- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
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Territory Sales Manager - Peachtree Corners, United States - Empire Auto Parts
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 38 locations and employs over 800 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.
Supervisory Responsibilities:
Territory Sales Representatives
Duties/Responsibilities:
Develop and Execute Regional Sales Strategy:
Forecasting and Reporting:
Customer Engagement and Relationship Management:
Product and Company Knowledge:
Sales Support and Collaboration:
