstate but be based out of our Truganina premises.

Your main accountabilities and achievements will include:

• Develop a comprehensive roadmap. Develop and execute dealer network strategy and tactic.s Facilitate strategic change/ expansion
  • Undertake consultancy or develop and implement initiatives to improve dealer coverage, market penetration, customer reach and overall capability and performance
  • Lead network planning activities including territories, dealer appointments, mergers/ acquisitions, relocations and succession
  • Review, develop and deliver recommendations relating to dealer territories and market responsibility
  • Undertake dealer network effectiveness and alignment reviews against agreed objectives
  • Develop/ support/ assess business cases and change management projects
• Act as a trusted advisor to dealers. Develop relevant frameworks/ processes/ supporting systems to support and undertake effective relationship and business development management activity
  • Establish, embed and maintain dealer performance standards and continuous improvement frameworks
  • Lead dealer business review processes and facilitate performance remediation/ continuous improvement initiatives/ plans across the span of operations
  • Recommend and/or support the implementation of initiatives, tools, systems (as appropriate)
  • Undertake or participate in a range of compliance/ audit processes including but not limited to; facility reviews, financial audit, stock and process audits
• Support dealers to ensure effective business plans and to achieve required performance and growth standards with a focus on ensuring sustainable operations, sales and customer engagement
  • Establish, embed and maintain dealer performance standards and continuous improvement frameworks
  • Lead dealer business review processes and facilitate performance remediation/ continuous improvement initiatives/ plans across the span of operations
  • Recommend and/or support the implementation of initiatives, tools, systems (as appropriate)
  • Undertake or participate in a range of compliance/ audit processes including but not limited to; facility reviews, financial audit, stock and process audits
• Identify training needs across the span of dealer operations and liaise with appropriate internal stakeholders to secure training. Develop and implement dealer training including to; improve sales capability, product knowledge, leadership effectiveness, brand representation and operational excellence generally
• Undertake and deliver a range of reporting (ad hoc and to schedule), such as to monitor sales, market share, profitability, customer experience/satisfaction, operational performance, benchmarking and training
• Participate in departmental business planning. Lead/ manage or participate in departmental or cross-function activity or projects (as directed)
• Act as a senior representative of the brand at external and dealer events

Requirements

To apply you must be an Australian citizen/ resident or already possess permanent and unrestricted rights to work in Australia. Your profile would likely include:

• Bachelor level tertiary qualification in relevant discipline such as Business/ Commerce, Marketing, Agribusiness. Further study in strategy, leadership, business planning (highly regarded)
• Ability to undertake substantial regional and interstate travel. Passport and meet all requirements for international travel
• Substantial senior level experience in a similar position, with a focus on dealer development, sales management, channel management or commercial leadership. Experience ideally gained within agricultural/ construction, industrial equipment, automotive or closely related sectors
• Strong track record of managing and uplifting dealer, franchise or distribution networks for growth based sales and commercial outcomes
• Proven strong commercial, financial and strategic planning capability coupled with highly developed general business acumen
• Executive level business planning, business development, relationship management, influencing and negotiation skills
• Strong communication skills and demonstrated collaborative approach
• Demonstrated customer centricity
• Applied experience with project management/ change management methodologies
• People leadership and management experience
• Executive level business case/ report writing and data presentation capability
• Training needs analysis, development and facilitation experience
• Proven strong numeric capability and analytical skill
• Applied understanding of relevant legislation/ regulation/ codes, including but not limited to; Franchise code, relevant ANZ Standards, Occupational Health and Safety
• Well developed general computing skill and ability to effectively use CRMs/ Sales related systems

Work with great people in a globally recognised, stable brand with a focus on ongoing business growth and sustainability.

Benefits include:

• Motor vehicle and variable reward (bonus)
• Salary sacrifice option for novated leasing motor vehicle/s and product discounts via Flare Benefits and in-house product purchase discount
• Option to attain up to 15% superannuation
• Opportunity to be involved in Corporate Social Responsibility activity