B2B Sales Manager - Dealer Development & Channel Growth

Job Description

Job Description

About iKamper

iKamper is a global leader in the overlanding industry, driven by a mission to help people connect with nature and create meaningful experiences outdoors. With products distributed in over 30 countries and continued expansion in North America, we are focused on building a high-performing, scalable wholesale channel supported by strong partnerships and operational excellence.

Position Overview

The B2B Sales Manager is responsible for driving profitable growth across iKamper USA's dealer network by developing strategic dealer partnerships, expanding market presence, protecting company assets through sound credit management, and collaborating across Sales, Finance, Operations, Marketing, and Customer Experience.

The ideal candidate is proactive, results-oriented, and comfortable working in a fast-paced entrepreneurial environment where collaboration, accountability, and ownership are essential.

This is not a maintenance role—it requires a  hunter mindset combined with strategic account development .

Key Responsibilities

1. Business Development & Dealer Acquisition

• Develop and execute annual growth plans.
• Identify, recruit, negotiate, and onboard qualified dealer partners.
• Build a robust sales pipeline through proactive prospecting.
• Evaluate prospective dealers based on strategic fit, financial strength, market potential, and long-term partnership value.
• Represent iKamper at trade shows, industry events, and dealer meetings.

2. Strategic Account Management

• Serve as the primary business partner for dealers.
• Conduct regular business reviews.
• Drive sell-in and sell-through initiatives.
• Recommend product assortment improvements.
• Improve dealer profitability.
• Increase dealer retention.
• Grow average order value.
• Strengthen long-term dealer relationships.

3. Credit Management & Financial Stewardship 

• Perform initial credit evaluations with Finance for prospective dealers using credit applications, payment history, and commercial credit reports (e.g., D&B).
• Recommend appropriate credit limits and payment terms based on financial risk and business potential.
• Monitor dealer credit exposure and payment performance.
• Partner closely with Finance regarding credit approvals, limit adjustments, and account reviews.
• Support collection efforts by proactively communicating with dealers regarding overdue balances.
• Balance sales growth with prudent credit risk management to protect company cash flow.
• Escalate significant credit exceptions to senior management with supporting recommendations.
• Promote compliance with company credit policies while maintaining strong dealer relationships.

4. Sales Forecasting & Inventory Planning

• Develop monthly and quarterly sales forecasts.
• Maintain forecast accuracy.
• Collaborate with Operations on inventory planning.
• Communicate demand trends.
• Reduce stock-outs and excess inventory.
• Assist with product launch planning.

5. CRM & Business Analytics

• Maintain CRM accuracy.
• Track pipeline activity.
• Analyze dealer productivity.
• Monitor sales KPIs.
• Recommend corrective actions based on data.
• Prepare monthly business reports.

6. Cross-Functional Leadership

• Marketing
• Operations
• Finance
• Customer Experience
• Product Development
• Serve as the internal advocate for dealer needs while ensuring alignment with the company objectives

Success Profile (What Good Looks Like)

The successful candidate will:

• Grow dealer revenue profitably.
• Build a high-quality dealer network.
• Maintain healthy dealer receivable balances.
• Improve sales forecast accuracy.
• Protect gross margins.
• Strengthen dealer loyalty.
• Demonstrate accountability and ownership.
• Collaborate effectively across departments.

Qualifications

Required

• 3+ years of B2B sales and dealer channel management.
• Proven record of business development.
• Experience negotiating dealer agreements.
• Strong financial acumen.
• Experience evaluating customer creditworthiness.
• Experience partnering with Finance regarding credit decisions and collections.
• Strong analytical skills.
• Excellent negotiation and communication skills.
• ERP experience (NetSuite preferred).

Preferred

• Outdoor recreation industry
• Premium consumer products
• Overlanding industry

Compensation & Benefits

• Competitive salary based on experience
• Medical, dental, and vision insurance
• 401(k) retirement plan with company match
• Paid time off and company holidays
• Employee discount on iKamper products