Director, Dealer Network Strategy & Development Full Time

At Great Dane, we rely on makers and we’re calling on them to join our expanding team, the time has never been better to Embrace Your Great and work in an environment with the highest safety standards in the industry.

The Position: The Director of Dealer Development is responsible for leading the design, development, and optimization of Great Dane’s global dealer network as part of Project Elevate, the company’s strategic transition from a company-owned branch structure to a high-performing dealer-led distribution model.

This role influences the development and performance of Great Dane’s global dealer network and works closely with executive leadership, regional sales leadership, and dealer principals to ensure the network has the capacity, capability, and financial strength to support the company’s long-term growth strategy.

This role will serve as the company’s central architect of dealer network strategy, responsible for evaluating market coverage, recruiting and developing dealer partners, establishing dealer performance standards, and guiding the long-term evolution of Great Dane’s distribution model.

The Director will lead a dedicated Dealer Network Strategy & Development team responsible for executing network development initiatives, dealer performance programs, and strategic market expansion. Working closely with the Vice President of Dealer Sales & Operations, this role ensures the dealer network has the commitment, capacity, and capability to support profitable growth while delivering an exceptional customer experience.

Responsibilities

WHAT YOU’LL DO:

• Dealer Network Strategy
• 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
• Dealer Recruitment & Network Optimization
• 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.
• Dealer Performance Standards & Governance
• 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.
• Dealer Business Planning & Financial Analysis
• 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.
• Project Elevate Execution
• 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.
• Dealer Agreements & Network Governance
• 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.
• Team Leadership
• 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.

Qualifications

YOUR SKILLS & ABILITIES (REQUIRED QUALIFICATIONS):

• Education: Bachelor’s degree required; MBA or advanced business degree preferred
• Experience: 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.
• Leadership Roles: 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.
• Experience supporting distribution strategy initiatives, network restructuring, or dealer transitions is strongly preferred.
• Knowledge of business development, CRM, Dealer software for use across multiple sales channels.
• Willingness to travel as required.
• Travel: Up to 50% travel required, including regular dealer visits, market development activities, and participation in key industry and dealer events.

PHYSICAL/MENTAL REQUIREMENTS:

• Office and plant environment.
• Keyboarding, lifting, standing, bending, walking.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

About Great Dane

With a history dating back to 1900, Great Dane has established itself as a transportation solutions leader of today – delivering innovative products and exceptional services that help our customers and employees succeed. We not only engineer durable and high-quality trailers and truck bodies; we foster relationships that last a lifetime.

WHY WORK FOR US?

Great Dane is a leading manufacturer of dry-freight vans, refrigerated trailers, and flatbeds with 10 manufacturing facilities and 20 service centers throughout the United States. With a legacy like ours comes a dedication to the hard-working individuals that make Great Dane what it is today. Our jobs are waiting to be filled by driven, challenge-focused & enthusiastic people like you.

Our culture is comprised of “Champions” and offers a rewarding workplace rooted in core values of safety, leadership, integrity, quality, and passion. Every employee has opportunities to learn, grow, succeed and be engaged in a collaborative environment.

Benefits Overview

• 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!

Great Dane is an Equal Opportunity Employer