Regional Sales Manager
4 weeks ago
Reporting to the General Manager, the Territory Sales Manager is a pivotal role within our organization by providing sales leadership to a team of local sales representatives across a multi-state region.
Serving as a vital link between operational leadership and our customer base of collision repair shops, the primary responsibility of the Territory Sales Manager is to drive profitable revenue growth across two dimensions:
- Territory Sales Representatives
- Develop and Execute Regional Sales Strategy:
Formulate and implement a comprehensive sales strategy across the region, incorporating various direct communication channels (including phone, email, and face-to-face interactions), mass marketing channels (trade shows, direct mail, email campaigns, open houses), and engagement with trade organizations.
Create and implement comprehensive sales plans and strategies for your assigned territory to achieve assigned revenue and growth objectives.
Collaborate with local management and executive sales leadership to leverage existing sales assets, expertise, and relationships.
Incorporate and share local market expertise, including competitive research, regional pricing trends, purchase channel initiatives, and M&A activity.
Work cross-functionally within the region to ensure that the sales strategy aligns with other departments' goals, objectives and capabilities.
Use insights to adjust sales strategies and identify new opportunities.
Work directly with territory sales representatives on revenue shortfalls, identifying causes and prescribing actions.
Identify revenue growth opportunities within specific accounts and collaboratively develop strategies to capture incremental business.
Train and mentor Territory Sales team members, including via weekly meetings, coaching, and ride-along.
Assist Territory Sales Representatives in closing business and managing their territory.
Share best practices, sales techniques, and product knowledge to improve overall team performance.
Create a culture of excellence and accountability across the sales team.
Provide accurate sales forecasts to company leadership.
Provide goal progress reporting to Territory Sales Reps on a regular basis.
Monitor sales activities, lead generation, lead progress, and general progress toward goals.
Drive business opportunities with regional MSO organizations, including deal structure.
Understand their needs, address concerns, and provide value added solutions to position Empire Auto Parts effectively.
Work with executive sales leadership to build customized sales presentations and reporting packages for regional organizations.
Work with local operations team to ensure all customer commitments are met.
Lead negotiation processes, overcome objections, and close deals in alignment with General Manager and Executive team.
Ensure that terms and conditions are aligned with company policies and profitability goals.
Stay up-to-date with Empire's corporate information, including locations, products, and delivery schedules, and ensure that sales team is fully trained to incorporate the information in their daily sales activities.
Ensure that all corporate sales initiatives are supported and executed within the region.
Collaborate with sales managers in other regions to share best practices and contribute to a cohesive sales approach.
Work collaboratively with other departments such as marketing, operations, and procurement to ensure seamless communication and alignment of strategies.
Knowledge of and interest in automobiles, including parts and functionality, is desired.
Sales Experience with smaller/ Startup companies preferred.
Multilingual skills desired.
Excellent sales and negotiation skills.
Networking Ability
This role may involve extensive travel, sometimes covering large territories, visiting collision repair shops, auto body workshops, and other potential clients
Territory Sales Manager in the aftermarket collision auto parts industry may need to handle and demonstrate various auto parts, such as bumpers, fenders, hoods, or other components.
They may need to lift, carry, and maneuver these parts during presentations, trade shows, or when assisting clients with product inquiries.
These environments can be noisy, dusty, or involve exposure to chemicals, so individuals should be comfortable working in such conditions.
Depending on the territory's size and location, travel may be required to meet with clients, attend industry events, and build relationships.
Empire Auto Parts, LLC is an equal opportunity employer and affords equal opportunity to all applicants and employees for all positions without regard to race, color, religion, gender, national origin, age, disability, veteran status, or any other status protected under local, state, or federal laws.
Empire Auto Parts participates in E-verify
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