Dealer Development Specialist

Job Description

Job Description

Description:

Position Summary:

The Dealer Development Specialist is a key role within the LBX Marketing Organization, supporting the growth and optimization of LBX’s dealer network across the U.S. and Canada. This position, under the leadership of the Distribution Development GM, is responsible for identifying new dealer leads, facilitating current dealer expansion, and executing targeted initiatives to enhance dealer performance—especially in underperforming territories. 

The role collaborates closely with Sales, LBX Capital, Customer Support, and Marketing teams to lead field and office-based projects. While strategic in nature, the position is also highly tactical, bridging high-level development goals with on-the-ground execution.

Essential Functions:

35% – New Dealer and Open Territory Prospecting

• Research and identify qualified dealer candidates in open or underperforming territories.
• Build initial relationships with prospects and organize site visits and capability assessments.
• Collaborate with internal teams to present value propositions and close partnerships.

30% – Current Dealer Expansion Support

• Support efforts to expand performing dealer territories based on market data and alignment with strategic priorities.
• Coordinate with Regional Managers and Product Support Managers to assess readiness and plan rollouts.
• Document and track progress of dealer growth initiatives.

20% – Dealer Performance Planning

• Participate in Dealer Performance Plan (DPP) improvement discussions and follow-up.
• Assist with implementation of DPP action items in coordination with internal and dealer stakeholders.
• Identify and recommend best practices for dealer development based on insights from field visits and regular KPI reviews.

15% – Project Leadership and Internal Collaboration

• Lead cross-functional projects with Sales, LBXC, Customer Support, and Marketing that improve dealer enablement and performance.
• Support the development of resources and tools to aid in network development and analysis.
• Serve as a liaison between field learnings and strategic planning.

Requirements:

Knowledge, Skills, and Abilities:

• Strong communication, relationship-building, and collaboration skills.
• Ability to think strategically while executing tactically.
• Familiarity with dealer or distribution networks, preferably in the construction equipment or capital equipment industries.
• Basic to intermediate Microsoft Excel and PowerPoint skills; experience with Tableau or CRM systems is a plus.

Minimum Qualifications:

• Bachelor’s Degree in Business, Marketing, or related field, or equivalent work experience.
• Minimum of 5 years of relevant experience in dealer development, sales, or channel marketing.
• Demonstrated experience in managing projects or initiatives with cross-functional teams.

Supervisory Responsibilities:

• None, but leadership is required.

Success Factors:

• Self-starter with strong problem-solving and organizational skills.
• Adaptable and resilient in a dynamic environment.
• Comfortable presenting to internal stakeholders and external dealer leadership.

Travel Expectations:

• This role can expect to travel approximately 50% or more of the time to dealers, customers, or events across the U.S. and Canada.

Working Conditions:

• Based in Lexington, KY.
• This position requires spending time in a seated position while working at a computer station for extended periods of time. Work also requires standing, walking, bending, reaching, hearing, talking and lifting (up to 25 pounds). Climbing on and working around heavy construction equipment may be required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions.
• Work hours may vary from day to day with some weekend travel possible.

General Disclaimer:

• Include the following standard language: This job description is based on the work being performed by the person in this role. Employee may be asked to perform other duties as assigned. This job description is subject to change at any time.