Territory Sales Manager
Company: Empire Auto Parts
Location: Odenton
Posted on: April 30, 2024
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Job Description:
Empire Auto Parts is a leading provider of aftermarket collision
auto parts to independent body shops, multi-shop operators, and
dealer-operated body shops throughout the Northeast and
Mid-Atlantic regions. Founded in 1985 and headquartered in Totowa,
NJ, the company has over 30 locations and employs over 700 team
members.
We offer our employees the opportunity to grow and thrive
professionally, to contribute to the success of a dynamic
fast-paced organization. Come grow with us and let us show you why
Empire Auto Parts is a leader in quality and service in the
aftermarket auto parts industry.
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Job Summary:
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: 1) maximizing
revenue from Empire's existing customers by ensuring they receive
timely and appropriate products and services and 2) identifying
viable Empire prospects and converting them to customers by
professionally presenting our unique value proposition.Supervisory
Responsibilities:Territory Sales Representatives
Duties/Responsibilities:
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.--- Monitor market trends,
competitor activities, and customer preferences within the
territory. Use insights to adjust sales strategies and identify new
opportunities.
Execute Revenue Management--- 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.--- Assist in closing new
business.
Team Leadership and Development
--- Train and mentor Territory Sales team members, including via
weekly meetings, coaching, and ride-along. This will require
regular travel throughout the region.--- 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.--- Train
and mentor Territory Sales team members.
Forecasting and Reporting:--- 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.
Customer Engagement and Relationship Management:--- Drive business
opportunities with regional MSO organizations, including deal
structure.--- Build and maintain strong, long-lasting customer
relationships. 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.--- Collaborate closely with the
Empire customer care team to address and resolve customer service
issues.--- 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.
Product and Company Knowledge:--- 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.
Sales Support and Collaboration:--- 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.--- Develop
and conduct engaging business reviews with large to mid-size
customers. Highlight our value proposition and unique services to
partner with our customers.--- Work collaboratively with other
departments such as marketing, operations, and procurement to
ensure seamless communication and alignment of strategies.
Required Skills/Abilities:--- High school diploma or equivalent.---
Valid driver's license & clean driving record.--- Strong Work
Ethic.--- Commitment.--- Proactive Mindset.--- Knowledge of and
interest in automobiles, including parts and functionality, is
desired.--- Sales Experience with smaller/ Startup companies
preferred.--- Multilingual skills desired.
Personal/Professional Attributes:--- Excellent team leadership
skills--- Excellent interpersonal and customer service skills.---
Excellent sales and negotiation skills.--- Excellent organizational
skills and attention to detail.--- Strong analytical and
problem-solving skills.--- Ability to function well in a high-paced
environment.--- Goal oriented--- Self-motivated--- Competitive---
Confident--- Networking Ability
Physical Requirements:--- Physical Endurance: This role may involve
extensive travel, sometimes covering large territories, visiting
collision repair shops, auto body workshops, and other potential
clients. Representatives may need to spend long hours on the road,
driving between locations, which can require physical endurance.---
Handling and Moving Parts: 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.--- Work Environment: Representatives in
this industry may encounter varying work environments, such as
collision repair shops or workshops. These environments can be
noisy, dusty, or involve exposure to chemicals, so individuals
should be comfortable working in such conditions.--- Driving and
Navigation: Navigating through different territories, finding
addresses, and driving safely are critical aspects of the role.
Good driving skills, a valid driver's license, and familiarity with
navigation tools are essential.
Travel Requirements:--- 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.
Link:--https://mandatoryview.com/?LicenceId=aff05aa0-caa9-49f7-803f-6dc96b954dd3&ProductType=OnlineApplicant&SubType=PGCompensation
details: 85000 Yearly SalaryPI9b9a8ba2dee8-25660-33164895
Keywords: Empire Auto Parts, Philadelphia , Territory Sales Manager, Sales , Odenton, Pennsylvania
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