Division Commercial Sales Manager

Division Commercial Sales Manager Do you believe that vehicles are more than just transportation; that they are the engines that drive our lives? Can you lead a Division Commercial Sales Team to help Commercial customers find the right part, right now? Are you ready to sell more than just auto parts? Are you ready to sell confidence with the best equipped Commercial Team in the business? At Advance Auto Parts, we have over 75 years as an after-market auto parts retailer, with more than 3,200 stores. Based in Roanoke, Virginia, Advance Auto Parts, Inc. is the second-largest automotive aftermarket retailer in the United States, based on sales and store count. We are a member of the Fortune 500 and Forbes Magazine named us the best-managed company in the retail sector in 2005. If you have an aptitude for automobiles and/or experience, a solid work ethic, a proven track record of sales success, multi-unit leadership experience and great customer service skills, we want to talk to you! What we want from you: Sells automotive products for repair or distribution to automotive repair shops or customer's place of business by performing the following duties. Responsible for opening new programs as well as supporting current programs to meet and exceed performance expectations. Partnering with Retail Operations Team (Commercial Parts Specialist, Store Managers & Division Managers) to execute the Commercial Sales Program Model in all Commercial Delivery Stores. CRITICAL SUCCESS FACTORS for Division Commercial Sales Manager are: • ACCOUNTABILITY AND OWNERSHIP • BUILDING CUSTOMER LOYALTY • DRIVE FOR RESULTS • SALES ABILITY/PERSUASIVENESS • BUILDING TRUST AND RESPECT • PLANNING AND ORGANIZING • JOB FIT • ADAPTABILITY • BUILDING STRATEGIC WORKING RELATIONSHIPS • COACHING OTHERS • TECHNICAL KNOWLEDGE • COMMUNICATING WITH IMPACT • DECISION MAKING • BUSINESS ACUMEN ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. • Effectively communicate to all Team Members at all times the commercial sales model, company vision, culture, and value proposition through the 2010 Plan and the “7-5-3� (Advance Triangle). • Must possess leadership skills, work unsupervised for extended periods of time, possess average planning and organization skills. • Prepares reports of business transactions and keeps expense accounts. Must submit a period schedule in advance. • Works with Store Managers and Commercial Parts Specialist to keep account activities and literature up to date. (Sales Guide) • Investigates and resolves customer problems with commercial deliveries. • Responsible for achieving division DIFM and commercial delivery goals. • Effectively meeting customer needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty. • Estimate date of delivery to customer, based on knowledge of own firm's production and delivery schedules. • Reviews Commercial Delivery Driver schedules to insure proper staffing in order to meet delivery obligations & commitments to our customers. • Works with Commercial Parts Specialist, Store Manager and Division Manager to meet or exceed delivery time expectations. • The DCSM must stay current with APAL Store Operating policies and procedures to include, but not limited to, register operations, RF Gun utilization, Inventory Mgmt process and any other processes that the DCSM may need to perform during store visits. • The DCSM and DM must meet weekly to review Commercial Sales and market strategy in assigned stores. • Travels throughout assigned division to call on regular and prospective customers to solicit orders, for new business and to maintain existing business. • DCSM must have up to date understanding of competitive landscape in their respective markets. This would include, but not limited to, competitive pricing strategy, personnel, resources (trucks, second sourcing) and marketing. • Coordinates customer training and internal sales person training. DCSM is responsible for achieving the attendance goal. • The expectation is that 95% of the DCSM’s time is spent in the field cultivating new and maintaining existing commercial business. • Setting challenging goals for personal and team accomplishment; demonstrating a sense of urgency in meeting objectives and exceeding expectations; using measurement methods to monitor progress toward meeting goals; persistently working to meet or exceed goals while obtaining satisfaction from the process of goal achievement, making sales, and continuous improvement. • Compiles lists of prospective customers for use as sales leads, based on information from newspapers, business directories, industry ads, trade shows, Internet Web sites, Advance Auto Parts reporting and other sources. • Develop commercial business, develop programs for commercial customers and install new delivery programs. • Tracks stock levels and works with Inventory Management to service accounts. Works closely with Store Manager as well as Sales Floor Manager and Parts Department Manager to achieve this goal. • Attends trade shows, seminars and marketing events. • Coaches both Commercial Parts Specialists and Store Managers on methods to improve commercial sales & profit business results. • Quotes prices and credit terms and prepare credit applications. • Displays or demonstrates product, using samples or catalog, and emphasizes salable features. • Enters new customer data and other sales data for current customers into computer database with Division Managers, Store Managers and Commercial Parts Specialist. • Participates in the sourcing and selection of Commercial Parts Specialist as needed to support existing program growth & new program staffing. SUPERVISORY RESPONSIBILITIES This job has no supervisory responsibilities. QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. EDUCATION and/or EXPERIENCE Associate's degree (A. A.) or equivalent from two-year college or technical school. 3 to 5 years related selling experience, automotive aftermarket commercial program experience (outside sales or parts counter sales) and/or training; or equivalent combination of education and experience. Must possess a working knowledge of automotive system and traditional automotive aftermarket. LANGUAGE SKILLS • Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. • Ability to write reports, business correspondence, and procedure manuals. • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. MATHEMATICAL SKILLS • Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. • Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations. • Ability to read, understand and interpret an Income Statement (P&L Statement). REASONING ABILITY • Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. • Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. CERTIFICATES, LICENSES, REGISTRATIONS • ASE Certified or must obtain certification as soon as eligible. • Possess a valid driver’s license and meet the company standards for MVR background checks. PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. • While performing the duties of this job, the employee is frequently required to stand and talk or hear. • The employee is occasionally required to walk; sit; use hands to finger, handle, or feel; and reach with hands and arms. • The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. • Specific vision abilities required by this job include close vision, distance vision, peripheral vision, and depth perception. WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. • While performing the duties of this job, the employee is occasionally exposed to outside weather conditions. • The noise level in the work environment is usually moderate. • The Team Member could be required to spend extensive time in a car or truck during business hours. • Occasional overnight travel will be required. What we can offer you in return: Competitive compensation package that mirrors your experience, skills, and abilities (base salary, stock, plus some…company car!) Comprehensive benefits package and perks (health, retirement, and many, many, more…) Advancement opportunities and multiple career tracks Rewards and recognition for a job well done (bonus potential!) If you think you are the person Advance Auto Parts is looking for Apply Now! Advance Auto Parts EOE If you think you are the person Advance Auto Parts is looking for Apply Now! Advance Auto Parts EOE