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JOB TITLE: Director of Distribution Channel Development

Competency: Distribution Channel Development & Strategic Leadership

Manager: President

HR Responsibility: Regional Development Managers, & Field Support Administrator

FLSA Status: Exempt

Summary:

The Director of Distribution Channel Development (DCD) is responsible for the strategic leadership and optimization of a distribution channel in North America. This key position is responsible for the team who leads the development of Lely Centers to support and secure their business objectives. Initiates the setup or dissolution of Lely Center facilities where and when appropriate to further support the Company’s targets. This position will serve as an integral, strategic member of the senior leadership team and will have key decision-making responsibilities for the business.

Essential Duties and Responsibilities

· Define and lead the strategic vision for the Lely Center dealer network, ensuring strong alignment with enterprise growth objectives and long-term market positioning across North America.

· Design and optimize the dealer network strategy, including market expansion, channel structure, and partner segmentation, to drive sustainable growth and competitive advantage.

· Lead the identification, selection, and strategic onboarding of high-impact dealer partners, ensuring alignment with Lely’s brand, operational standards, and growth ambitions.

· Cultivate executive-level partnerships with dealer principals, acting as a trusted advisor to influence performance, investment decisions, and long-term commitment to the Lely ecosystem.

· Establish and govern a comprehensive dealer performance framework, leveraging data-driven insights, KPIs, and benchmarking to elevate network performance and accountability.

· Drive cross-functional alignment across Sales, Marketing, Operations, Finance, and Product leadership, ensuring an integrated and scalable approach to dealer success.

· Own and evolve the commercial framework for dealer partnerships, including contract strategy, negotiation standards, and governance models that balance growth, risk, and mutual value creation.

· Leverage market intelligence and competitive insights to shape channel strategy, inform leadership decision-making, and proactively identify risks and growth opportunities.

· Architect and implement a best-in-class dealer performance and incentive model, aligning financial and non-financial drivers to strategic outcomes and customer success.

· Oversee and continuously enhance the end-to-end dealer lifecycle, including onboarding, capability development, operational standards, and long-term performance enablement.

· Champion consistent, transparent communication of enterprise strategy across the dealer network, ensuring clarity of priorities and alignment at all levels.

· Lead enterprise-level business reviews with key dealer partners, driving strategic dialogue, performance accountability, and forward-looking growth planning.

· Own the financial planning and performance of the dealer development function, including budgeting, forecasting, and ROI optimization of network investments.

· Build and lead a high-performing dealer development organization, including coaching leaders, developing talent pipelines, and fostering a culture of accountability and strategic impact.

· Provide executive oversight of Lely-owned Centers, ensuring alignment with channel strategy, operational excellence, and role modeling of best-in-class dealer performance.

· Ensure enterprise compliance and risk management across the dealer network, maintaining adherence to legal, regulatory, and brand standards while enabling scalable growth.

Education and/or Experience

· Bachelor’s degree in business, Agriculture, Engineering, or related field required.

· MBA or advanced degree strongly preferred (especially for strategic, financial, and leadership depth)

· 10+ years of progressive experience in dealer network management, channel development, or commercial leadership.

· 5+ years in senior leadership roles, leading multi-level teams and influencing across functions.

· Proven track record of developing and executing channels or go to market strategies at scale.

· Experience managing dealer/distributor networks, franchise models, or indirect sales channels.

· Demonstrated success in driving revenue growth, profitability, and network performance improvement.

Key Skills and Abilities:

· A professional, credible leader, operating at the highest level and leading the organization by example.

· Inspires a OneLely team culture with attributes to bridge teams across Lely NA.

· Ability to lead, connect, develop, and hold team members accountable to expected performance and behaviors.

· Deep understanding of dealer economics, incentive structures, and performance levers.

· Exceptional ability to build trust and credibility with dealer principles/owners.

· Skilled at negotiation, conflict resolution, and alignment of competing interests.

· Ability to balance accountability with partnership.

· Ability to scale systems, processes, and operational consistency without losing flexibility.

· Strong organizational skills and attention to detail and ability to compile, analyze, and communicate data.

· Successful verbal and written communicator, adapting communication style to the audience in person or online, and effectively present information.

· Solution driven mindset with the ability to influence, collaborate and have an approachable spirit.

· Travel requirements 40-50% annually both domestic and international.

Who we are: Vision, Mission, and Core Values

Our Vision: A sustainable, profitable, and enjoyable future in farming

Our Mission: We create innovative solutions that help our customers excel in sustainable milk production to feed the world.

Our Core Values: Lely has 5 core values. Values that guide us in how we behave in dealing with others. On the work floor among colleagues, interacting with our customers, at meetings with our business partners, when dealing with the press; independent of place and time we show our values through our actions.

Innovation: We change traditions by continuously seeking new ideas for positive change

Passion: We love what we do and are passionate to support our customers

Progress: We grow because our people are motivated to improve and move forward

Respect: Our focus is the well-being of people, animals, and the environment

Honesty: Being truthful and fair is essential in our way of working

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Equal Opportunity Employer:

Lely provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training