Region Dealer Development Manager

PACCAR is a Fortune 500 company established in 1905. PACCAR Inc is recognized as a global leader in the commercial vehicle, financial, and customer service fields with internationally recognized brands such as Kenworth, Peterbilt, and DAF trucks. PACCAR is a global technology leader in the design, manufacture and customer support of high-quality light-, medium-, and heavy-duty trucks under the Kenworth, Peterbilt and DAF nameplates.

PACCAR also designs and manufactures advanced diesel engines, provides financial services and information technology, and distributes truck parts related to its principal business.

Kenworth Truck Company, founded in 1923, is the manufacturer of The World’s Best® heavy and medium duty trucks. With an excellent heritage of quality, innovation and technology, Kenworth has played an essential role in the development of trucks that are more fuel efficient, productive, and economical to operate. Today, Kenworth is leading transportation innovation with the introduction of battery-electric vehicles, exploration of fuel cell electric powertrains, and autonomous driving systems.

Kenworth is committed to fostering an environment of diversity, equality and inclusivity in the workplace.

Kenworth Truck Company is seeking a Region Dealer Development Manager. This position will be responsible for identifying and qualifying internal and external growth opportunities to assigned Kenworth Dealers to maximize customer uptime, Kenworth representation, customer satisfaction, and profitability.

This position can be remote or based at our Kirkland Division and requires up to 60% travel. The qualified candidate may be located anywhere in the continental U.S.; however, a Central Time Zone location is preferred

• Identify network expansion opportunities to Dealer Principals and assist them with establishing high quality Kenworth dealerships, TRP stores, and mobile service representation in a timely manner.
• Develop, negotiate and implement dealership improvement action plans with Sales, Service, Credit, PACCAR Parts, PACCAR Financial and Pac Lease to maximize PACCAR market representation.
• Schedule business reviews with each assigned Dealer. These meetings will be run by the Region Dealer Development Manager in partnership with the dealer.
• Partner with assigned Dealers to improve service excellence with each assigned Dealer through published programs including Premier Care Gold, Dealer Excellence, and Service Management.
• Use the Dealer Agreement renewal process to leverage improved dealership performance.
• Develop financial proforma models to assist Dealers in developing successful business strategies.
• Work with assigned Dealers to substantially improve or permanently close facilities in the bottom 5%.
• Serve as a trusted business consultant to Dealer Principals and senior dealership personnel to improve customer support, PACCAR performance, and dealership profitability.
• Manage ownership transitions as needed to minimize underperforming dealerships or dealers choosing to exit the network.
• Champion Kenworth’s Identity and Facility Standards consistently across assigned territories.
• Work with Dealer Successor Candidates and guide them through the PACCAR approval process.
• Assist Dealers to develop and deliver business presentations to senior PACCAR management.

• Bachelor’s degree required, preferably in a business-related field; MBA is a strong plus
• Minimum 8 years’ related business experience required, preferably in territory development, small business consulting, credit analysis, or dealership management in commercial truck or heavy equipment
• Strong personal computer skills, including…