District Retail Manager (DRM) – Northeast
Territory Coverage: Pennsylvania & Ohio
Preferred Physical Location: Pittsburgh, PA area
The District Retail Manager (DRM) is responsible for the in-store execution of the motorcycle division’s go-to-market plans, as well as growing both Motorcycle unit sales and Parts, Garments & Accessories (PG&A) business within the assigned Northeast territory. Through strategic partnerships with sales, marketing, and dealers, the DRM is responsible for driving customer satisfaction, dealer profitability, and business unit performance by delivering Motorcycle unit sales, PG&A revenue, and stocking goals.
The DRM will also be responsible for in-store retail experience, including merchandising of whole good units, branded accessories, and apparel. The role will execute in-store product and customer experience training, support local and regional events, and ensure dealers remain compliant with brand standards.
The ideal candidate would be located in or near the Pittsburgh, Pennsylvania area to maximize proximity to the dealer network throughout Pennsylvania and Ohio.
ESSENTIAL DUTIES & RESPONSIBILITIES:
Retail
- Works with dealerships to identify opportunity gaps using Key Performance Indicators.
- Works with the dealer to implement corrective measures to eliminate constraints in the dealer’s sales process.
Parts, Garments, Accessories Performance
- Works with dealerships to meet division stocking and inventory goals of branded parts, garments and accessories, inclusive of stocking and minimizing obsolete inventory
- Ensures proper in-store and online sales processes to maximize dealer PG&A profitability
- Solicits and maintains compliance of PG&A stocking profiles
- Optimize the buying experience through robust PG&A merchandising
- Develop and execute PG&A retail plans
In Store Retail Experience
- Lead showroom merchandising and accessorizing strategies to improve the overall retail experience.
- Communicates merchandising successes, opportunities, and solutions to sales leadership and PG&A teams to drive results.
- Drives sales and profitability through proper merchandising and overall presentation of motorcycles and PG&A within assigned dealerships. (on floor, on walls, on units)
- Drive PG&A performance and profitability through the implementation of a PG&A sales process – ensuring strong integration into the new unit sales process
- Ensure product displays are set timely and correctly based on merchandising fundamentals and designated planograms ensuring dealer partners are upholding the integrity of the IMC brand.
- Work with dealers to maintain proper inventory through the setting of appropriate stocking profiles through a retail-driven perspective.
- Direct dealers to proper resources, communicate with internal partners and escalate when appropriate to quickly resolve issues with win/win solutions.
Customer Experience
- Lead customer-first mindset across the assigned dealer network
- Review customer satisfaction measurement tools and KPIs to understand strengths and opportunities to ensure industry-leading customer satisfaction in assigned territory.
- Implement corrective and preventative procedures in store to ensure positive customer experience and dealer ratings.
Train
- Deliver training to dealer sales staff in critical areas of sales process and product knowledge to include motorcycle and related garment and accessory products and business practices
- Deliver training to improve dealer customer satisfaction in the dealership
- Ensure dealer staff is current on required training modules
Audit
- Protect and grow share of store: Manage share of floor, wall and displays for each motorcycle brand
- Confirm proper point of purchase materials set in store and online
- Sell-in and monitors division branding requirements.
Event Support
- Supports the motorcycle field sales, events, and marketing teams in the planning and on-site execution of national, regional, and local sales events
- Enhances customer experience at events by providing a consistent, professional representation of the Indian Motorcycle brand.
Brand Advocate
- Cultivate positive relationships with dealership teams
- Maintain front-of-mind brand awareness and brand loyalty
SKILLS & KNOWLEDGE
- Bachelor’s degree in business, marketing, or a related field strongly preferred
- 2+ years of business and/or retail experience required; Business to Business sales and Powersports industry experience strongly preferred
- Strong ability to influence decision-making and construct a business case to accomplish desired business unit goals.
- Working knowledge of dealer systems and processes and merchandising within a retail operation; ideally within a 2-tier distribution model
- Ability to apply value selling principles and win through influencing is essential
- Understanding, appreciation, and passion for the motorcycle industry
- Proficient in all MS Office software suites
- Demonstrated ability to communicate effectively, both verbally and in writing
- Must appreciate and maintain the highest level of customer service through relationship building and meeting commitments.
- Works semi-independently while taking direction/advice from manager and senior team members. Communicating improvement recommendations to senior team members.
WORKING CONDITIONS
- Must be willing to reside in the territory, preferred location is within 60 miles of greater Pittsburg area
- Road Warrior – Extensive daily travel within a territory of up to 80%.
- Monthly travel could include up to eight overnights or more.
- Will be responsible for monthly travel to dealerships located in Ohio & Pennsylvania
- Ability to lift up to 40 pounds.
- Frequent bending, twisting, stooping, reaching, and lifting.
- Required to stand on a cement floor for long periods of time.
- Some travel to remote locations and IMC corporate locations may be required
- Work from your home office with support from the corporate location
Compensation & Benefits: The starting pay range for DRM's is $70,000 to $90,000 per year. Individual salaries and positioning within the range are determined through a wide variety of factors, including but not limited to education, experience, knowledge, skills, and geography. While individual pay could fall anywhere in the range based on these factors, it is not common to start at the high end or top of the range. This role is eligible for IMC's sales variable compensation plan, paid out monthly and quarterly based on district performance. At Indian Motorcycle Company, we put our employees first, by offering a holistic approach to their health and financial well-being. IMC is proud to offer competitive compensation, including an Annual Incentive Plan (AIP) that is fundamental to our pay-for-performance culture. Employees receive a generous matching contribution to 401(k), financial wellness education, and consultation to plan for their financial future. In addition to competitive pay, IMC provides a comprehensive suite of benefits, including health, dental, and vision insurance, wellness programs, paid time off, gym & personal training reimbursement, life insurance, and disability offerings. Through Volunteer Time Off, we support employees who actively volunteer their time, efforts, and passions to improve the health and well-being of the communities of their choosing.
