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Customer Development Manager, Auto Dealer

2 months ago

San Jose, United States American Tire Full time

Are you looking for an opportunity to turn your ambition and your people skills into a rewarding career with an industry leader? Join our team at American Tire Distributors As the nation's premier tire distributor, ATD's coast-to-coast distribution network provides approximately 80,000 customers across the U.S. and Canada with rapid and frequent delivery of high quality tires, custom wheels and shop supplies.

Position Description:
Sales done right.

At American Tire Distributors, our associates are our greatest asset and we're always on the lookout for inspirational leaders who know how to get the best out of the team. The Customer Development Manager will be part of our award-winning Sales Organization and responsible for new business growth within assigned accounts. As part of the most digitally connected and insightful sales force in the industry, the Customer Development Manager will have the opportunity to supercharge their skills by working with apps created by ATD's advanced analytics team. These tools cover a wide range of applications including analyzing a dealer's business to determine what products they should stock, recommending prices across thousands of products, identifying which dealers are best positioned to take advantage of promotional offers, generating new customer leads, and many more. Backed by big data and cutting-edge analytics, the Customer Development Manager will be empowered to take their selling career to the next level at ATD.

What you'll do on a typical day:

  • Present financial opportunity to car dealerships
  • Achieve territory sales and productivity goals
  • Develop tire retailing capabilities of assigned car dealership accounts
  • Develop new business opportunities by working with OEM field contacts
  • Ability to create business solutions to customer needs that directly impacting the customer's bottom line
  • Develop account strategies to increase revenues
  • Employ business development tools (including Professional Selling Skills) as provided by the Company
  • Understand and share relevant programs available to accounts
  • Gather business intelligence and share with field partners and field support center partners
  • Develop and nurture contacts with tire manufacturer representatives within the territory
  • Attain monthly Sales and Business Plan objectives within the assigned territory
  • Must master the business development tools (e.g. PSS, Car Dealer Needs Analysis, CRM, OEConnection, proprietary web portals) as assessed by Training Facilitators.
  • Demonstrate, maintain, and sustain proper use of the business development tools as assessed in-market by the Managers - Car Dealer Sales.
  • Understand and convey the elements of each of the corporate accounts programs to assigned accounts as assessed by the Managers - Car Dealer Sales.
  • Solve customer relations problems relating to any account activity
  • Keep accurate and timely records of key contacts and field activity with CRM tools provided by the Company
  • Maximize sales opportunities through sales calls (primarily personal visits and some telephone calls)
  • Maintain a thorough knowledge of products (new and existing), policies and merchandising information to effectively serve dealers.
  • Monitor and communicate competitive information including pricing, policies and marketing strategies and relate information back to appropriate personnel.
You will need the following to succeed at ATD:

At a minimum:
  • Excellent selling skills including consultative selling
  • Must have the ability to build, communicate and execute a business plan
  • Ability to understand and explain elements of automaker tire programs, including the business case for tire sales at car dealerships.
  • Ability to understand profit and loss calculations and basic business finance along with the ability to calculate and articulate pricing and gross profit multipliers, margin return and mark-up. Ability to calculate sales increase needed to offset a GP% decline.
  • Experience with digital business solutions from B2B/C platforms and robust tools - analytic tools for insight driven selling
  • Knowledge of current materials, methods, tools, i.e. market analysis, financial and market intelligence tools and equipment (including technology)
  • Ability to think innovatively, be able to identify and act on ideas which further the Company's strategic goals and business plan
  • Minimum High School Graduate or GED; Bachelor's Degree from 4-year college or university preferred
  • 3+ years' experience as a sales professional or similar
It'd be great if you also have:
  • Thorough understanding of principles of marketing and advertising cost-effectiveness, including market sector targeting, product offer development
  • Excellent time management and organizational skills
  • Ability to communicate effectively orally and in writing with the ability to articulate the ATD value proposition
  • Ability to create business solutions to customer needs that directly impacting the customer's bottom line
  • An understanding of the retail sales process
  • Embrace change, self-starter, energetic
  • Proficient in Microsoft Excel, Word, PowerPoint and Outlook
  • Should be a strategic and innovative thinker, to be able to identify and act on ideas which further the company's strategic goals and business plan.
  • Communicate effectively across teams, functions and departments, communicate clearly and concisely and adjust communication style to improve performance.
Additional Details (work environment, specializations, etc.)

This job description in no way states or implies that these are the only duties to be performed by the employee occupying the position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by their supervisor, subject to reasonable accommodations. Nothing in this job description creates a contract of employment in any way for any person. All employees hired by American Tire Distributors, Inc. are employees at will and the company reserves the right to terminate employees at any time for any reason or no reason at all.
  • Physical demands: While performing the duties of this job, the associate is occasionally required to stand; walk; sit; use hands to finger, handle or feel objects, tools or controls; reach with hands and arms; climb stairs; balance, stoop, kneel, crouch or crawl; talk, hear, taste and/or smell; the employee must occasionally lift and/or move up to 150 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus.
  • Travel required: 80+% of the time, travel throughout the geographic area within the assigned region and will require overnight stays. Travel to the Field Support Center and other destinations will be required

Be part of something big.

American Tire Distributors is an Equal Opportunity Employer and Drug Free Workplace

Pay, benefits and more.
  • Comprehensive medical, vision, and dental benefits within 30 days
  • 401(k) retirement plan includes a substantial company match
  • Generous parental and paid-time off package

Build a challenging and rewarding career with us

American Tire Distributors is an Equal Opportunity Employer and Drug Free Workplace

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