Job Description
Job Summary
The Field Sales Manager will provide the core of the dealer network dedicated in-field support focused on P&L, sales and after-sales growth advisory to sustain and improve dealer and company performance. This role will be responsible for driving new motorcycle (MC) unit sales as the primary growth lever, supported by Parts & Accessories (PAC), General Merchandise (GM), and the Certified Pre-Owned (CPO) used motorcycle business — to meet retail targets, grow the rider base, and increase customer lifetime value. Success in this role will be defined by your ability to forge relationships, credibility and influence that allow you to become a true consultant advising on sales, after-sales, service process effectiveness and efficiency, growth, and profit opportunities as well as key areas for improvement. The field sales manager will develop thorough knowledge of a defined set of dealers and effectively collaborate to navigate changing market conditions, capitalize on opportunities, and continuously improve processes.
Job Responsibilities
- In conjunction with the dealer, develop and gain buy-in for strategic market plan, inclusive of attainment of MC (new and CPO), PAC and GM retail targets, market reports, trending performance and market share. Plans will address growth opportunities and deficiencies
- Understand drivers of growth and profit for Dealer and be able to apply leading practices to improve performance metrics in both sales and aftersales activities
- Own the accuracy of monthly vehicle (new MC and CPO), PAC and GM forecasts; hold regular performance reviews with dealers to assess forecast-to-actual gaps, drive corrective action, and ensure RSO achievement remains on track
- Effectively solve problems for the Dealer by leveraging personal experience and knowledge or by identifying the right support link within the organization; identify and request Help Chain support as needed to help Dealers with performance, service, marketing, and operational issues
- Analyze and review performance metrics at a regular cadence and work with Dealers to adjust as necessary
- Develop training plan for Dealers in defined market and request support for instructor-led training
- Enable two-way feedback loop between Dealer and Field Leadership to resolve issues and risks in a timely manner
- Provide constructive feedback and play an influencer role to drive and sustain dealer performance
- Act as product experts for H-D products (MC, P&A and GM) and coordinate with relevant stakeholders to manage product line performance
- Manage and drive dealer lead management processes; track lead volume, response rates and progression through the sales funnel (initial contact → store visit → test ride → quote → contract); identify conversion gaps and work with dealers to implement corrective action to achieve target funnel conversion rates
- Drive and hold dealers accountable for store visit targets as the primary leading indicator of sales performance; support dealers in developing and executing local activation initiatives — including test ride events, community outreach, and in-store promotions — designed to generate foot traffic and lower the psychological barrier to first contact with the brand
- Conduct structured dealer assessments on a regular cadence, evaluating each dealer’s market engagement capability, management quality, operational execution, and growth orientation; use assessment outputs to tailor the nature and intensity of support provided to each dealer, and to inform field leadership on network health and prioritization of resources
- Up to 75% travel required
Education Requirements
Education Specifications
Bachelor’s Degree Preferred
Experience Requirements
- Typically requires a minimum of 8 years of related experience.
- Requires a solid understanding of financial measures, forecasting and other analytical skills. Ability to demonstrate deep understanding of key financial drivers of Dealer's business, including what best in class numbers should look like in sales, after-sales/service operations.
- Demonstrated ability to meet or exceed aggressive sales and after-sales/service performance targets and develop creative solutions to generate results.
- Retail and service expertise, negotiation and influencing skills and ability to communicate are essential to success.
- Excellent leadership, interpersonal and organizational skills.