Territory Sales Manager - Program Dealer Specialist - Boston

Job Description

Job Description

Specialist, Program Dealer

About TireHub:  

At TireHub we move more than tires – we move businesses forward, support communities, and help keep America rolling.  And behind it all?  Our people.  We call them Hubbers – because they’re at the center of everything we do.  From behind the wheel to the warehouse floor, from customer calls to corporate strategy, every Hubber plays a role in something bigger than themselves.  And we show up every day ready to say yes – to challenges, to each other, and to getting it done right.  

Role Summary:

The Specialist, Program Dealer grows sales with existing customers while developing new customer accounts to achieve sales and profit goals within a geographical territory.

This role reports to the Regional Sales Leader.  

The individual must exhibit the following core attributes of the TireHub commitment:

• Approachable - If a company could smile, we would. Instead we rely on our people to show it. We care about each other and our customers because we know business only gets done right when people respect each other and value relationships.
• Adventurous - What TireHub is set up to do is intentionally outrageous. So, we readily embrace challenges with the courage to introduce new ideas and the ambition to build something unique.
• Relentless - We tackle our work with energy. We deliver on our commitments with enthusiasm. And we don't give up until we get to the end.
• Speedy - Speed is the currency in the tire industry. When we commit to a job, we get the job done – and we do it fast.

Role Specifics:

• Achieves daily / weekly / monthly sales goals for assigned customers using multiple prospecting/sales tools.
• Gathers and records results of sales visits in Microsoft Dynamics (CRM)
• Prospects customers in assigned territory
• Owns and accurately completes all administrative account enrollment activities for assigned accounts
• Grows current and new assigned accounts using internal programming, pricing, and tools
• Grows assigned TireHub+ and non-program customers to transition them to manufacturer dealer programs
• Collaborates with assigned Product Assortment Manager on inventory issues and to assure optimization of local market inventory
• Provides support for expansion / new market TLCs
• Collaborates frequently with TLC staff, Pricing, Shareholder contacts, Operations, Credit, Accounts Receivable, et al
• Coordinate sales efforts in partnership with the Customer Service Specialist
• Leverage interpersonal skills to drive consultative selling to determine assigned customers’ needs, find and suggest solutions, competitive negotiations, and adoption of tools and systems to meet KPIs
• Position is assigned approximately 200 accounts, some will need to be visited monthly, but all 200 accounts must be visited at minimum quarterly.
• 40% time visiting dealers on a manufacture program in the Customers’ locations of business (top 50 dealers in PDSs book of business)
• 30% time visiting customers that are in PDSs book of business that are not on a manufacture program in the Customers’ locations of business (bottom 150 customers assigned to PDS).
• 15% time spent prospecting on potential customers identified by PDS and identified through leads generated by the CSS team. (Potential customers not assigned to PDS),
• 15% administrative time from Home Office (not more than 1 day per week).
• Performs additional responsibilities as requested*

Success will be measured by :

• Sales results and activities
• Administrative compliance
• New program customer activations, dealer nominations, and non-program dealers transitioned to manufacturer program customer
• Year over year customer growth
• Margin results
• Program compliance
• Other KPIs as defined by business needs 

Competencies:

• Customer Focus: Building strong customer relationships and delivering customer-centric solutions
• Action Oriented: Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm
• Drives Results: Consistently achieving results, even under tough circumstances
• Communicates Effectively: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences
• Optimizes Work Processes: Knowing the most effective and efficient processes to get things done, with a focus on continuous improvement
• Collaborates: Building partnerships and working collaboratively with others to meet shared objectives
• Manages Ambiguity: Operating effectively, even when things are not certain, or the way forward is not clear
• Self-Development: Willingness to engage in new material and learnings to enhance product and selling skills

Education/Experience:

• 5+ years of total sales experience, such as field and B2B sales and establishing/sustaining key customer relationships
• At least 2+ years of sales experience in Tire Industry/Wholesale Distribution preferred
• Bachelor’s Degree preferred
• Required to have a valid driver’s license and 3-5 years driving experience

Knowledge & Skills:

• Fluency of Tire manufacturer Programs
• Familiarity with supply chain processes
• Familiarity with tire manufacturer warranty, programs, and tire products
• Familiarity with customer relationship management tools (Microsoft Dynamics)
• Familiarity with enterprise resource planning systems (Prophet 21)
• Familiarity if with business intelligence tools (Power BI)
• Proficient in Microsoft Office suite
• Excellent communication skills; written, verbal and presentation
• Ability to analyze data to identify trends and opportunities to grow market share
• Home-based work with travel up to 70% with frequent overnights

Salary Range: $64,000 to $80,500

  TireHub will consider the employment of all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws. TireHub maintains a drug-free workplace in accordance with state and federal law.