Director of Concrete Dealer Development - Astec Industries

BUILT TO CONNECT
Astec is a global, environmentally focused infrastructure and manufacturing company of road building and aggregate processing. Our mission is to design and build the most innovative products for the industries we serve. Leveraging innovative solutions and technologies, we serve customers all over the world.

ABOUT THE POSITION
The Director of Heavy Equipment Dealer Development for Equipment and Parts is responsible for overseeing the growth, performance, and operational excellence of the equipment and parts dealer network. This includes developing strategic initiatives to enhance dealer performance, ensure market competitiveness, and foster strong partnerships that improve service standards and customer satisfaction. The role will involve guiding dealers to optimize sales, inventory management, and customer support for both equipment and parts while collaborating with internal teams to align on growth strategies and brand consistency.

Key Responsibilities:

1. Dealer Network Development and Expansion:
   • Design and implement dealer development strategies to expand market reach and optimize dealer capabilities in equipment and parts sales.
   • Identify high-potential markets and target new dealers to grow the network strategically in alignment with company goals.
   • Establish clear performance metrics and growth benchmarks, ensuring dealers meet both equipment and parts sales targets.
2. Dealer Relationship and Performance Management:
   • Build strong relationships with key dealership stakeholders, ensuring alignment with the company’s values and standards.
   • Act as a liaison between the company and dealer network, providing ongoing support and guidance to enhance performance and brand representation.
   • Develop and execute dealer performance reviews to identify areas for improvement, offering resources for training, coaching, and operational enhancement.

 

1. Sales Strategy and Market Growth:
   • Collaborate with sales and marketing teams to align equipment and parts sales goals with regional and national growth strategies.
   • Drive dealer initiatives that increase market share for equipment and parts while promoting brand awareness and customer loyalty.
   • Set ambitious sales targets for equipment and parts and partner with dealers to develop strategic action plans to achieve them.
2. Inventory and Parts Management Support:
   • Assist dealers in optimizing equipment and parts inventory management to meet demand, reduce downtime, and improve turnover rates.
   • Develop and provide best practices for efficient parts stocking, ordering, and logistics to support after-sales service and customer satisfaction.
   • Monitor inventory levels, ensuring dealers have the parts needed to support timely repairs and service.
3. Compliance, Quality, and Brand Assurance:
   • Ensure that dealers adhere to company policies, industry standards, and quality assurance practices across equipment and parts.
   • Conduct regular audits to verify compliance with brand standards, regulatory requirements, and safety protocols.
   • Foster a culture of excellence across the dealer network, ensuring both equipment and parts meet company standards in terms of performance and quality.
4. Cross-Functional Collaboration and Dealer Training:
   • Work closely with internal departments (marketing, operations, finance, supply chain) to create a unified approach to dealer development.
   • Design and implement training programs focused on equipment and parts sales, customer service, and operational efficiency to support dealer success.
   • Provide feedback to the product and supply chain teams to align on inventory needs and address dealer challenges.
5. Data Analysis and Performance Reporting:
   • Analyze dealer performance data, identifying trends, opportunities, and challenges in equipment and parts sales.
   • Prepare regular performance reports for executive leadership, presenting network status, growth opportunities, and areas needing intervention.
   • Use data insights to drive continuous improvement initiatives across the dealer network, enhancing efficiency and customer satisfaction.

Qualifications:

• Bachelor’s degree in Engineering, Business, Marketing, or a related field (MBA preferred).
• 10+ years of experience in dealer development, sales, or operations within the heavy equipment and parts industry.
• Strong understanding of heavy equipment and parts distribution, inventory management, and market dynamics.
• Proven experience in relationship management, sales growth, and dealer network expansion.
• Analytical skills with experience in performance analysis and targeted improvement initiatives.
• Excellent communication, leadership, and strategic planning skills.
• Ability to travel frequently to manage and support the dealer network.

Skills and Competencies:

• Dealer network management and development
• Sales strategy and inventory optimization
• Relationship building and communication
• Data analysis and performance reporting
• Compliance and quality assurance
• Market analysis and competitive strategy

Key Activities & Responsibilities

• Collaborate with Production and Engineering leadership to review sales forecast and production plans to ensure timely build and delivery.
• Work with product leads to review product development roadmaps and align priorities with customer requirements and emerging opportunities.
• Regularly travels to dealer sites to enhance our position to develop key relationships.
• Work closely with the product marketing team to review specific marketing materials and campaigns.
• Assure compliance with applicable federal, state, local and corporate governance policies, regulations, and laws
• Support Astec’s core values, mission statement and vision statement

• Customer-focused (internal and external) and results-driven.

Supervisor and Leadership Expectations
None

Our Culture and Values
Employees that become part of Astec embody the values below throughout their work.

• Continuous devotion to meeting the needs of our customers
• Honesty and integrity in all aspects of business
• Respect for all individuals
• Preserving entrepreneurial spirit and innovation
• Safety, quality and productivity as means to ensure success

Travel Requirements: 40% of travel, domestic

NOTE: This position responsible for certain internal control responsibilities.  These internal control responsibilities are verbally communicated to the incumbent and periodic feedback is provided as it relates to the performance of these internal control responsibilities.

WORK ENVIRONMENT
Office
While performing the duties of this job, the employee is regularly exposed to risk of injury in an office environment and occasionally a manufacturing shop plant environment.  Duties include a typical office setting including extensive computer work, sitting or standing. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EQUAL OPPORTUNITY EMPLOYER
As an Equal Opportunity Employer, Astec does not discriminate on the basis of race, creed, color, religion, gender (sex), sexual orientation, gender identity, marital status, national origin, ancestry, age, disability, citizenship status, a person’s veteran status or any other characteristic protected by law or executive order.