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    Sr. Manager, PDC Inside Sales - Irving, United States - FleetPride

    FleetPride
    FleetPride Irving, United States

    Found in: Lensa US P 2 C2 - 6 days ago

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    Description
    FleetPride is the largest after-market distributor of heavy-duty truck and trailer parts in the U.S.

    with some of the best and brightest people in the business Partner with the best in the heavy-duty industry and apply todayPosition SummaryThe Sr.

    Manager of Inside Sales is responsible for establishing the overall focus, vision, development and implementation of the Territorial business plan and ensuring the Territorial business plan is aligned with PDC's overall strategy.

    The Sr. Manager of Inside Sales must also work alongside Sr. Manager of Inside sales to align pricing, inventory, personnel resourcing, and customer service strategies in the Territory. The Sr. Manager of Inside Sales is expected to embrace and promote a performance-focused, high accountability sales culture. The role oversees all Territorial sales activities, as well as supports and coaches AMs in the assigned Territory. The role is expected to select, build, and mentor a world class sales management team. The Sr.

    Manager of Inside Sales effectively navigates PDC's internal and external networks to marshal resources from internal FleetPride functional areas and suppliers to benefit the overall sales effort.

    The role oversees all Territorial sales activities, as well as supports and coaches AM's in the assigned Territory. The role is expected to select, build, and mentor a world class sales management team. Externally, the Sr.

    Manager of Inside Sales participates in industry and community business groups and events to advance PDC's position in the Territory, and cultivates executive-level relationships with the most important customer accounts, where appropriate.

    This role requires some travel but mainly in office.


    Essential Tasks:

    Coaching:
    Is an expert at tailoring the sales management process to drive the best results.

    Applies a high impact (both 1:1 and virtual) coaching model and coaching best practices to drive performance - including before, during and after sales call.

    Offers honest, constructive and timely feedback to individuals; collaboratively identifies specific and tangible actions that their reports can take to improve performance.


    Hiring and Recruiting:
    Recognized as a leader in selecting and attracting talent that exceeds expectations and remains loyal. Engages in recruiting as a continuous process through consistent networking with high potential candidates internally and externally. Incorporates multiple interviewers and input from other key stakeholders into the hiring and recruiting process. Works closely with Human Resources.

    Performance Management:
    Continually raises the bar in regards to expectations and performance for team to ensure continued success and growth. Doesn't support low performance; does not hesitate to make difficult personnel decisions when improvement is not demonstrated. Is proactive and initiates timely, frank, honest discussions on performance issues. Aggregates individual performance reviews to identify overall sales team gaps and prioritizes team improvement opportunities.

    Leadership:
    Regularly sets challenging individual and team objectives and sets an example of high performance. Collects and shares best practices across the team, and across FleetPride. Creates and leverages healthy competition among the team to continually motivate team members and drive results. Consistently achieves a top-performing team. Successfully guides career progression in direct reports; develops average performers into stars.

    Business Planning and Results Focus:

    Develops a full understanding of top-priority corporate / senior management metrics (e.g., margin, growth, volume, ROI, etc.) and aligns their business plan and Territorial strategies with these metrics.

    Works towards overall customer profitability after ROI. Works with branch and ops counterparts to develop the overall market strategy.

    Maintains detailed understanding of the available data analysis, reports and tools to enableobjective decision-making; interprets analysis and uses insights to inform the decisions they make.


    Resource Allocation:

    Leverage all available resources within AM and at the customer-level (as appropriate); Able to identify and effectively make the case to secure resources when necessary.

    Makes good use of the organization's capabilities and leverages team/ resources to maximum impact, rarely over- or under-resources opportunities or initiatives.

    Identifies future needs related to resources and staffing well in advance, working to solve issues in those areas before they have fully emerged; actively communicates short- and long- term resource needs to sales leadership.


    Managing the Internal System:
    Demonstrates organizational agility by successfully working across functional and geographical boundaries to grow account share.

    Builds coalitions and support through strong business cases and personal impact to improve the business, both Territorially and overall, and to resolve issues within FleetPride.

    Demonstrates the ability to gain commitment and alignment across the organization on complex issues. Acts as an active and valuable member of others' networks within FleetPride.

    Vendor Management:
    Tracks ROI on vendor relationships and promotions and works with vendor leadership and PDC team to improve. Provides valuable upward feedback within PDC on success with and suggested refinements for working with vendors. Gathers vendor feedback from team; communicates honest, constructive feedback to vendor contacts and seeks feedback from vendor as well. Proactively shares vendor management best practices across markets/Territories.

    Customer Management:
    Understands how to position value differently for different products within a single customer, guides AM on this concept.

    Schedules regular one-on-one high level discussions with senior leaders at customers to get feedback about how PDC is doing, talks about industry trends, and identifies broader topics that are important for the customer's organization; makes sure that these meetings are not sales meetings or negotiations.

    Facilitates relationships in the Territory (matchmaker, peer-to-peer, across groups): understands dynamics, builds bridges, shares information.

    Market Knowledge:
    Acts as a valuable market knowledge resource to team and customers.

    Realizes where the market is headed and what PDC should do to be better positioned to capitalize on coming opportunities; shares ideas with peers, upper management, and reps.

    Integrates information beyond individual market level into team's selling activities.


    Supervisory Responsibilities:
    Directly supervises staff in accordance with our policies and applicable laws.

    Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.


    Required Characteristics:

    Sales Personality:
    Good personality (approachable, relatable, personable, etc.), street smart, calm, humble, positive, enthusiastic, confident, strong integrity, deep sense of accountability

    Mechanically Inclined:
    Fascinated by how things work; may have past experience building or fixing, e.g. farming, towing, mechanic

    Expertise Oriented:
    Willing to learn, proactively seeks out information about customers, products, market industry products, etc., shares knowledge with others

    Motivated:
    Self-driven, "sky is the limit" outlook, phone on 24/7, overcomes objections to find a solution, will to win, persistent, goal-oriented

    Comfortable with Technology:
    Leverages technology available to enable selling; also understands how technology impacts industry

    Service Oriented:
    Puts the needs of the customer first; customer-oriented, but understands when to delegate service delivery, a problem solver, meets commitments

    Disciplined:
    Structured selling approach, manages time well, organized, plans in advance, understands the importance of preparation

    Builds Trusting Relationships:
    Meets commitments no matter how big or small, develops connection at personal level with customer, seeks feedback from customer, finds common groundEducation and/or Experience:

    • 7-10 years' successful Inside sales/business management experience
    • Bachelor's degree in business management preferred
    • 2-3 years' multi-unit sales management experience
    • Heavy-duty equipment distribution sales or related industry experience is a plus
    • Proven ability to initiate strategies for sales growth
    • Excellent written and verbal communication and presentation skills required
    • Ability to successfully coach and develop a sales management team in a competitive sales environment
    • Strong knowledge of sales best practices (processes, tools, systems, techniques, etc.)
    • MS Office Suite proficiency with ability to conduct basic database tasks in ExceFleetPride is the leader in the industry comprised of retail, service, distribution and wholesale divisions.
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