Outside Parts Sales Representative

PURPOSE

The basic function of the Outside Parts Sales Representative is to develop, maintain, and grow profitable relationships with wholesale automotive parts customers within an assigned territory. This position is responsible for promoting and selling automotive parts, accessories, and related products while providing exceptional customer service and identifying new business opportunities.

The Outside Parts Sales Representative serves as a trusted business partner to independent repair facilities, body shops, fleet accounts, municipalities, commercial customers, and other wholesale accounts. The position is responsible for increasing sales and market share through regular customer visits, relationship development, product knowledge, competitive market awareness, and effective follow-up.

The Outside Parts Sales Representative works closely with the Parts Department, Parts Counter Representatives, Delivery Drivers, Service Department, and dealership management to ensure customer needs are met accurately, efficiently, and professionally.

RESPONSIBILITIES

• Develop and maintain strong, professional, and profitable relationships with existing wholesale customers. 
• Identify, prospect, and solicit new wholesale business within the assigned territory. 
• Conduct regular in-person customer visits to strengthen relationships, understand customer needs, and increase sales. 
• Promote dealership parts, accessories, special programs, manufacturer programs, and current promotions. 
• Achieve established monthly sales, gross profit, and customer retention objectives. 
• Prepare quotes and estimates and follow up on open opportunities to maximize sales. 
• Respond promptly and professionally to customer inquiries, requests, and concerns. 
• Educate customers regarding available products, services, manufacturer programs, and dealership capabilities. 
• Coordinate with the Parts Department to ensure accurate order processing, timely fulfillment, and efficient delivery. 
• Monitor customer purchasing trends and identify opportunities to increase sales, customer retention, and market share. 
• Maintain accurate customer records, sales activity, call reports, and follow-up documentation. 
• Work closely with Parts Counter Representatives and Delivery Drivers to provide a seamless and exceptional customer experience. 
• Participate in sales meetings, product training, manufacturer training, and other required dealership training. 
• Assist with the collection of outstanding customer balances when appropriate and in accordance with dealership procedures. 
• Maintain current knowledge of competitor pricing, products, promotions, and market conditions. 
• Build awareness of dealership capabilities and identify opportunities to expand the wholesale customer base. 
• Represent Sames Auto Group and the dealership in a professional, ethical, and positive manner at all times. 
• Maintain a strong working knowledge of automotive parts, accessories, applications, and product offerings. 
• Promote customer loyalty and encourage repeat business and referrals. 
• Perform other duties as assigned and/or requested by management.

ESSENTIAL FUNCTIONS

Daily

• Contact and visit existing and prospective wholesale customers. 
• Identify new sales opportunities and actively prospect for new accounts. 
• Respond to customer inquiries and requests for quotes or pricing. 
• Follow up on open quotes, estimates, and sales opportunities. 
• Promote parts, accessories, programs, and dealership services. 
• Communicate customer needs and special requests to the Parts Department. 
• Monitor order status and assist in resolving customer delivery or fulfillment concerns. 
• Maintain accurate records of customer contacts, visits, sales activity, and follow-up. 
• Monitor customer satisfaction and address concerns promptly. 
• Maintain professional communication with customers and dealership personnel.

Weekly

• Review sales performance and progress toward established sales and gross profit objectives. 
• Review customer purchasing activity and identify opportunities for increased business. 
• Follow up with inactive, declining, or lost accounts to identify opportunities for recovery. 
• Prospect for new wholesale customers within the assigned territory. 
• Review open quotes and pending sales opportunities. 
• Communicate market trends, customer feedback, and competitive information to Parts Management. 
• Attend sales meetings and training as required.

Monthly

• Meet or exceed established sales and gross profit objectives. 
• Review territory performance and develop strategies to increase sales and market share. 
• Evaluate customer retention and identify opportunities for account growth. 
• Provide management with sales activity and customer development updates as requested. 
• Assist with the development and execution of customer sales and retention initiatives.

Annually

• Assist with year-end closing activities. 
• Assist with 1099 preparation and vendor reporting requirements as applicable. 
• Assist with audits and provide requested accounts payable documentation. 
• Review vendor records and assist with maintaining accurate year-end account information.

ADDITIONAL RESPONSIBILITIES

• Maintain current knowledge of automotive parts, accessories, manufacturer programs, and dealership offerings. 
• Stay informed regarding competitor pricing, products, promotions, and market conditions. 
• Maintain strong working relationships with all dealership departments. 
• Know, understand, and follow all federal, state, and local laws and regulations applicable to the position. 
• Maintain confidentiality of customer and dealership information. 
• Attend all scheduled meetings and training. 
• Maintain a professional appearance and appropriate behavior during all working hours and business meetings/functions. 
• Perform other duties as assigned and/or requested by the Parts Manager, Fixed Operations Director, or dealership management.

QUALIFICATIONS  

• High School Diploma or equivalent required. 
• Previous automotive parts experience preferred. 
• Previous outside sales or business-to-business sales experience preferred. 
• Valid driver's license with an acceptable driving record and ability to maintain insurability. 
• Ability to travel throughout an assigned sales territory on a regular basis. 
• Basic computer skills and ability to learn dealership management and sales systems. 
• Strong verbal and written communication skills. 
• Excellent customer service and relationship-building skills. 
• Strong organizational and time management abilities. 
• Self-motivated and able to work independently while maintaining accountability for sales objectives. 
• Ability to manage multiple customers, sales opportunities, and priorities in a fast-paced environment. 
• Professional appearance and demeanor. 
• Strong problem-solving and conflict-resolution skills. 
• Ability to work effectively with Parts, Service, Sales, Accounting, and dealership management.
• Previous dealership Parts Department experience. 
• Wholesale automotive parts sales experience. 
• Outside or route sales experience. 
• Experience using a Dealer Management System (DMS), such as PBS or similar systems. 
• Knowledge of manufacturer parts catalogs and electronic parts ordering systems. 
• Thorough knowledge of automotive parts, accessories, and applications. 
• Strong sales, negotiation, prospecting, and closing skills. 
• Demonstrated ability to identify customer needs and recommend appropriate products or solutions. 
• Knowledge of wholesale automotive parts markets and competitive pricing. 
• Ability to develop and manage a territory and customer sales plan. 
• Bilingual English/Spanish preferred

CUSTOMER SERVICE EXPENTATIONS  

• Build and maintain long-term customer relationships based on trust, reliability, and exceptional service. 
• Respond to customer requests, questions, and concerns promptly and professionally. 
• Demonstrate strong product knowledge and provide value-added solutions based on customer needs. 
• Resolve customer concerns quickly and effectively or escalate issues to management when appropriate. 
• Maintain consistent communication and follow-up with customers. 
• Act as a professional representative of the dealership within the community and assigned sales territory. 
• Promote a positive image of Sames Auto Group and maintain the company's commitment to customer satisfaction

WORKING CONDITIONS

The Outside Parts Sales Representative spends a significant portion of the workday traveling throughout an assigned territory to visit wholesale customers, repair facilities, body shops, fleet accounts, municipalities, and other commercial businesses. The position may also work within the dealership Parts Department, warehouse, service department, and office environment.

The role requires frequent driving, customer interaction, computer use, telephone communication, and standing or walking. The position may be exposed to varying weather conditions and the normal operating environment of an automotive dealership and parts department. Evening or weekend work may occasionally be required to support customer needs, dealership events, sales initiatives, or business requirements.