The posting
As a Sales Manager, you will provide leadership and day-to-day management of assigned Territory Sales Managers as they work towards monthly and yearly objectives. This position is responsible for maximizing the company’s Accessory sales revenue and profit objectives by mentoring, collaborating, and coaching the sales team. The Sales Manager is also responsible for ensuring that team members are executing their daily responsibilities and following designed workflow processes and procedures. Salary Overview:This position offers a base salary plus commission, with total compensation based on experience and performance. Sales Manager Responsibilities Include:
Lead a team of Territory Sales Managers (TSM) who work closely with dealer personnel to provide product, sales, and process training on OEM (Original Equipment Manufacturer) accessories to increase accessories sales within the dealership. Develop and implement strategies to meet all accessory sales objectives, ensuring TSMs are aware of their individual goals and required actions. Best practices and go-to-market strategies should be shared with Suburban Accessories sales leaders to promote group success. Take a creative approach to identifying opportunities for new sales strategies, incentives/programs, and satisfying customer needs. Position yourself as a leader and voice for your location on weekly and monthly calls with SA leaders. Collaborate with other business unit leaders to ensure all departments are aligned. Mastery of relevant SA tools implemented to support our business (Reynolds & Reynolds, NetSuite, Dayforce, Office365 [Outlook, Teams, SharePoint, Excel], GM EPIC, GM ADS/eStore, MC Distributor, FAD Reporting, Ford DSS, and other relevant technology). Conduct weekly calls with your TSM team to provide direction and updates on SAS, SA, and OEM activities/programs to encourage consistent processes and drive growth for your region. Travel with TSMs to dealer customers to support, train, and develop key relationships. Complete quarterly reviews with your TSMs, facilitating honest and open conversations about strengths and areas of improvement. One-on-one coaching to support TSM should be provided as appropriate and with a regular cadence. Collaborate with vendors on product knowledge and programs to provide TSMs with the information needed to support dealer training needs, engaging the Marketing Department, as necessary. Build strong working relationships with OEM Zone Teams to leverage partnerships. Support and participate in Suburban Accessories’ continuous improvement initiatives by providing feedback, alerting key stakeholders to issues, and being open to change. Assist in resolving customer service issues communicated by dealers and involving Customer Service Manager/Representatives as appropriate. May be asked to diffuse escalated situations to leverage the relationship with the dealer. Partner with HR to interview, hire, and onboard new sales team members, following the established onboarding process and providing the required information in the Applicant Tracking System (ATS). Maintain effective performance management of TSMs by assessing month-end results, business acumen, and overall engagement in business, holding them accountable to role responsibilities. Performance improvement/disciplinary processes should be followed if expectations are not being met.
Leadership Responsibilities Include:
Adhere to Suburban Automotive Service’s DRIVEN values and align business practices to support the SAS mission and vision. Manage department revenue and costs within assigned budget; provide thoughtful recommendations and best practice solutions. Identify any gaps in processes and update procedures as required by system and/or process improvements. Execute the interview/hiring process of all direct reports and support the process of indirect reports. Complete goal setting, development plans, and annual reviews for reporting staff promptly. Coach and train team members to understand duties, responsibilities, and performance with established expectations. Ensure adherence to operating procedures, legal and compliance regulations, and IT Policies to minimize risk. Promote a team member-driven culture including a focus on safety. Create and maintain open communication with team members, peers, management, and other departments.
Sales Manager Qualifications and Skills:
Ability to read, write, and speak English. Ability to pass the drug screen and background check. Must have a valid driver’s license with an adequate driving record to pass company insurance guidelines. Must have a reliable method of transportation. A bachelor’s degree from an accredited college or university. 2 – 3 years of previous management experience. Strong PC skills with a solid understanding of Microsoft Office products. Strong written and verbal communication skills. Strong analytical and critical thinking skills. Disciplined and routine-oriented, yet adaptable to change. Ability to work independently with minimal supervision and direction. Must have a favorable attendance record and be prompt and reliable. Previous automotive experience is preferred.
Sales Manager Working Conditions and Physical Demands Include:
This position is performed in an office setting, inside dealerships, and inside warehouses within assigned territory. Must be available to travel within the territory with occasional overnights. Destinations may be out of state, to other regions, or to SA headquarters, and come up with little notice. This position involves site visits and travel to customers/meetings. Possession of a valid driver’s license and safe driving record is required. Must be able to drive for many hours at one time. This position requires occasional lifting and/or vehicle mechanical assembly/disassembly of OEM Accessories. Work requires a willingness to work a flexible schedule. May require occasional evening and/or weekend work, or to be available outside of normal working hours.
