The Sales & Business Development Manager, Parts Wholesale is responsible for driving gross growth in the Parts Wholesale business through effective leadership and strategic development of the sales force across multiple markets. This role focuses on optimizing sales performance via gross maximization and enhancing customer satisfaction by also monitoring stores’ order intake and delivery operations. The position includes managing a sales team and implementing strategies to expand market share. Compensation is performance-based, with incentives tied to both individual and team gross targets. Frequent travel is required to meet with customers and manage sales operations in the field.
Job Responsibilities:
1. Recruit, onboard, train and educate Outside Sales Representatives (OSRs) on AutoNation’s multi‐brand wholesale parts offers. This included increasing their knowledge and understanding of OE parts.
2. Develop OSR sales skills and presentation techniques related to growing the OEM and Precision Parts wholesale business. Work together with OSRs on development of marketing plans and use of marketing material to support wholesale parts offers. Analyze various reports to uncover sales opportunities and track current customer accounts. Actively utilize Purchasing reports such as Wholesale Parts Report, SOR, PAPR, Daily After-Sales reports, Parts Inventory Metrics Rollup. Train and educate OSRs on presenting initiatives which might include charts and graphs to achieve profitability and overall growth goals.
3. All aspects of Human Resources from creating requisitions, when onboarding new OSRs, communicate with various stakeholders to provide company resources such as laptop, cell phone, Dealercentral / CDK / ADP / Coupa access, Concur, PSX account creation, ensure OE OSR requirements are fulfilled and execute a PAF when needed. Monitor and approve PTO requests form OSRs and complete payroll monthly.
4. Creation of monthly OSR goals and tracking using various tools such as YOY and current pace information while also taking into consideration various dynamic aspects within each market and dealership when needed.
5. Train OSRs on various systems supporting the ordering of OEM and Precision Parts such as CCC, OPS, Collisionlink, Repairlink, PartsTrader, and Nexpart to date.
6. Train and educate OSRs on the proper use of PSX (sales reporting and CRM tool) for visit reporting and follow‐up as well as sales reporting. Utilization of Rating system within PSX to provide clearly defined high value targets (HVTs) to gain a solid commitment from customers for increase sales.
7. Liaise with local market management to ensure the highest level of customer service to wholesale customers. Coordinate efforts by including many stakeholders such as inside sales representatives (ISRs) dispatchers, warehouse personnel and delivery drivers.
8. Coordinate with the SSC to open credit accounts for new and existing customers. As well as assist the SSC with delinquent or past due accounts and or checks returned for insufficient funds when time permits.
9. Demonstrate behaviors consistent with the Company’s Vision, Mission, and Values in all interactions with customers, co‐workers, and suppliers.
10. Adheres to all company policies, procedures, and safety standards
Qualifications:
• Must meet company’s requirements for employment.
• Valid in‐state driver’s license and have and maintained an acceptable, safe driving record.
• Candidate must have a bachelor's degree or equivalent work experience.
• Candidate must have a minimum of 5‐7 years wholesale parts experience either in the OEM or Aftermarket wholesale parts management arena.
• Candidate must possess strong and proven leadership and communication qualities
• Candidate must be proficient with Microsoft Outlook, Excel, Word, PowerPoint, Teams, Delve and some knowledge of other products such as publisher, one drive, google maps.
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