MGR, NTL SLS - SUMITOMO RUBBER NORTH AMERICA INC

POSITION SUMMARY

The Dealer channel National Sales Manager is responsible for coaching the Account Managers into effective Sales habits, proper utilization of the Market research team and the closing of key account initiatives. As a member of the Commercial leadership team the NSM supports the development and implementation for all go to market initiatives, customer satisfaction, and accountable for all sales results.  This position requires 80% travel.

ESSENTIAL JOB FUNCTIONS

• Training of AMs on effective sales techniques  
• Closing of critical deals    
• Meeting & Call prep review
• Align sales effort with MTP, Budgets, Objectives    
• Implement market area strategies.       
• Foster key dealer relationships
• Employee development
• Develop and Manage National Account Program     
• Conflict identification and resolution
• Data Driven Evaluation    
• Run weekly sales meeting process including CRM utilization and guidelines.

PRINCIPAL TASKS

1. Team Leadership 

2. Weekly Sales Meeting Management (MSR)

3. CRM Management (Sales Force)

4. Sales Tool Development and Implementation 

5. Opportunity Identification and Sales Promotion Development

6. Implementation of Effective Sales Techniques 

7. Follow-up Management

8. Utilization of Market Research Team and Sales Strategists 

9. Support Price Program and Promotion with Market Intelligence 

10. Close larger offers and program initiatives with key dealers

11. Evaluate AM abilities

12. Create and maintain quality employee relationships Optimize AM roles and placement

13. Create and maintain quality employee relationships

MAJOR CHALLENGES

1. Perform all duties with the highest level of integrity and professionalism

2. Respond to multiple and often shifting priorities with a strong sense of urgency and professionalism

3. Proficient in SRNA’s reporting systems: Business Information and Company Website. Ensure AMs are completely familiar with features and benefits of SRNA’s product line-up, how products are positioned vs. our competitors.

4. Must earn and maintain respect of AMs and internal sales support staff

5. Must be able to speak professionally in any environment or situation.

6. Must ensure that information provided to and used by Sales Staff is accurate and current. 

COMPETENCIES

• Advanced Excel/Data Management

• Automotive Sales Industry Knowledge

• Associate Dealer Program Management

• Dealer Program Status tracking/communication

• Product Knowledge

• Proficient in CRM Salesforce

• Travel and meeting Scheduling

• New Business Development

• Professional Business Communications

MINIMUM QUALIFICATIONS WORK EXPERIENCE:

Minimum of eight to ten (8-10) years experience in a corporate sales environment; five (5) years in outside sales (preferably in the automotive industry) and three (3) years in a leadership/management position with forecasting, budgeting, and goal attainment. Must possess a Bachelors Degree in Marketing, Business Management or any other related degree from an accredited college, or an equivalent combination of education and experience sufficient to successfully perform the essential duties of the job. Must be proficient in MS Office (Word, Excel, Outlook, and PowerPoint). Must be proficient in college level mathematics with demonstrable experience in calculating margins, and mark-ups and percentages, as they relate to prices and sales. Must have strong leadership abilities coupled with excellent communication (both written and verbal) and interpersonal skills. This position requires employee to travel up to 75% via planes and automobiles. Must be able to stand, sit, move, stoop, crouch, and use fingers for extended periods of time, hearing and talking. May require reaching above shoulder heights and below the waist, as well as lifting to 100 pounds. Must be able to engage in a variety of strenuous outdoor events and locations including off-road desert/mountainous locations. The work environment consists of routine travel involving planes, cars, outdoor motorsport venues, entertainment facilities, restaurants, sports environments and office environment. The Physical Demands and Work Environment described herein represent the environment and physical demands 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 of this job. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.