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Business Channel Development Manager

2 months ago

Brampton Ontario, Peel region, Canada Toromont Cat Full time

Business Channel Development Manager - Toromont Cat Power Systems


This role is responsible for the growth and development of the various channels to market for our Power Systems services business including PKI Distribution Second Level Dealers (SLD), Marine (AMD) and Industrial (ISD) SLDs, Industrial OEM/OEM Distributors and Digital across ECAN. This role will provide governance and the oversight on the business relationship between Toromont and our authorized dealers ensuring compliance with all Caterpillar, Perkins, and Toromont requirements as an authorized dealer. Furthermore, this role will define and deliver the tools, processes and structure to ensure accountability and development of our dealers to meet defined annual targets.


As a Business Channel Development Manager, YOU will experience:

Working within one of the safest organizations in the industry where your safety and well-being are our most important priority

Working for the best in class equipment dealer and with the premium Caterpillar brand

Opportunities to continuously Learn, Grow and Develop with our Toromont team through our internal Training teams that are geared for your success

Competitive total rewards including: wages, benefits, and premiums (as eligible)


In a typical day, YOU will:

  • Manage B2B relationship with Toromont’s dealer network. Outline and communicate operational requirements under the dealer agreement including collecting and analyzing performance KPIs. Identify opportunities for improvement and work in collaboration with Dealers, this includes dealers’ capabilities, marketing, facilities, compliance and focus on the brands they are committed to represent
  • Collaborate with SLDs, OEM/OEM-D on annual business plans, strategies, account planning and alignment. Work with PKI, Industrial and Marine aftermarket leadership (Toromont and Caterpillar) to ensure performance is included in, and reported correctly through each respective business unit
  • Ensure parts stocking and development strategies support growth plans and merchandising programs that are implemented
  • Define, evaluate, and develop the capabilities of SLDs, OEM/OEM-Ds for both parts and service support. Provide details on all systems and software required to support Cat/Perkins in the dealers’ industry and provide/facilitate training where required. Consult with dealers on technician training plans to ensure training levels are up to Cat/Perkins/Toromont standards for representing the product
  • Participate in Perkins Distributor Excellence (DE) activities as the Service Pillar Lead, and consult on the Industrial Services Growth Plan (SGP) to ensure alignment with Caterpillar IPSD and Perkins leadership. Includes regular review meetings, action item follow up and hosting Caterpillar or Perkins representatives for site visits
  • Analyze, maintain, and make recommendations for improvement to service and aftermarket coverage across ECAN. Review dealer capabilities and reach to identify gaps, or overlap in coverage
  • Work with dealers through entire process of onboarding, development, and if necessary, cancellation of agreement
  • Travel to dealers throughout ECAN is a requirement
  • Collaborate with Toromont and Dealer resources to identify and action joint marketing opportunities including shows, customer events, or ad campaigns
  • Measure the effectiveness of such programs and develop as needed
  • Collaborate with Toromont resources to identify and prioritize actions to drive digital adoption across all Power Systems customers


Must-haves for this role:

  • 2 - 4 years years of relevant experience required for this role
  • College Diploma in Business and/or Engineering and/or Mechanics or Business Degree
  • Bilingual (English and French, spoken and written) is an asset
  • Effective communicator and team player, ability to build rapport with others at any organizational level or role
  • Sense of urgency, and an ability to recognize and act on customer and dealer priorities
  • Ability to influence and gain buy-in without direct reporting authority, both with teams inside and outside of Toromont’s organization
  • Ability to apply critical thinking to solve problems involving multiple organizations
  • Ability to approach external organizations situationally and with diplomacy and professionalism
  • Knowledge of service operations, including technician and customer communication, dispatch processes, administration of work orders and warranty
  • Experience with an OEM dealer governance program is an asset


About Toromont Cat Power Systems

Toromont Cat Power Systems is an industry leader in the supply and integration of backup and prime power generation systems, rental generators, marine engines and industrial engines through customized engineering and packaging. A division of Toromont Industries. The Power Systems division is dedicated to supporting our customers when it comes to power generation, power quality, marine engines, industrial engines, rental power, pumps and temperature control.