Zone Sales Manager - Eastern Region

Role Summary

Location: Remote / Field-Based within the Eastern Region

Territory: Eastern United States

Travel: Approximately 60%+ travel throughout the assigned region

Responsible for driving sales growth and market development of MANN+HUMMEL products throughout the Eastern Region by providing leadership, coaching, and support to all sales personnel within the assigned territory. Build and strengthen relationships with key customer contacts, assist customers in achieving their sales objectives, and develop strategic initiatives that deliver profitable growth and outstanding business results. The ZSM reports directly to the Senior Account Manager.

Main Tasks

• Meet or exceed assigned sales and financial objectives, annual sales quotas, and budget targets based on actual retail sales performance.


• Develop and execute regional sales strategies, quotas, and expense budgets in partnership with District Sales Managers to support MANN+HUMMEL's overall sales goals and identify opportunities for continuous improvement.


• Maintain prompt, accurate, and professional communication through telephone, email, reports, and other required business documentation.


• Assist with recruiting, selecting, onboarding, training, coaching, counseling, and developing employees within the Eastern Zone.


• Maintain expert-level knowledge of MANN+HUMMEL pricing programs, discount structures, promotional initiatives, and reporting tools. Effectively train and support District Sales Managers in these areas.


• Analyze and manage fleet reporting and rebate programs within the Eastern Zone in accordance with company policies. Collaborate with National Account Team members to identify and pursue regional and national fleet opportunities.


• Participate in customer business reviews, planning sessions, sales meetings, and other customer-facing activities throughout the region.


• Manage and control all regional expense and business plan budgets.


• Maintain accurate records and reporting.


• Identify and pursue new business opportunities, including fleets, contractors, large installers, and non-traditional filter distribution channels.


• Conduct annual performance reviews with District Sales Managers, communicate expectations, establish development goals, evaluate performance, review compensation plans, and ensure policy compliance.


• Administer company policies as outlined in the Sales Policy Information Manual.


• Train District Sales Managers on conducting effective sales presentations, customer meetings, and training sessions.


• Uphold MANN+HUMMEL customer service standards and resolve issues professionally using sound business judgment.


• Monitor market trends and competitive activity, identify opportunities and risks, and communicate findings to sales leadership, marketing, sales operations, and senior management.


• Develop a strong understanding of customer business objectives, industry trends, and market conditions impacting growth and profitability.


• Recommend and implement improvements to sales processes, organizational effectiveness, and strategic initiatives.


• Continuously develop professional knowledge and sales leadership capabilities.


• Build collaborative partnerships with internal departments, Business Development Managers, and other stakeholders.


• Lead or participate in cross-functional projects as needed.


• Improve sales team productivity and effectiveness by partnering with sales training resources to develop, implement, and measure best practices.

Qualifications

Education

• Bachelor's degree required.

Experience

• Minimum 5+ years of automotive aftermarket or related sales experience.


• Experience leading sales teams and managing customer relationships.


• Experience developing and executing strategic sales plans.


• Experience managing budgets, forecasts, and sales performance metrics.

Required Skills

• Proven ability to meet sales targets and drive revenue growth.


• Strong leadership and team management experience.


• Solid business acumen, including sales planning and profitability management.


• Ability to build and maintain customer relationships.


• Effective negotiation and strategic thinking skills.


• Excellent verbal and written communication skills.


• Proficiency with Microsoft Office applications, including Excel, PowerPoint, and Outlook.


• Ability to train, coach, and implement new initiatives.


• Strong organizational and time management skills.


• Ability to analyze market conditions and develop actionable sales strategies.

Preferred Skills

• Strong analytical skills.


• Experience with data analysis and reporting.


• CRM system experience, preferably Salesforce.


• Experience working with national accounts and fleet programs.


• Knowledge of automotive aftermarket distribution channels.
  Travel Requirements


• Extensive travel throughout the Eastern Region, approximately 60% or greater.

Work Environment

• Remote-based position within the Eastern Region.


• Frequent customer visits, field travel, trade events, and internal meetings required.