Senior Account Manager, B2b Outside Sales

Compensation: Base Pay $95,000 to $106,000 per year with uncapped commission.

Company Overview

For more than 70 years, TBC Corporation has been a leader in the mobility industry and one of North America’s largest marketers and distributors of automotive replacement tires through wholesale operations. Additionally, TBC responds to the needs of consumers in search of total car care at nearly 470 franchised tire and automotive service centers under the award-winning Big O Tires® brand. TBC is headquartered in Palm Beach Gardens, Florida.

With $5 billion in revenue and more than 3,000 employees in the U.S. and Mexico, TBC markets on a wholesale basis to regional tire chains and distributors serving independent tire dealers and with proprietary brands of tires specializing in passenger, commercial, farm and specialty tires. In 2005, TBC Corp. was purchased by Sumitomo Corporation of America (SCOA). SCOA is the largest subsidiary of Sumitomo Corporation, one of Japan’s major integrated trading and investment business enterprises. In 2018, Michelin, the largest tire manufacturer in Europe, invested in the company which is now a 50:50, privately held joint venture between Sumitomo and Michelin.

Our values are the foundation of our work, how we interact with each other, and the strategies we employ to fulfill our purpose. These are the practices we use every day – in everything we do:

• Integrity - We act honestly because nothing is more important than our reputation.
• Teamwork - We are better together.
• People-Focused - We put people first – our Associates, customers, franchisees, and partners – and cultivate a respectful, collaborative, and inclusive culture, top to bottom, inside and out.
• Accountability - We own our actions and decisions;
  we do what we say we are going to do.
• Leave Everything Better - We innovate to improve everything we touch, and we take actions now to protect the future.

Description

The Senior Account Manager, Local Sales Channel is responsible to profitably grow TBC sales, gross margin and share of market in targeted growth channels. The Senior Account Manager, Local Sales Channel will focus on independent dealers. Success will be achieved through maintaining a customer-centric approach and flawless collaboration with the respective local Distribution Center Operations, Sales Operations, Sales Leadership and other TBC departments and functions.

Responsibilities

• Actively engage and grow current and prospective customers in assigned market
• Drive Associate Dealer enrollments and engagements with Independent Tire Dealers
• Work cross-functionally with Supply Chain Operations, Sales Operations, Finance, Marketing, and cross functionally throughout TBC.
• Develop strong relationships with customers by Physical Visits/Teams Calls and supplier partners
• Participate in the deployment of marketing/promotional programs
• Demonstrated ability to convert or transition leads to profitable sales

Additional Responsibilities

• Actively facilitate vendor programs with customer base by getting the GET – GIVES and GO’s
• Average of 67 Physical Calls per month. Friday being the ADMIN Day.
• Facilitate and communicate TBC specific promotions and programs
• Facilitate dealer training opportunities and deliver strong presentation skills
• Develop customized business plans to present to customers to assist them in growing their business

Continued Responsibilities

• Ability to organize and analyze data to aid in the decision-making process
• Use Salesforce.Com to increase interaction with customers, track opportunities and unlock growth
• Hold monthly and quarterly business reviews with customers to show ways to grow their business, and articulate how to help them do so
• Meet and exceed established sales metrics and targets
• Be the voice of the customer and marketplace

Added Responsibilities

• Develop and execute Share of Wallet growth plan for top 15 retailers in book of business
• Develop and execute Pricing profiles to grow to and sustain high Share of Wallet customers accounting for their number of rooftops in collaboration with the Pricing team
• Develop and execute Local DC product screen to drive increased return on capital employed
• Collaborate with tire manufacturing sales reps to drive associate dealer compliance and share of wallet growth and sign new associate dealers.
• Be the benchmark for the Region in use of Salesforce
• Represent peers on Sales Team Advisory Council or another corporate initiative to increase Sales performance

Qualifications

• B.A. or B.S. Business, Sales or Marketing degree preferred
• Proficient in Microsoft Office, especially Excel and PowerPoint
• Proven sales experience with minimum of 5 - 7 years experience
• Automotive, tire experience or other transferrable sales skills
• Demonstrated business and financial acumen across the organization
• Professional appearance and virtual/in-person communication skills required
• Self-motivated and self-directed with a strong results orientation
• Valid driver’s license and CarData complaint vehicle
• Ability to work autonomously with limited supervision
• Self-starter;
  can work independently with little to no daily/weekly guidance
• Bilingual in Spanish /English is a plus