Parts Sales Manager

Rihm Family Companies is looking for a dedicated Parts Sales Manager to join our growing team. Our family-owned business is driven by our 4 Es of Doing Business – Effective, Efficient, Equity and Expansion. We look for exceptional candidates who value our mission.

Position Summary: 

The Parts Sales Manager is responsible for driving parts sales growth, managing key customer relationships, and leading a high-performing sales team. This role oversees Outside Parts Sales (OSS) efforts and works closely with branch Parts Managers and corporate Parts Operations Managers to ensure efficient inventory management and streamline sales processes. Key responsibilities include developing sales strategies, implementing training programs, and coaching the team to exceed targets. Additionally, the role fosters strong relationships with key suppliers, including PACCAR Parts, to support business objectives. The Parts Sales Manager also focuses on expanding market share through conquest accounts by winning back former customers and attracting new ones. Success requires strong leadership, a customer centric approach, and alignment of sales strategies with overall business goals. Up to 90% travel but will office at our Coon Rapids location.

Essential Job Functions & Responsibilities: 

1. Sales Strategy Development:

• Develop and implement comprehensive parts sales strategies to achieve growth targets and expand market share.
• Identify and pursue new business opportunities and markets to drive OSS and conquest account sales.

2. Customer Relationship Management:

• Build and maintain strong relationships with customers, understanding their needs and providing tailored parts and service solutions.
• Conduct regular meetings with key accounts to review performance, resolve concerns, and ensure high levels of satisfaction.
• Support OSS representatives in managing customer relationships, providing guidance and oversight to ensure consistent follow-up on orders and deliveries.

3. Sales Performance Management:

• Monitor and analyze sales performance metrics to identify areas for improvement and ensure accountability within the team.
• Prepare and present regular sales reports and forecasts to senior management, tracking progress toward sales goals and adjusting strategies as needed.

4. Supplier Relationships & Collaboration with OEMs:

• Work closely with PACCAR Parts and other key suppliers to achieve sales & operational goals.
• Foster strong supplier relationships to secure optimal pricing, product availability, and promotional support.
• Leverage supplier resources to support OSS efforts and drive business growth.

5. Parts & Service Promotion:

• Collaborate with the marketing team to develop promotional materials and campaigns that drive parts sales and increase customer engagement.
• Participate in industry events, trade shows, and customer seminars to promote Rihm Kenworth’s parts and service offerings.

6. Pricing & Contracts:

• Develop competitive pricing strategies for parts and negotiate terms with customers, ensuring alignment with company goals.
• Ensure that all sales agreements and contracts comply with company policies and industry regulations.

7. Training & Development:

• Lead the development and implementation of training programs aimed at improving sales skills and performance within the parts department.
• Collaborate with Parts Managers to identify training needs and develop targeted programs for continuous improvement.
• Provide ongoing coaching and performance feedback to sales team members, helping them meet and exceed targets.

8. Market Analysis & Strategy:

• Conduct market research to stay informed about industry trends, competitor activities, and customer preferences, using these insights to shape sales strategies.
• Continuously adapt and refine sales efforts based on market data to capitalize on new opportunities.

9. Process Improvement & Compliance:

• Seek opportunities to improve sales processes, enhancing both efficiency and customer satisfaction.
• Ensure all OSS activities comply with safety standards and company policies, and that processes are aligned with best practices.

10. Collaboration & Communication:

• Collaborate effectively with the Director of Parts, branch Parts Managers, corporate Parts Operations Managers, and other departments to align efforts and drive overall success.
• Ensure clear communication between sales, service, and operations teams to deliver a seamless customer experience.
• Communicate sales performance and technical information effectively to both technical and non-technical stakeholders.

Attributes & Characteristics:

• High ethical standards and trustworthy with protected information
• Creative and independent problem solver
• Strong communication and interpersonal skills (written and verbal)
• Strategic and analytic thinking around problem solving.

Skills:

• Advanced PC skills and proficiency in basic business and Microsoft software applications
• Knowledge of enterprise (CDK) software
• Effective organizational and time management skills
• Ability to analyze complex processes and translate them into effective and efficient solutions

Preferred Qualifications:

• Bachelor’s degree in business administration, sales, marketing, or a related field.
• Experience with CDK, DECISIV, and other PACCAR OEM software applications.
• Experience in a heavy-duty truck dealership environment.
• Extensive experience in sales and account management, with a strong focus on building and nurturing customer and supplier relationships.
• Proven track record in tracking sales performance and coaching teams to exceed targets, driving consistent business growth.
• Excellent communication, negotiation, and interpersonal skills.
• Proficiency in Microsoft Office and CRM systems (Salesforce experience is a plus).
• Strong analytical and problem-solving abilities.
• Willingness to travel as needed to meet with customers and attend industry events.
• Ability to apply common sense understanding to carry out instructions and achieve agreed-upon outcomes.
• Proven self-starter, with a high level of initiative and creativity.
• Ability to use creative problem-solving skills to meet customer needs within company guidelines.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• The employee may on occasion lift and/or move up to 10 pounds
• Specific vision abilities required by this job include close vision, depth perception, peripheral vision, and ability to adjust focus
• The employee is regularly required to use arms, hands and fingers to feel, grasp, push, pull or squeeze and reach
• The employee is frequently required to stand, walk, sit, and talk or hear

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• The noise level in the work environment is usually moderate

This job description is not designed to contain a comprehensive list of tasks, responsibilities, or duties. Rihm Family Companies reserves the right to amend this posting to meet legal, business, and organizational requirements as necessary.

*Rihm Family Companies is an Equal Opportunity Employer (Minorities/Females/Vets/Disabilities).