Corporate Distribution Development Manager

Corporate Distribution Development Manager

Position Summary:

TMHNA's growth and success is dependent on a highly successful dealer network which is a combination of independent and owned dealerships. The primary focus of this position is to implement the TMHNA dealer ownership strategy including identifying opportunities, business valuation, due diligence and transition. This position will work closely with the Equity Dealer Analyst to establish standardization of key metrics. By reporting/monitoring dealer performance against metrics, this position will be responsible for identifying opportunities for creating and sharing best practices and facilitating knowledge sharing among equity dealers. The role would also be responsible for the implementation of other M&A activity being conducted by TMH (Suppliers, Real Estate, etc.) Responsibility also includes having thorough understanding of dealers' business models, financial indicators, and market dynamics in effort to analyze dealer operations, identify needs of improvement, and make recommendations for improvement. This position reports to the Senior Manager of Distribution Management - Equity Dealers and will assist in accomplishing all tasks, initiatives, and strategy as it relates to equity dealers.

Responsibilities:

Dealer Support

• Within the equity dealers, identify areas of improvement and implement countermeasures by analyzing distribution business models, financial indicators, and market dynamics
• Lead teams of all equity dealers to maximize and implement best practices and opportunities for knowledge sharing
• Identify and execute on opportunities for synergies/shared services
• Provide periodic reporting/presentations/updates to Board of Directors
• Provide leadership for all assigned projects (ie - automation of Toyota/Raymond reporting; budget templates)
• Provide guidance to dealers in developing sales and marketing plans, annual and long-term business plan and operational budgets
• Monitor dealer financial performance as compared to plan and prior year identifying root causes for variances and working with dealer to develop action plans for improvement.
• Liaison between TMHNA/TICO and dealer
• Work one-on-one with each dealer to build relationships enabling a full understanding of the dealership culture, strategy, development, and performance.
• Direct cross functional teams at TMH/Raymond/TINA/TMHNA to assist and support the dealer needs and foster collaboration as well as ensuring dealer is in alignment with TMHNA objectives
• Work collaboratively with TMH / Raymond counterparts to identify and break down barriers that exist between the two corporations to increase ease of doing business for 2B1C dealers
• Ensure continuity of the dealer network by building relationships and influencing the next generation of leaders within the dealer network
• Drive formal succession planning activities at the equity dealer level

• Mergers and Acquisitions
  • Strategy - Execute distribution strategy by analyzing possible dealer acquisitions and merger opportunities and making recommendations as to their impact on the company's profitability
  • Deal Origination - Using internal valuations, including but not limited to DCF and Guideline Transaction methods, make value recommendations to management within approved parameters
  • Due Diligence - Co-lead the due diligence process (including both financial and tax due diligence) required to complete all transactions.
  • Valuation - Based on data from the financial and tax due diligence, recommend the price adjustments with management in order to limit liability and account for identified concerns
  • Integration Planning - Act as the project lead for collaboration with TINA ensuring coordination with the dealer and that all deadlines are met
  • Post-Acquisition Accounting - Using the purchase price allocation upon close of the acquisition, create the beginning balance sheet entry for the dealer and collaborate to ensure appropriate entry within business system
  • Post-Acquisition Performance Monitoring: Monitor and assess the performance of acquired businesses, ensuring they meet established objectives and integration milestones.
• Lead any non-Dealer mergers and acquisitions as needed including but not limited to real estate transactions, Supplier acquisitions, etc.

Other:

• Participate and/or lead special projects
• Periodic travel at approximately 25%
• Ability to work in a constant state of alertness and in a safe manner
• Additional duties as assigned

Specific Knowledge and Skills:

• Bachelor's degree in business related field, CPA a plus
• 5+ years of Equipment Dealership or Material Handling experience
• 3+ years of Merger and Acquisitions, preferably at a dealership
• Strong business and financial acumen with strong accounting skills

• Strong knowledge & understanding of overall dealership operations and finances
• Self-starter committed to excellence: accuracy in work and attention to detail
• Strong and documented analytical skills with the ability to gather data from several sources and highlight opportunities and recommendations in an effective and organized presentation
• Adaptable and comfortable working with all levels of an organization
• Ability to lead and influence others without direct reporting relationship
• Excellent verbal and written communication skills
• Proficient in Microsoft Office, Teams, Word, Excel and PowerPoint. Power BI Business Analytics experience is an advantage.