Dealer Development Manager

Job Title: Dealer Development Manager

Department: Sales & Marketing

Reports To: Vice President of Sales & Marketing

Job Type: Full-Time | Onsite | Salaried Exempt

Location: Rock Hill, SC 29730

Position Summary The Dealer Development Manager is responsible for leading the strategy, growth, and performance of HC Forklift America’s authorized dealer network across the United States. This role focuses on expanding market share and strengthening dealer partnerships within the industrial lift truck industries. The position will drive dealer expansion, revenue growth, aftermarket development, and customer support initiatives across forklifts, telehandlers, warehouse equipment, lift trucks, attachments, and related industrial solutions. The ideal candidate brings strong experience in dealer development, industrial lift equipment distribution, and U.S. market expansion within the industry.

Key Responsibilities Dealer Network Development

• Develop and execute national dealer growth strategies aligned with company objectives.
• Identify, recruit, onboard, and support new dealer partners across key U.S. markets.
• Expand dealer coverage in industrial lift truck sectors.

Dealer Performance Management

• Establish dealer KPIs including equipment sales, parts revenue, service performance, and customer satisfaction.
• Conduct dealer business reviews and implement growth or corrective action plans.
• Monitor dealer profitability, operational standards, and territory performance.

Dealer Relationship Management

• Serve as the primary executive liaison for dealer partners nationwide.
• Build strong relationships with dealer principals, general managers, and sales leadership teams.
• Support dealer growth across equipment sales, rental operations, aftermarket parts, and service development.

Sales & Market Growth

• Support national and regional sales growth across industrial lift truck markets.
• Provide dealers with pricing guidance, sales tools, training, and competitive market intelligence.
• Drive adoption of new products, programs, and equipment launches throughout the dealer network.

Dealer Training & Support

• Lead dealer onboarding and certification initiatives.
• Implement training programs for dealer sales, parts, and service teams.
• Ensure dealers represent HC Forklift America products, brand standards, and service expectations effectively.

Market Development & Cross-Functional Leadership

• Monitor industry trends, competitor activity, and growth opportunities across the U.S. market.
• Partner with Sales, Service, Parts, Operations, Marketing, and Product teams to align dealer strategy with company goals.
• Support product improvement initiatives through dealer and customer feedback.

Dealer Agreements & Compliance

• Negotiate dealer agreements, territory structures, and performance expectations.
• Ensure compliance with company operational standards, safety requirements, and brand guidelines.

Qualifications

• Bachelor’s degree in Business, Engineering, Industrial Management, or related field preferred (MBA preferred).
• 5–8+ years of experience in dealer development, channel management, distribution leadership, or sales leadership within, material handling, forklift/industrial lift equipment industries
• Strong knowledge of the U.S. industrial, material handling, agriculture, and construction equipment markets.
• Proven success building, expanding, and managing dealer/distributor networks across the United States.
• Experience driving dealer performance, market expansion, and revenue growth.
• Strong executive presence, negotiation, communication, and relationship management skills.
• Ability to travel extensively across the U.S. as required.

Core Competencies

• Dealer Network Development
• Revenue Growth & Market Expansion
• Executive Relationship Management
• Strategic Planning & Execution
• Industrial Lift Truck Industry Knowledge
• Dealer Performance Management

Compensation & Benefits

• Salary Range: (Open to potential increase based on experience and qualifications)

• Benefits Include:

• Medical, Dental, and Vision insurance

• 401(k) with company match

• Paid Time Off (PTO) and Paid Holidays

• Employee Assistance Program (EAP)

Additional Information This job description reflects the current expectations for the position but is not intended to be all-inclusive. Duties, responsibilities, and qualifications may be modified or reassigned at any time to meet the evolving needs of the organization.