As a Regional Sales Manager, you will provide leadership and day-to-day management of assigned Territory Sales Managers as they work towards monthly and yearly objectives. This position is responsible for maximizing the company’s Accessory sales revenue and profit objectives by mentoring, collaborating, and coaching the sales team. The Regional Sales Manager is also responsible for ensuring that team members are executing their daily responsibilities and following designed workflow processes and procedures.
Regional Sales Manager Responsibilities Include:
Lead a team of Territory Sales Managers (TSM) who work closely with dealer personnel to provide product, sales, and process training on OEM (Original Equipment Manufacturer) accessories to increase accessories sales within the dealership.
Develop and implement strategies to meet all accessory sales objectives, ensuring TSMs are aware of their individual goals and required actions. Best practices and go-to-market strategies should be shared with Suburban Accessories sales leaders to promote group success.
Take a creative approach to identifying opportunities for new sales strategies, incentives/programs, and satisfying customer needs.
Position yourself as a leader and voice for your location on weekly and monthly calls with SA leaders.
Collaborate with other business unit leaders to ensure all departments are aligned.
Mastery of relevant SA tools implemented to support our business (Reynolds & Reynolds, NetSuite, Dayforce, Office365 [Outlook, Teams, SharePoint, Excel], GM EPIC, GM ADS/eStore, MC Distributor, FAD Reporting, Ford DSS, and other relevant technology).
Conduct weekly calls with your TSM team to provide direction and updates on SAS, SA, and OEM activities/programs to encourage consistent processes and drive growth for your region.
Travel with TSMs to dealer customers to support, train, and develop key relationships.
Complete quarterly reviews with your TSMs, facilitating honest and open conversations about strengths and areas of improvement. One-on-one coaching to support TSM should be provided as appropriate and with a regular cadence.
Collaborate with vendors on product knowledge and programs to provide TSMs with the information needed to support dealer training needs, engaging the Marketing Department, as necessary.
Build strong working relationships with OEM Zone Teams to leverage partnerships.
Support and participate in Suburban Accessories’ continuous improvement initiatives by providing feedback, alerting key stakeholders to issues, and being open to change.
Assist in resolving customer service issues communicated by dealers and involving Customer Service Manager/Representatives as appropriate. May be asked to diffuse escalated situations to leverage the relationship with the dealer.
Partner with HR to interview, hire, and onboard new sales team members, following the established onboarding process and providing the required information in the Applicant Tracking System (ATS).
Maintain effective performance management of TSMs by assessing month-end results, business acumen, and overall engagement in business, holding them accountable to role responsibilities. Performance improvement/disciplinary processes should be followed if expectations are not being met.
Leadership Responsibilities Include:
Adhere to Suburban Automotive Service’s DRIVEN values and align business practices to support the SAS mission and vision.
Manage department revenue and costs within assigned budget; provide thoughtful recommendations and best practice solutions.
Identify any gaps in processes and update procedures as required by system and/or process improvements.
Execute the interview/hiring process of all direct reports and support the process of indirect reports.
Complete goal setting, development plans, and annual reviews for reporting staff promptly.
Coach and train team members to understand duties, responsibilities, and performance with established expectations.
Ensure adherence…