Regional Sales Manager (Northeast) - Aftermarket
Tenneco is one of the world's leading designer, manufacturers, and marketers of automotive products for original equipment and aftermarket customers, with approximately 65,000 team members working at more than 200 sites worldwide. Through our four business groups, DRiV, Performance Solutions, Clean Air and Powertrain, Tenneco is driving advancements in global mobility by delivering technology solutions for diversified global markets, including light vehicle, commercial truck, off-highway, industrial, motorsport and the aftermarket.
This position will report within the DRiV business group. DRiV is Tenneco's aftermarket product solutions group, with a mission to deliver advancements that help people get the most out of every vehicle, every ride, every race, and every journey. We strive to consistently deliver top tier results behind branded product solutions for our community and shareholders.
Role Description:
The Regional Sales Manager role is part of the Traditional Sales team within the DRiV US/Canada aftermarket business. The Sales Manager will manage a team of District Sales Managers that cover the Northeast part of the country. The candidate must be willing to travel.
Position Responsibilities:
The primary responsibility of the Regional Sales Manager is strengthening the position of DRiV's complete brand portfolio via sales and marketing efforts within all levels the traditional aftermarket. A vital element of this role will be establishing an enhanced level of connectivity between DRiV and the Traditional Aftermarket business.
This position will also be responsible to develop and execute sales initiatives to continuously reinforce the value proposition of our core brands. Developing market blitzes, technical training clinics and sales meetings are a few examples of the primary areas of focus.
Additional responsibilities of the position include: working with DSMs to enhance their skills in customer relationship management, business planning, servicing and supporting business with the existing customer base, new business prospecting, competitive changeover planning and completion, new store engagement, selling programs / promotions, working the their sales team to develop and execute downstream "pull" programs, product demonstrations, product training for sales team members and technicians, support and execution of any special corporate initiatives and sharing local market knowledge, customer knowledge and competitive knowledge with corporate office. Other key responsibilities include important administrative elements, including the review and approval of DSMs business plans and expense reports in a consistent and timely manner. Additionally, this role must utilize and maintain a strategic business plan that identifies opportunities and action plans to grow the business.
Essential Duties and Responsibilities:
Be able to effectively communicate our value proposition to all stakeholders and decision makers, with a focus on Traditional Distributors of Auto Parts.
Understand voice of the customer feedback, buyer needs, and purchasing behaviors to source revenue growth opportunities within new and existing accounts.
Develop and execute strategic business plans, benefitting both short-term and long-term growth.
Understand all products lines, services, and policies concerning the terms and conditions of sale, including but not limited to pricing, discounts, returns, credits, and warranty.
Tailor DRiV's value proposition message for product and service offerings based on customer needs.
Gain strong command of the existing customers voice while also maintaining high visibility to potential market growth opportunities.
Collaborate with internal partners and colleagues to ensure customers have an optimal experience.
Complete related tasks and assignments in a timely manner.
Utilize good judgement in commitment and spending of company funds.
Develop and maintain strong working and personal relationships with key the decision-makers and stakeholders.
Requirements:
Bachelor's degree required.
Minimum five years sales management experience in the Automotive Aftermarket preferred.
Possess and maintain a valid unrestricted driver's license
Excellent computer, presentation and written communication skills. MS Powerpoint & Excel skills required. MS Teams, Sharepoint, SalesForce.com, Power BI, experience preferred.
Travel will be required: 50+%
Skills:
Strong ability to adapt messaging and value proposition to match customer needs.
Deep understanding of pipeline management and creating detailed revenue forecasts.
Ability to develop lasting customer relationships.
Basic negotiating skills and ability to close business.
Ability to quickly learn & understand products, price points and key differentiators from the competition.
Recognizes industry trends and the business environment.
Ability to perform cost analysis and margin reports.
Strong digital ability.
Demonstrates the capability to draw conclusions and interpret trends from business data.
Strong project management skills to ensure goals are met on time and within budget.
An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
