Customer Development Manager – Auto Dealer
| Company | American Tire Distributors |
|---|---|
| Location | Dublin, OH, USA, Canton, OH, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | Bachelor’s |
| Experience Level | Mid Level, Senior |
Requirements
- Excellent selling skills including consultative selling
- Must have the ability to build, communicate and execute a business plan
- Ability to understand and explain elements of automaker tire programs, including the business case for tire sales at car dealerships.
- Ability to understand profit and loss calculations and basic business finance along with the ability to calculate and articulate pricing and gross profit multipliers, margin return and mark-up. Ability to calculate sales increase needed to offset a GP% decline.
- Experience with digital business solutions from B2B/C platforms and robust tools – analytic tools for insight driven selling
- Knowledge of current materials, methods, tools, i.e. market analysis, financial and market intelligence tools and equipment (including technology)
- Ability to think innovatively, be able to identify and act on ideas which further the Company’s strategic goals and business plan
- Minimum High School Graduate or GED; Bachelor’s Degree from 4-year college or university preferred
- 3+ years’ experience as a sales professional or similar
Responsibilities
- Present financial opportunity to car dealerships
- Achieve territory sales and productivity goals
- Develop tire retailing capabilities of assigned car dealership accounts
- Develop new business opportunities by working with OEM field contacts
- Ability to create business solutions to customer needs that directly impacting the customer’s bottom line
- Develop account strategies to increase revenues
- Employ business development tools (including Professional Selling Skills) as provided by the Company
- Understand and share relevant programs available to accounts
- Gather business intelligence and share with field partners and field support center partners
- Develop and nurture contacts with tire manufacturer representatives within the territory
- Attain monthly Sales and Business Plan objectives within the assigned territory
- Must master the business development tools (e.g. PSS, Car Dealer Needs Analysis, CRM, OEConnection, proprietary web portals) as assessed by Training Facilitators.
- Demonstrate, maintain, and sustain proper use of the business development tools as assessed in-market by the Managers – Car Dealer Sales.
- Understand and convey the elements of each of the corporate accounts programs to assigned accounts as assessed by the Managers – Car Dealer Sales.
- Solve customer relations problems relating to any account activity
- Keep accurate and timely records of key contacts and field activity with CRM tools provided by the Company
- Maximize sales opportunities through sales calls (primarily personal visits and some telephone calls)
- Maintain a thorough knowledge of products (new and existing), policies and merchandising information to effectively serve dealers.
- Monitor and communicate competitive information including pricing, policies and marketing strategies and relate information back to appropriate personnel.
Preferred Qualifications
- Thorough understanding of principles of marketing and advertising cost-effectiveness, including market sector targeting, product offer development
- Excellent time management and organizational skills
- Ability to communicate effectively orally and in writing with the ability to articulate the ATD value proposition
- Ability to create business solutions to customer needs that directly impacting the customer’s bottom line
- An understanding of the retail sales process
- Embrace change, self-starter, energetic
- Proficient in Microsoft Excel, Word, PowerPoint and Outlook
- Should be a strategic and innovative thinker, to be able to identify and act on ideas which further the company’s strategic goals and business plan.
- Communicate effectively across teams, functions and departments, communicate clearly and concisely and adjust communication style to improve performance.