Aftermarket Regional Sales Manager

About Company
Interstate Batteries
Los Angeles
Job Info
Job Status: Open
No of Vacancies: 3
Date Posted: March 28, 2017
Expiry Date: December 31, 2018
Job Type: Full Time
Job Level: Entry level
Years of Experience: 2
Salary Info
Salary Type: Negotiable

Responsibilities:

The primary focus is to secure profitable incremental unit growth by identifying, qualifying, documenting, and partnering with high quality customers in the automotive aftermarket (WD Jobber) channel as well as with existing accounts to establish and execute growth plans to drive unit volume growth. This is achieved through effective market strategy design and execution to leverage all tools necessary to create new customer relationships in assigned territories. Additionally, an ARM must partner well with their assigned Distributor teams in order to meet established unit sales objectives.

  • Meet or exceed annual unit production goal
  • Understand, support and demonstrate Interstate’s Purpose & Values
  • Generate unit volume through individual sales efforts (identify, qualify, and partner with quality dealers) using proven targeted growth strategies and Interstate’s value proposition
  • Ability to identify high quality and volume WD and Jobber opportunities, schedule appointments with decision makers, identify needs, develop proposals and secure the business.
  • Develop and execute a sales strategy for each territory (in collaboration with distributors) to optimize incremental sales growth.
  • Create a territory sales plan that considers ideal targets
  • Dynamically prioritize time and focus based upon relevant market inputs (prospect volume, emerging account conditions, competitive vulnerabilities)
  • Establish credibility by using industry insights and product knowledge to convey Interstate’s value proposition in each market segment. Uncover prospects’ challenges, identify profitable solutions, and demonstrate consistent ability to close the sale
  • Understanding of the Automotive Parts Aftermarket (specifically Program Buying Groups, Warehouse Distributors, Jobbers, Installer/Dealers and End Users) – including channel characteristics, trends, influencers and conflicts in order to maximize sales growth effectiveness.
  • Possess the knowledge and understanding of the Warehouse Distributor (WD) and Jobber function in the marketplace
  • Ability to demonstrate and effectively communicate the value of the Warehouse Distributor (WD) and Jobber program to the distributor base and know how to create sales strategy to deliver on highest value relationships between them
  • Effective team selling
  • Effective at joint sales planning and sales calls with internal resources and experts and channel partners
  • Demonstrate a thorough technical knowledge of Interstate Batteries products and applications
  • Develop and professionally communicate presentations and solutions proposals and can tailor and deliver those solutions and proposals according to their audience
  • Coordinate and facilitate follow-up to new customers to ensure materialization of sales volume, exclusivity and customer satisfaction
  • Contribute to Distributor teams’ sales skill development through joint sales calls and team huddles
  • Maintain and update an accurate Pipeline through open opportunities in Salesforce.com that reflect a representation of potential new business
  • Document customer and prospect interactions in Salesforce.com including appointments, cold calls, and other contact methods (i.e. phone calls and email) – implement best practices and processes and ensure pipeline is an accurate representation of current activity and opportunity focus
  • Effectively and efficiently manage return on investment for field travel – develop an agenda for each trip including set appointments, define call objectives, call strategies, follow up plans, and coordination with local Interstate Distributors
  • Attend and contribute to sales team meetings/WebExes with fresh ideas and leadership
  • Perform account management and sales/promotional tasks as needed to maintain and grow existing business
  • Participate in Team meetings, Industry functions, and trade shows (e.g., AAPEX) as needed
  • Work with existing customers to establish sales growth plans and on-going progress tracking and communication
  • Consistently share qualified leads with other business segments (PowerCare, All Battery, National Accounts, District Sales Managers, and other ARMs)
  • Interact, as appropriate, with other Interstate departments (Marketing, Supply Chain, IT, Talent, etc…)
  • Drive personal and professional growth by developing a Gameplan and participating in seminars and workshops to keep abreast of latest trends in field of expertise
  • Utilize data (sales reports and Salesforce.com)to plan and make necessary plan adjustments to maximize production
  • Follow all Safety procedures regarding handling and transporting batteries

Qualifications: Bachelor’s Degree (or equivalent)

  • Bachelor’s Degree (or equivalent)2+ years B2B/Commercial sales experience required
  • 2+ years B2B/Commercial sales experience requiredExperience in the automotive aftermarket preferred
  • Experience in the automotive aftermarket preferredTop performer, award winner
  • Top performer, award winnerOutstanding verbal communication and interpersonal skills
  • Outstanding verbal communication and interpersonal skillsStrong customer service and business development skills
  • Strong customer service and business development skillsAbility to coordinate and prioritize multiple opportunities
  • Ability to coordinate and prioritize multiple opportunities com or other CRM experience
  • com or other CRM experience
  • Competent in the Microsoft Word, Excel and PowerPoint skills
  • Ability to work and travel independently on a sustained basis
  • Self-motivated
  • Acceptable driving record