Channel Development Specialist

MTI Distributing, Inc., a subsidiary of The Toro Company, is the exclusive distributor for Toro Residential and Landscape Contractor (RLC) Equipment in Iowa, Minnesota, North Dakota, Northern South Dakota, Wisconsin, Illinois, Eastern Missouri and the UP of Michigan. As the distributor for the worldwide leader of turf and irrigation equipment, it is our goal to partner with our dealers and help them to improve their results. We are committed to a standard of performance that sets us apart from our competitors and delivers the best value to our customers.
We currently have an opening for a RLC Channel Development Specialist.
This position is responsible for achieving residential and landscape contractor (RLC) equipment sales objectives by optimizing independent dealer representation in MTI’s territory. In addition, this position is responsible for executing the new dealer sales plan set forth by the Channel Development Manager.
ESSENTIAL DUTIES & RESPONSIBILITIES
 

• Identify and sign prospective new dealer locations across identified sales territory working collaboratively with the Channel Development Manager to prioritize each opportunity
  
  • Execute on MTI’s new dealer prospecting process utilizing data analytics
  • Achieve new dealer location sales objectives for MTI’s residential and landscape contractor dealer business for each quarter and year
  • Develop and execute market development plans that focus on the “right dealers in the right location” to support strategic initiatives
  • Document prospecting and leads via Salesforce.com
  • Assist attaining credit approval on selected dealer orders from Red Iron
  • Travel within the market of 60% required; including sales meetings, MTI training events, area prospecting, and dealer visits

• Dealer Training
  
  • Work with new dealer on-boarding team, both inside and outside sales, to ensure long-term success for the dealer, MTI and Toro
  • Assist the onboarding specialist with the onboarding of the new dealers following the new dealer onboarding checklist.
  • Oversee issuance of DAB bulletins, dealer mailings, marketing guides, and other marketing materials

• Maintain Dealer Satisfaction scores of 9+
  
  • Maintain a customer satisfaction score of 9.0 or better
  • Assist in the development and training of dealership sales personnel in product/ marketing knowledge and selling skills
  • Respond to dealer inquiries (personally or by referral within Toro) regarding: Ordering, Credit Concerns, Shipping, Shipment Tracing, Open and Floor Plan Account Spare Parts, Equipment Transfers, Programming, Prospective Dealer Inquiry, Advertising, New Dealer Processing

• Leverage Technology / Systems
  
  • Maintain daily activity report online via Salesforce.com
  • Execute channel communication via phone and email
  • Utilize Power BI reporting for planning and communication of KPI’s
  • Maintain customer database within Salesforce.com and MTI’s ERP
  • Maintain budget / expenses for territory on a monthly basis via Concur online platform
  • Leverage MTI’s online meeting platform

• Communication
  
  • Communicate daily with Channel Development Manager, Onboarding Specialist, sales team & MTI management through online activity reports
  • Utilize electronic media to professionally and timely communicate with customers and coworkers
  • Participate in weekly MTI sales conference calls and MTI sales meetings as scheduled
  • Participate in bi-weekly channel development meeting and additional planning meetings as required
  • Communicate monthly to broader team on key metrics and processes

QUALIFICATIONS

• Bachelor’s degree plus 5 years of related experience; or equivalent combination of education and experience. 
• Industry experience is preferred
• Must possess strong interpersonal and communication skills, both written and verbal.
• Ability to manage workload and excel at prioritizing and organizing tasks.
• Must be able to work effectively in high pressure situations in a fast paced environment.
• Displays the ability to learn rapidly and adapt quickly to changing situations.
• Ability to travel within territory, including overnight travel. 
• Possess and maintain a valid driver’s license.

MTI offers a competitive salary; based upon the qualifications of the selected candidate. Our benefit program includes: 401(k), medical, dental, STD and LTD insurance, PTO and holiday pay. Candidates will be subject to pre-employment background check, drug screen, and physical.
We are proud to be an Equal Opportunity Employer including protected veterans and individuals with disabilities.