Region Dealer Development Manager

PACCAR; Kirkland (WA); On-site; USD 119,000 - 186,000; Full time

Benefits offered by this job

401k match

Pension plan

Paid time off

Tuition reimbursement

Health insurance

FSAs/HSA

Disability insurance

Life insurance

EAP services

Job summary

Kenworth Truck Company is seeking a Region Dealer Development Manager to identify growth opportunities, strengthen dealer networks, and improve profitability across North America. This role can be remote or based at the Kirkland Division and requires up to 60% travel.

The ideal candidate will have 8+ years in territory development or dealership management in commercial trucks, with strong skills in financial modeling, negotiation, and relationship management.

Qualifications

• Bachelor's degree in business or a related field is required; MBA is a strong plus.
• Minimum 8 years of related business experience in territory development or dealership management in commercial trucks or heavy equipment.
• Strong analytical and financial modeling skills including proforma analysis.

Responsibilities

• Identify network expansion opportunities to Dealer Principals and assist with establishing high-quality Kenworth dealerships and service representations.
• Develop, negotiate and implement dealership improvement plans with cross-functional teams to maximize market representation.
• Schedule business reviews with assigned Dealers and lead discussions with PACCAR management.
• Partner with Dealers to drive service excellence through published programs like PremierCare Gold and Dealer Excellence.
• Create financial proforma models to help Dealers develop winning business strategies.
• Guide ownership transitions to minimize underperforming dealerships or exits from the network.

Skills

Negotiation

Communication

Relationship management

Financial modeling

Discounted cash flow

Travel readiness

Education

Bachelor's degree in business or related field

MBA

Tools

Excel

PowerPoint

Job description

Company Information

PACCAR is a Fortune 500 company established in 1905. PACCAR Inc is recognized as a global leader in the commercial vehicle, financial, and customer service fields with internationally recognized brands such as Kenworth, Peterbilt, and DAF trucks. PACCAR is a global technology leader in the design, manufacture and customer support of high-quality light-, medium-, and heavy-duty trucks under the Kenworth, Peterbilt and DAF nameplates. PACCAR also designs and manufactures advanced diesel engines, provides financial services and information technology, and distributes truck parts related to its principal business.

Kenworth Truck Company

Kenworth Truck Company, founded in 1923, is the manufacturer of The World's Best heavy and medium duty trucks. With an excellent heritage of quality, innovation and technology, Kenworth has played an essential role in the development of trucks that are more fuel efficient, productive, and economical to operate. Today, Kenworth is leading transportation innovation with the introduction of battery-electric vehicles, exploration of fuel cell electric powertrains, and autonomous driving systems. Kenworth is committed to fostering an environment of diversity, equality and inclusivity in the workplace.

Requisition Summary

Kenworth Truck Company is seeking a Region Dealer Development Manager. This position will be responsible for identifying and qualifying internal and external growth opportunities to assigned Kenworth Dealers to maximize customer uptime, Kenworth representation, customer satisfaction, and profitability.

This position can be remote or based at our Kirkland Division and requires up to 60% travel. The qualified candidate may be located anywhere in the continental U.S.; however, a Central Time Zone location is preferred

Here’s what you will do in this role:

• Identify network expansion opportunities to Dealer Principals and assist them with establishing high quality Kenworth dealerships, TRP stores, and mobile service representation in a timely manner.
• Develop, negotiate and implement dealership improvement action plans with Sales, Service, Credit, PACCAR Parts, PACCAR Financial and PacLease to maximize PACCAR market representation.
• Schedule business reviews with each assigned Dealer. These meetings will be run by the Region Dealer Development Manager in partnership with the dealer.
• Partner with assigned Dealers to improve service excellence with each assigned Dealer through published programs including PremierCare Gold, Dealer Excellence, and Service Management.
• Use the Dealer Agreement renewal process to leverage improved dealership performance.
• Develop financial proforma models to assist Dealers in developing successful business strategies.
• Work with assigned Dealers to substantially improve or permanently close facilities in the bottom 5%.
• Serve as a trusted business consultant to Dealer Principals and senior dealership personnel to improve customer support, PACCAR performance, and dealership profitability.
• Manage ownership transitions as needed to minimize underperforming dealerships or dealers choosing to exit the network.
• Champion Kenworth's Identity and Facility Standards consistently across assigned territories.
• Work with Dealer Successor Candidates and guide them through the PACCAR approval process.
• Assist Dealers to develop and deliver business presentations to senior PACCAR management.

Skills / Competencies:

• Bachelor's degree required, preferably in a business-related field; MBA is a strong plus
• Minimum 8 years' related business experience required, preferably in territory development, small business consulting, credit analysis, or dealership management in commercial truck or heavy equipment
• Strong personal computer skills, including Excel and PowerPoint required.
• Excellent verbal and written communication skills
• Excellent interpersonal skills including the ability to develop trusting business relationships with assigned accounts
• Excellent negotiation skills
• Previous experience with discounted cash flow analysis, financial modeling, and Proforma analysis is a strong plus
• Willingness and capability to travel within the USA and Canada approximately 40-60% of the month

Additional Job Board Information

Why work for PACCAR/Kenworth?

• Global Fortune 500Company with a wide array of growth and development opportunities
• Work alongside experienced goal-oriented colleagues recognized as experts in their fields
• Support and/or design the commercial vehicles of the future with a focus on emerging technologies such as electric and autonomous trucks

As a U.S. PACCAR employee, you have a full range of benefit options including:

• 401k with up to a 5% company match
• Fully funded pension plan that provides monthly benefits after retirement
• Comprehensive paid time off - minimum of 10 paid vacation days (additional days are provided with additional seniority/years of service), 12 paid holidays, and sick time
• Tuition reimbursement for continued education
• Medical, dental, and vision plans for you and your family
• Flexible spending accounts (FSA) and health savings account (HSA)
• Paid short-and long-term disability programs
• Life and accidental death and dismemberment insurance
• EAP services include wellness plans, estate planning, financial counseling and more

PACCAR is an Equal Opportunity Employer/Protected Veteran/Disability and E-Verify Employer. At PACCAR, we value talent and promote growth and development. We carefully consider numerous compensation factors including your education, training, or experience. The salary range for the Region Dealer Development Manager is $119,100 - $186,300 annually. Additionally, this role is eligible for the full range of benefit options listed above.