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Regional Dealer Development Manager Job
Paccar | Kirkland, Washington
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Job Description

Company Information

PACCAR is a Fortune 500 company established in 1905. PACCAR Inc is recognized as a global leader in the commercial vehicle, financial, and customer service fields with internationally recognized brands such as Kenworth, Peterbilt, and DAF trucks.  PACCAR is a global technology leader in the design, manufacture and customer support of high-quality light-, medium-, and heavy-duty trucks under the Kenworth, Peterbilt and DAF nameplates.  PACCAR also designs and manufactures advanced diesel engines, provides financial services and information technology, and distributes truck parts related to its principal business.

Whether you want to design the transportation technology of tomorrow, support the staff functions of a dynamic, international leader, or build our excellent products and services - you can develop the career you desire with PACCAR. Get started!


Kenworth Truck Company

Kenworth Truck Company is the manufacturer of The World's Best® heavy and medium duty trucks. Kenworth is an industry leader in providing fuel-saving technology solutions that help increase fuel efficiency and reduce emissions. The company's dedication to the green fleet includes aerodynamic trucks, compressed and liquefied natural gas trucks. Kenworth is the first truck manufacturer to receive the Environmental Protection Agency's Clean Air Excellence award in recognition of its environmentally friendly products. This position will be located in either the Central, Great Lakes, Northeast or Southeast Regions of the U.S.


  • Identify network expansion opportunities to Dealer Principals and qualified third parties and assist them with establishing high quality facility representation in a timely manner.
  • Develop and implement dealership improvement action plans with Sales, Service, Parts, PFC and PacLease staff to maximize PACCAR representation in the market.
  • Work with assigned Dealers to increase participation in Kenworth's PremierCare Gold program, Decisiv and Service Management to improve Service Excellence to Kenworth customers.
  • Improve dealership hours of operation and improve customer satisfaction as measured by KCSS.
  • Use the contract renewal process and Dealer Excellence program to leverage improved dealership performance and to reward outstanding representation.  
  • Develop strategies and financial Proformas to assist assigned Dealers in developing business plans and implementing performance improvement strategies.
  • Work with assigned Dealers to substantially improve or permanently close facilities ranked in the bottom 5% of the network.
  • Identify, qualify and present candidates to fill open market territories to senior PACCAR management.
  • Serve as a trusted business consultant to Dealer Principals and senior dealership personnel to improve dealership profitability, PACCAR performance, and PACCAR engine support.
  • Manage ownership transitions as necessary to minimize underperforming dealerships.
  • Champion Kenworth's Identity and Facility Standards consistently across assigned territories.
  • Work with Dealer Successor Candidates and prepare them for the PACCAR approval process.
  • Assist Dealers to develop and deliver business presentations to senior PACCAR management.



  • Bachelor's degree required preferably in a business-related field;  MBA is a plus
  • Minimum 8 years related business experience required, preferably in territory development, small business consulting, credit analysis, or dealership management in truck, automotive or heavy equipment
  • Personal computer skills including Word, Excel, and PowerPoint required; Access is a plus
  • Excellent verbal and written communication skills
  • Excellent interpersonal skills including the ability to develop trusting business relationships with assigned accounts
  • Excellent negotiation skills
  • Previous experience with discounted cash flow analysis, financial modeling, and Proforma analysis is a strong plus
  • Willingness to travel approximately 40-50%

About Paccar

PACCAR Inc, operates through two segments: design, manufacture and distribution of light-, medium- and heavy-duty trucks and related aftermarket distribution of parts, and finance and leasing services provided to customers and dealers. The Company's finance and leasing activities are principally related to Company products and associated equipment. Other manufactured products include industrial winches. The Company and its subsidiaries design and manufacture heavy-duty diesel trucks, which are marketed under the Kenworth, Peterbilt and DAF nameplates. The Truck and Other businesses include a division of the Company, which manufactures industrial winches in two United States plants and markets them under the Braden, Carco, and Gearmatic nameplates. In North America, Australia and 16 European countries, the Company provides financing and leasing arrangements, principally for its manufactured trucks, through wholly owned finance companies operating under the PACCAR Financial trade name. (Source: 10-K)

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