Director, Dealer Network Strategy & Development

Great Dane LLC • Savannah, GA

1d • Onsite

About The Position

The Director of Dealer Development at Great Dane is responsible for leading the design, development, and optimization of the company’s global dealer network as part of Project Elevate, a strategic transition from a company-owned branch structure to a high-performing dealer-led distribution model. This role influences the development and performance of the global dealer network, working closely with executive leadership, regional sales leadership, and dealer principals to ensure the network has the capacity, capability, and financial strength to support long-term growth. The Director acts as the central architect of dealer network strategy, evaluating market coverage, recruiting and developing dealer partners, establishing performance standards, and guiding the evolution of the distribution model. This position leads a dedicated Dealer Network Strategy & Development team, executing network development initiatives, dealer performance programs, and strategic market expansion, ensuring the dealer network supports profitable growth and delivers an exceptional customer experience.

Requirements

• Bachelor’s degree required
• 15+ years of progressive experience in dealer development, distribution strategy, sales leadership, or dealer operations within the commercial vehicle, transportation equipment, or capital equipment industries.
• Proven track record developing and optimizing dealer networks, including dealer recruitment, market expansion, and performance improvement initiatives.
• Experience advising or partnering with dealer principals and ownership groups on strategic growth and business planning.
• Strong financial acumen with the ability to analyze dealer financial statements, profitability drivers, and capital investment capacity.
• Knowledge of business development, CRM, Dealer software for use across multiple sales channels.
• Willingness to travel as required.
• Up to 50% travel required, including regular dealer visits, market development activities, and participation in key industry and dealer events.

Nice To Haves

• MBA or advanced business degree preferred
• Experience supporting distribution strategy initiatives, network restructuring, or dealer transitions is strongly preferred.

Responsibilities

• Lead the development and execution of Great Dane’s dealer network strategy.
• Evaluate market coverage, dealer capability, and growth opportunities to identify expansion opportunities and coverage gaps.
• Develop long-term distribution plans aligned with company growth objectives.
• Identify priority markets for dealer recruitment and strategic expansion
• Identify, evaluate, and recruit new dealer partners in strategic markets.
• Lead due diligence and evaluation of prospective dealer partners based on financial strength, operational capability, and strategic alignment.
• Identify opportunities for dealer consolidation, ownership succession, and strategic acquisitions to strengthen the network.
• Support branch transition initiatives by identifying and onboarding new dealer partners where appropriate.
• Develop and implement a Dealer Excellence Framework defining operational, financial, and customer experience standards for the dealer network.
• Establish dealer performance scorecards including sales performance, market share growth, aftermarket capability, customer support performance, and financial strength and investment capacity.
• Partner with regional leadership to implement improvement plans for underperforming dealers.
• Lead the development of structured dealer business planning processes across the network.
• Analyze dealer financial performance including profitability, capital investment capacity, service capacity, and growth potential.
• Serve as a strategic advisor to dealer principals on long-term business planning and investment strategies.
• Serve as a key leader supporting Project Elevate distribution transformation initiatives.
• Support branch transition strategies by identifying dealer expansion opportunities.
• Develop programs to strengthen dealer capabilities including facility investment, service capacity, staffing, inventory management, and aftermarket support.
• Partner with Legal and executive leadership on dealer agreements and governance.
• Support dealer appointments, territory decisions, and network restructuring initiatives.
• Ensure distribution strategies align with applicable franchise laws and contractual obligations.
• Lead and develop a Dealer Network Strategy & Development team, responsible for executing dealer network planning, dealer performance programs, and dealer development initiatives.
• Provide leadership, coaching, and strategic direction to team members responsible for dealer development, network analysis, and dealer performance management.
• Build and scale internal capabilities required to support a modern dealer-led distribution model.
• Establish processes, tools, and performance metrics to support effective dealer network management.
• Foster strong collaboration with Regional Sales Managers, Aftermarket leadership, and Sales Operations.
• Other duties as assigned.

Benefits

• Competitive compensation
• Benefits, including but not limited to dental, vision, and medical with employer contributions
• Retirement programs, including a Pension Plan and 401(k) Plan with employer match
• Tuition Reimbursement
• Paid holidays and vacation
• And more!

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 501-1,000 employees