Group Manager Dealer Sales and Development

Group Manager Dealer Sales and Development, GM Energy

The Group Manager Dealer Sales and Development, GM Energy leads the dealer-facing sales organization that delivers GM Energy revenue through the GM dealer network. This role owns dealer-channel revenue and penetration targets (chargers, adapters, referrals), channel growth and manages a team of Regional Sales Managers (RSMs) across the U.S. to achieve and exceed goals.

You will work in close partnership with Chevrolet, Buick GMC, and Cadillac brand and field teams to embed GM Energy into divisional go-to-market plans and everyday dealer execution. You will translate strategy and insights into quotas, territory plans, and field actions, and ensure RSMs consult with dealers to drive the behaviors required to achieve annual penetration rate targets in new EV sales as well as developing sales for the used vehicle market.

This team is a key enabler of GM Energy's new energy service model, working closely with the Utility Activation Manager to roll out and activate dealers into test and pilot utility programs, ensuring dealers are ready to support customers and local grid partners.

Revenue, Penetration, and Quota Ownership

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.

Brand, Field, and Utility Partner Relationships

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.

Field Execution with Dealers

Lead RSMs to consult and execute with dealers on:

o ACO ordering strategies and LPO/ACO mix to normalize charger and adapter attachment.

o Used EV / CPO GM Energy attach (offers, process integration, merchandising).

o 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.

Training, Coaching, and Dealer Enablement

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.

Field Feedback, Collaboration, and Operations

Provide qualitative dealer and field feedback to:

o Dealer Ops and Infrastructure on program friction points, systemic issues, and areas where analytics should dig deeper.

o 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.

Your Skills & Abilities (Required Qualifications)

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.

Key Competencies

Sales and Channel Leadership Sets clear targets, inspects pipelines, and coaches teams to over-achieve.

Dealer and Customer Focus Understands dealer economics and EV customer needs; builds win-win solutions.

Consultative Influence Asks strong questions, frames insights, and co-creates plans with dealers and field partners.

Execution and Ownership Treats the dealer channel like a business; plans rigorously, follows through, and delivers results.

Collaboration and Resilience Operates effectively across brands and functions; adapts to change and persists through ambiguity.

What Can Give You a Competitive Advantage (Preferred Qualifications):

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.

Travel

Ability to travel 5070% (dealer visits, field meetings, events, brand or zone meetings), with occasional national travel as needed.

Compensation: The compensation information is a good faith estimate only. It is based on what a successful applicant might be paid in accordance with applicable state laws. The actual base salary a successful candidate will be offered within this range will vary based on factors relevant to the position, as well as geography of the selected candidate. The salary range for this role is $140,100- $186,700. The actual base salary a successful candidate will be offered within this range will vary based on factors relevant to the position. Bonus Potential: An incentive pay program offers payouts based on company performance, job level, and individual performance.

Benefits: Benefits: GM offers a variety of health and wellbeing benefit programs. Benefit options include medical, dental, vision, Health Savings Account, Flexible Spending Accounts, retirement savings plan, sickness and accident benefits, life insurance, paid vacation & holidays, tuition assistance programs, employee assistance program, GM vehicle discounts and more.

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