Director of Distribution Channel Development

Summary

The Director of Distribution Channel Development is responsible for the strategic leadership, growth, and optimization of the company's distribution channel across North America. This role leads the team responsible for developing and supporting the dealer network to achieve business objectives, strengthen market presence, and drive long-term growth. The Director oversees the evaluation, establishment, and transition of dealer locations as needed to support strategic business goals. As a member of the senior leadership team, this individual plays a key role in shaping company strategy and making critical business decisions.

Essential Duties and Responsibilities

• Define and lead the strategic vision for the dealer network, ensuring alignment with enterprise growth objectives and long-term market positioning across North America.
• Design and optimize the dealer network strategy, including market expansion, channel structure, and partner segmentation, to drive sustainable growth and competitive advantage.
• Lead the identification, selection, and strategic onboarding of dealer partners that align with the company's operational standards, brand expectations, and growth strategy.
• Build executive-level relationships with dealer principals, serving as a trusted advisor to influence business performance, investment decisions, and long-term partnership success.
• Establish and manage a comprehensive dealer performance framework using key performance indicators, benchmarking, and data-driven insights to improve accountability and results.
• Drive collaboration across Sales, Marketing, Operations, Finance, and Product teams to ensure a coordinated and scalable approach to dealer success.
• Develop and oversee the commercial framework for dealer partnerships, including contract strategy, negotiation standards, and governance that balances growth, risk, and mutual value.
• Utilize market intelligence and competitive analysis to guide channel strategy, identify opportunities, and mitigate potential risks.
• Develop and implement dealer performance and incentive programs that align financial and operational goals with customer success.
• Oversee the full dealer lifecycle, including onboarding, capability development, operational standards, and long-term performance improvement.
• Champion consistent communication of company strategy throughout the dealer network to ensure alignment and clarity of priorities.
• Lead executive business reviews with key dealer partners, driving strategic planning, accountability, and future growth initiatives.
• Manage the financial planning and performance of the dealer development function, including budgeting, forecasting, and return on investment for network initiatives.
• Build and develop a high-performing dealer development organization through coaching, leadership development, succession planning, and accountability.
• Provide executive oversight of company-owned dealer locations, ensuring operational excellence and serving as examples of best practices.
• Ensure compliance with legal, regulatory, contractual, and brand standards throughout the dealer network while supporting scalable growth.

Education and Experience

• Bachelor's degree in Business, Agriculture, Engineering, or a related field required.
• MBA or other advanced degree strongly preferred.
• 10+ years of progressive experience in dealer network management, channel development, or commercial leadership.
• 5+ years of senior leadership experience managing multi-level teams and influencing cross-functional organizations.
• Proven success developing and executing large-scale channel or go-to-market strategies.
• Experience managing dealer, distributor, franchise, or indirect sales networks.
• Demonstrated record of driving revenue growth, profitability, and dealer network performance.

Key Skills and Abilities

• Professional, credible executive leader with the ability to lead by example.
• Ability to build collaborative, high-performing teams across multiple business functions.
• Proven leadership skills with the ability to coach, develop, and hold teams accountable for results.
• Strong understanding of dealer economics, incentive programs, and performance drivers.
• Exceptional relationship-building skills with dealer principals and executive stakeholders.
• Strong negotiation, conflict resolution, and consensus-building abilities.
• Ability to balance accountability with collaborative partnerships.
• Experience designing scalable systems, processes, and operational standards while maintaining flexibility.
• Strong analytical, organizational, and problem-solving skills with attention to detail.
• Excellent written and verbal communication skills with the ability to tailor messaging to diverse audiences.
• Solution-oriented mindset with strong collaboration and influencing skills.

Travel Requirements

• Approximately 40–50% travel, including domestic and international travel.

Qualifications

To perform this position successfully, an individual must be able to perform each essential duty satisfactorily. The qualifications listed above are representative of the knowledge, skills, and abilities required. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.