Territory Sales Manager - with Growth Opportunities

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. Share best practices, sales techniques, and product knowledge to improve overall team performance.

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.
• Provide accurate sales forecasts and reports to Territory Sales Reps on a regular basis. Keep track of sales activities, leads, and 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
• Competitiveness
• Confidence
• 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 Representatives 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. Really?

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.