Executive Job Description | COMPANY OVERVIEW
The client company is a subsidiary of a globally recognized, vertically integrated supplier in the automotive and transportation industry. The company is a recognized leader in its product field and is known for its innovation and superior products. The company specializes in commercial sales and service solutions, manufacturing custom-mold and pre-molded truck products and distributing passenger and light truck products to independent retailers. The company respects its customers, people, shareholders and the environment, and operates with intellectual honesty. The company affords significant advancement opportunities throughout its operations as well as with the parent company. The company also offers comprehensive benefits for their employees and family members.
REPORTING RELATIONSHIPS
The Business Development Manager reports directly to the Regional Sales Manager.
POSITION SPECIFICATIONS
RESPONSIBILITIES:
This individual will:
Have the breadth and depth of industry knowledge and expertise to execute the sales strategy (programs and services), develop new business, grow existing business, and manage new opportunities.
Provide the leadership to grow current business and expand reach within the region by matching product and service capabilities with new customer opportunities.
Be results driven and excel in an environment that is both challenging and rewarding; shows enthusiasm for setting and achieving sales goals on a periodic basis (month, quarter and year)
Follow the company sales process, which includes analyzing accounts and submitting proposals.
Provide customer and market input to the sales strategy through the regional sales manager.
Develop an annual sales plan for target accounts and territory.
Develop a keen understanding of assigned market to include competitors products, people and services.
Understand fully and in-depth the needs and business rules of target customers; alert management team to issues or events that have the potential to enhance or detract from short and long-term success
Develop a call list of existing accounts and target accounts. Determine the call frequency for each account.
Develop account profiles that include business rules and key information on each current and targeted customer. The process also includes territory development and mapping, and account assignments.
Communicate daily with the regional sales manager, center managers, service managers, plant manager on issues affecting the customers, including but not limited to service, turn-around time, business rules, changes and competition.
Have responsibility for pricing in individual accounts to include profitability; responsible for ensuring correct pricing within the system.
Ensure accounts pay on time and resolve customer service issues.
Ride with RSM regularly and provide summary of existing accounts and progress on target accounts, proposals and individual development.
Develop a call list of existing accounts and target accounts. Determine the call frequency for each account.
Be responsible for a deep relationship with the top 25 targeted customers, to include a relationship with all account influencers such as owners, purchasing, accounts payable, fleet maintenance personnel and others.
Leverage existing account management technology and corporate resources to improve call and account management effectiveness.
Manage and resolve sales issues within the account and territory.
REQUIREMENTS
EDUCATION: A Bachelors degree is preferred
EXPERIENCE:
Minimum of 5+ years progressive experience in the commercial automotive retail space
Extensive experience in leading and directing the sales activity and customer development within an assigned territory.
Documented success in achieving sales targets, growing the customer base, and enhancing profitability.
Strong experience in developing a territory through proven sales methodology and keen understanding of customer needs and service requirements.
COMPENSATION:
A powerful compensation package will be developed for the successful candidate that includes an excellent base salary; performance-based bonus that exceeds market, stock options, auto allowance, relocation expenses, 401(k), and health, retirement and savings plans. This is a highly promotable position in a growing company.
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