Director of Retail Sales

4 weeks ago

Oceanside, United States MagnaFlow Full time

**Director of Retail Sales**

**Job Description**

**GENERAL DESCRIPTION:**

The purpose of this position is to continually improve business relationships with the MagnaFlow Groups large national automotive retailer accounts resulting in increased sales and profits. Responsibilities involved in accomplishing this objective include but are not limited to:

**Program & Team Management:**

* Develop and execute strategic plans to achieve sales targets though customer program sheet and conditions of sales management

* Create and communicate sales goals and ensure MagnaFlow executives are informed on the progress of those goals.

* Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.

* Understand industry-specific trends and category management at the customer level.

* Effectively communicate value propositions through presentations and proposals.

* Report on forces that shift strategic directions of accounts and tactical budgets.

* Communicate & Network effectively

* Review, understand and service customer needs to accomplish established goals and expectations

* Create and maintain unit and revenue forecast for assigned customers

* Determine and recommend profitable sales via Gross to Net.

* Maintain current product knowledge and competitive industry information

* Understand competitive landscape(s) and provide input to the team on opportunities for new product development, competitive gaps, creative marketing solutions and customer insight

* Recommend promotional solutions to identified needs

* Manage short and long term goals and projects

* Utilize category management skills to identify and communicate opportunities and trends aimed at growing influence and value to high importance customers

* Manage customers annual Line Reviews Creatively and effectively

* Manager Team Action Register and NBOT Documents

* Lead National Retail Team

**Customer Relations:**

* General business manager mindset

* Learn, know and maintain the MagnaFlow negotiated sales program with each account assigned

* Maintain intimate knowledge of the assigned customer, their unique requirements, and potential opportunities as well as pitfalls

* Maintain a favorable interaction with clients

* Efficiently validate and convey customer needs and provide meaningful business solutions that create value to high importance accounts

* Utilize negotiation thinking and tactics aimed at best collaborative outcomes that align with expectations for the customer

* Maintain and promote customer awareness of products and programs

* Respond to customer problems, promises, requests and questions in a timely manner.

* Effective and continual use of the CRM salesforce.com & Team Action Register

* Always exhibit exemplary telephone and email communication skills

* Drive company vision in all aspects of responsibilities

* Plan for and attend national retailer conferences, events, and business meetings according to company and customer expectations

Team Effectiveness

* Lead Retail Team Effectiveness

* Incorporate Sales Team "Core Values" which are credibility, strategic, professional, integrity, competency, responsibility, teamwork, service excellence.

Market Development

* Prospect and analyze trade areas

* Implement short- and long-range marketing plans for the retail channel

* Qualify potentially profitable customers

* Develop sales presentation objectives, messaging and content in a clear executable manner to allow for the marketing department to create and deliver the best results for success.

* Recommend sales aids, promotions, and services

* Develop and implement a target account program

* Create strategic partnerships for both sales and marketing within the performance and emissions market for brand leverage

Expense Control

* Utilize Outlook monthly itinerary 90 days out

* Utilize most economical travel/entertainment expenditures, following per diem guidelines

* Define and achieve budgets based on customer needs, goals, travel and projects

* Analyze customers promotional and media requirements

Product Training

* Develop expertise in product knowledge, purpose and function to continually improve the reputation and value to our customers

* Create and manage aspects of product oriented technical training

* Contribute to the continuous improvement of online training programs utilizing insights from assigned customer base and experiences

* Assist the team with product category specific training for entire customer base

* Offer internal training for new and existing employees

Product Development

* Recommend new products and product lines based on identified customer needs and expectations

* Works with Category Management teams to ensure all A list Performance products have the market demanded features and qualities.

Marketing

* Review promotional materials and needs ensuring they fit the requirements and needs of the customer

* Ensure product displays fit the needs of events and markets that are relative to assigned customers

* Collaborate with marketing department to optimize assigned customer event strategies in order to maximize return on investment

* Identify events relevant to MagnaFlow s high importance retail customers

* Optimize the utilization of celebrity appearances at assigned customer events and promotions

* Improve data collection techniques to maximize benefit to MagnaFlow and assigned customers

* Continuously improve company standing as a leader in the industry.

Systems Management

* Administering corporate-wide policies and procedures (Financial, human resources, legal)

* Administering departmental policies and procedures

* Initiating, developing and implementing either new or improved imaginative systems and procedures which are required by the business or department which are in compliance with either published or customary policy.

* Manage Outlook and Salesforce Calendars 90 days out

* Identify more efficient ways to address a policy or a procedure and make recommendations to superior

**REQUIREMENTS**:

* **10-15 years in Automotive Aftermarket with Retailer Experience**

* Microsoft office proficiency, Salesforce, or CRM

* Self-motivated

* Light weekend event participation

* 30-50% Travel

* Bachelors degree in Business Management, or related field

* Business negotiation, business math and category management experience

* Ability to lead a team

#MFLOW2

**Application Instructions**

Please click on the link below to apply for this position. A new window will open and direct you to apply at our corporate careers page. We look forward to hearing from you

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**Posted**: 1/21/2022

**Job Status**: Full Time

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