The Company

Our client is a stable and highly regarded 50+ year old family-owned business.   They are the “go to” supplier of these products to many of the automotive aftermarket national and local distributors, as well as programmed buying groups. They are, in many cases, the professional’s choice for quality, cataloging, profitability, and first to market applications.

The Company’s corporate headquarters is located in a corporate park setting in California and also have a large east coast distribution facility.    At the California location they assemble package and warehouse product. All manufacturing is done in high quality, state-of-the-art manufacturing facilities with globally sourced manufacturing partners. All of their products are designed and engineered by ISO certified factories to meet requirements of fit, form, and function.

Opportunity

The Regional Sales Manager role represents a compelling opportunity – the Company has a substantial breadth of products and services, strategically located facilities, best-in-class customer service, long-standing customer relationships, well-maintained facilities with strong historical profitability & cash flow, near-term growth opportunities, and experienced management team & operators.

The growth opportunities include continuing to capture incremental sales and improve margins with existing customers, adding new customers in the retail and traditional aftermarket, commercial/HD aftermarket, municipal and severe duty markets and more.

The Role

The Regional Sales Manager will be responsible for business development/sales with the territory loosely defines as East of Denver and West of the Mississippi. He/she will “own” specific customers in the region and work to grow the business with larger customers with a national footprint.

The RSM will work closely with manufacturer’s representatives and customer sales forces to promote, sell, and train end users/installers throughout the region. The RSM will be based out of a home office, ideally near a major airport.

Success in this position will involve gaining alignment and collaboration with a broad base of internal and external stakeholders, developing relevant plans to drive growth, implementing these initiatives with flawless execution, and continuing to deliver business results that meet the key operational metrics and targets set forth by the Executive team.

 Key Responsibilities

• Manage/grow existing assigned accounts within region. Visit WD and jobber customers regularly.
• Develop and maintain relationships with customers to drive pull through installer sales.
• Visit new and existing installers to reinforce product information and brand equity.

• Support execution of sales plans as outlined by management.
• Communicate competitor, market, and customer data/intelligence to internal stakeholders to help foster overall Company objectives.
• Execute WD customer retention strategy and foster organic revenue growth.
• Execute company and/or customer specific marketing programs.
• Work hand-in-hand with manufacturer’s rep agencies to support and grow existing accounts.
• Act as day-to-day contact for WD customers and rep agencies.
• Manage changeovers, re-box, relabels, etc. in the region and assist in other regions as necessary/directed.
• Perform other related duties as assigned to help support attainment of company sales targets.

 Qualifications Required

• 3+ years sales experience in the automotive/heavy duty parts aftermarket. Self-motivated and goal oriented with a proven track record.
• Detail-orientated with excellent organizational and time management skills. Must be able to prioritize and execute on a timely basis with high quality of work.
• Highly analytical. Ability to review and produce timely reports that drive fact-based, reasonable decision-making.
• Strong negotiating and influencing skills.
• Adaptability to a fast paced, lean, and entrepreneurial culture
• Excellent interpersonal, verbal, and written communication skills. Solid presentation skills along with the ability to prioritize activities to ensure client satisfaction.
• Proficient with Microsoft Office (Word, Excel, PowerPoint).
• Possesses integrity and a sense of humor – can roll with the punches when necessary.