Territory Sales Manager
Company: Empire Auto Parts
Location: Odenton
Posted on: May 17, 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. 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: Compensation details: 85000 Yearly Salary
PI25396cf832b4-4895
Keywords: Empire Auto Parts, Annandale , Territory Sales Manager, Executive , Odenton, Virginia
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