At Polaris Inc., we have fun doing what we love by driving change and innovation. We empower employees to take on challenging assignments and roles with an elevated level of responsibility in our agile working environment. Our people make us who we are, and we create incredible products and experiences that empower us to THINK OUTSIDE.
Job summary
Develop and maintain a strong Indian Motorcycle Dealer network to meet and exceed Polaris UK & Ireland national sales objectives for ‘Indian Motorcycle’ wholesale & retail growth, increasing market share and upgrading the dealer network while projecting a professional image on behalf of Indian Motorcycles.
Successfully sell Motorcycles, Parts, Garments & Accessories (PG&A), and use dealer development tools and programs to help achieve wholesale & retail goals.
Core competencies, essential duties & responsibilities
* Dealer development, improvement & recruitment
* Partnering with the dealer to develop business processes and expand capabilities
* Needs to have good command, teamwork and analytical capabilities
* Deliver or exceed Budget - specifically Revenue, Gross Margin, Wholesale & Retail Unit numbers.
* Dealer motivation, management & development
* Evaluates and ranks multiple prospects in the dealer selection process, makes recommendations to management.
* Dealer prospecting and recruitment ensuring greater/full geographic coverage whilst maintaining and/or improving dealership quality and customer experience.
* Increasing Market Share (MS) in all sectors
* Deliver or exceed PG&A Budget – Dollars Per Unit (DPU)
* Conduct regular face-to-face business meetings with all dealers to ensure Whole-good (WG) wholesale & retail sales goals and product stocking goals are met.
* Lead and follow-up with dealers regarding sales results vs. targets, retail activities, promotions, visits, dealer development, showroom, local marketing, events, etc.
* Support Marketing with preparation & execution of events, shows and fairs
* Execute IMR/IMRG Membership into all Indian Motorcycle Dealers, and support Marketing with IMRG matters.
* Develop, coordinate, and conduct sell-in presentations for new/existing products, events, programs
* Coordinate with Customer Services Representatives (CSR’s) and suppliers to ensure best inventory management and product availability
* Assists dealers in establishing wholesale and retail goals, creating market demand within their territories, selling in proper stocking of product, and developing and implementing retail sales plans
* Drive dealer profitability: encourage dealers to participate in all Service & Business School programs and Sales training opportunities
* Support Marketing on sales materials like brochures, sales sheets & price lists etc.
* Assists dealers in showroom set-up, including wall merchandising and display of machines
* Establish timely reporting of competitive activity, new markets and trends impacting sales
* Sell-in and monitor Indian branding requirements.
* Assist in planning & set-up and participate in Marketing shows, dealer shows, exhibits, and displays
* Identifies business improvement opportunities and sell into dealers.
* Manages administrative reporting and analysis needed by management to monitor territory performance.
* Promotes financially stable dealer network and responds to dealer needs
* Report problems, status, and attitudes of dealer network to management
* Determines and manages dealer profiles
* Support dealers in building and sustaining a strong PG&A and After Sales market
* Understands and utilizes IS tools and assists dealers with utilization of the Indian Dealer tools and toolkits.
Skills & Knowledge
* Bachelor’s degree in business, sales, or related field
* 3-5 years’ field sales and retail sales experience with proven track record required. Proven track record of launching new products and developing marketing strategies, working with Marketing Teams
* Additional selling techniques and skills education. (e.g., spin selling, negotiation skills)
* Solid experience in working in dealer selling network and or business-to-business (B-2-B)
* Solid understanding of Dealer Development and Dealer Network relationship building
* Direct experience working with an American company is preferred.
Working Conditions
* Significant travel within territory
* Some European & International travel to remote locations for corporate functions
* Some weekend and evening work will be required.