Group Manager Dealer Sales and Development

General Motors is a leading automotive company committed to innovation and sustainability. They are seeking a Group Manager for Dealer Sales and Development to lead the dealer-facing sales organization and drive revenue through the GM dealer network, managing a team of Regional Sales Managers to achieve sales goals.

Responsibilities:

• Own GM Energy dealer-channel quotas (revenue, margin, and penetration) and drive consistent over-achievement
• Cascade national goals into regional and dealer-level targets (chargers, adapters, referrals, ACO mix, used EV attach) with clear accountability
• Run weekly and monthly pipeline and performance reviews with RSMs, inspecting activity, opportunities, and results, and adjusting focus based on performance and insights from Dealer Ops and Infrastructure
• Act as the GM Energy commercial partner to Cadillac, Chevrolet, and Buick/GMC field organizations, aligning on focus dealers, contests, priorities, and GTM plans for GM Energy
• Integrate GM Energy into divisional sales meetings, GTM calendars, and recognition programs
• Partner with the Utility Activation Manager to support the new energy service model and activate dealers into pilot and test utility programs, including identification of focus markets, participating dealers, and provide feedback on program design and implementation
• Lead RSMs to consult and execute with dealers on: ACO ordering strategies and LPO/ACO mix to normalize charger and adapter attachment
• Used EV / CPO GM Energy attach (offers, process integration, merchandising)
• Leveraging EBE/SFE/D2E/Pinnacle to reinforce GM Energy behaviors and recognize performance
• Ensure RSMs build and maintain territory plans and focus-store strategies with clear actions, timelines, and penetration goals for new EV sales
• Coordinate with brands and internal partners on events, pilots, and local campaigns that drive GM Energy outcomes through the dealer channel
• Key responsibilities include developing and implementing aftersales strategies for GM Energy accessories with dealers, monitoring key performance indicators, and ensuring compliance with GM product standards
• Use Retail Planning content and Dealer Ops tools to deliver field and dealer trainings (webinars, region or zone meetings, in-store sessions)
• Reinforce GM Energy selling behaviors through ride-alongs, 1:1 coaching, and store visits
• Identify capability gaps in the field and with dealers; partner with Retail Planning and Dealer Ops and Infrastructure to address them
• Provide oversight of centralized training for the dealer sales organization, ensuring consistent onboarding, product knowledge, and sales process standards across regions
• Provide qualitative dealer and field feedback to: Dealer Ops and Infrastructure on program friction points, systemic issues, and areas where analytics should dig deeper
• Retail Planning on offer effectiveness, objections, local market realities, and messaging needs
• Share best practices and case studies across RSMs, brands, and internal teams to scale what works
• Oversee regional contract management, ensuring alignment with GM standards and GM Energy program requirements in partnership with legal and operations
• Lead people operations for the RSM team, including hiring, performance management, and, when necessary, termination decisions, in alignment with GM policies and HR guidance

Requirements:

• Bachelor's degree in Business, Marketing, Sales, or related field, or equivalent experience
• 7+ years in automotive field sales, dealer operations, channel sales, or similar customer-facing role
• 3+ years of people leadership experience managing field sellers or channel/dealer reps, commercial experience with quota ownership
• Proven success owning and exceeding revenue and penetration targets across a territory or network (e.g., dealers, franchises, retail locations)
• Strong understanding of dealer operations (sales process, LPO/ACO, incentives, merchandising, digital)
• Demonstrated ability to consult and influence dealer principals, general managers, and brand field leaders without direct authority
• Comfort using CRM and dashboards or BI tools to manage pipeline, forecast, and prioritize actions
• Experience with handling escalations across dealers and customers, analyzing feedback to improve GM energy accessories inventory, and collaborating with Brand retail sales operations teams to maximize sales
• The role demands excellent communication skills, the ability to build strong relationships with customers and team members, and a commitment to continuous improvement
• Customer-focused mindset with strong problem-solving skills
• Ability to work under pressure and meet performance targets
• Experience in EVs, EV charging, home energy, utilities, or other technical B2B2C channels
• Prior experience as a District or Regional Sales Manager, Accessories or OnStar representative, or similar OEM field role
• Background in selling through dealers, franchisees, installers, or channel partners (rather than purely direct or inside sales)
• Demonstrated success using SPIFFs, incentives, and brand programs to drive measurable sales or penetration lift
• Comfortable learning complex technical products and simplifying them for customers and partners
• Candidates should have a proven track record in automotive aftersales management, a thorough understanding of industry trends, and the ability to adapt to changing technologies and customer expectations
• Proficiency in GM dealership management systems and software