Tenneco is one of the world's leading designer, manufacturers and marketers of automotive products for original equipment and aftermarket customers, with approximately 78.000 team members working at more than 300 sites worldwide. Through our four business groups, Motorparts, Ride Performance, 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.
The purpose of this job is to develop and execute business plans for large retail partners. Sales Managers work to generate value for retailers while driving revenue growth with current business through identification of new category and market opportunities. They are the lead position responsible for their account, both internally and externally. They are responsible for earning the trust and respect of account stakeholders, forecasting current and new business, optimizing business opportunities, delivering on commitments, and transforming account insights into innovative ideas for tomorrow.
Sales Manager
The Retail Sales Manager is dedicated to the O'Reilly Auto Parts account and is the key point for that relationship. They work closely with their account to develop and execute short- and long-term strategic plans, focusing on sustaining and growing profitable sales while mitigating oncoming risks. As the primary DRiV point of contact, the Sales Manager is responsible for providing direction for the sales organization in support of key account objectives while implementing company goals, including expanding existing business as well as with new product line introductions.
ESSENTIAL TASKS AND RESPONSIBILITIES
Retail Partner
Execute business plans to increase sales and revenue in support of DRiV strategy
Collaborate with retail partner to identify ways that DRiV can help them accomplish their business goals
Organize, lead, assign, and track activities for development, implementation, and maintenance of value-generating activities to meet customer needs
Develop timelines and activity reports to drive on-time completion of critical tasks
Team / Relationship Management
Manage a team dedicated to their account
Build relationships internally and with key decision-makers in partner organizations
Address customer concerns in a swift and effective manner to maintain customer satisfaction
Monitor financial account status and collaborate with key partners to ensure alignment
Communication & Collaboration
Develop forecasts, monitor performance and report the status of sales goals to DRiV leadership
Inform partners on pricing updates, new products, or special offer programs
Present, persuade and educate customer audiences on the value of DRiV's portfolio
Communicate with cross functional teams to identify opportunities and retain partnerships
Ensure sales and engineering collaboration is sustained throughout organization (new/existing business)
Maintain records of customer market and industry intelligence utilizing Salesforce/Cloud
Develop product recovery plans for strategic customers in all applicable categories
Partner with product team and plant controllers to ensure margin objectives aligned with DRiV expectations
Eye for Opportunity
Negotiate sale of products and programs based on opportunity analysis
Research account objectives to identify new opportunities for account development
Recommend products/services based on identified customer needs to generate additional value
Leverage multiple sales data sources to expand account sales for new DRiV products
Prepare commercial documents and presentations for internal management approval
SPECIALIZED KNOWLEDGE, SKILLS, & ABILITIES
Knowledge
Sales/marketing principles and techniques
DRiV brands and services
Partner account information
Intimate knowledge and proficiency in O'Reilly SupplyLine data portal
Well established experience with O'Reilly reports and processes, contract amendments, item master updating, return authorizations, etc.
Logistic management principles (i.e. Risks associated with product supply logistics)
Data reporting systems
Financial calculations: Margin, performance to AOP, fill rates
Skills
Software: Microsoft Office, SAP/Cloud for Customer or other CRM platforms
Data analytics/visualization: Microsoft PowerBI, Excel, PowerPoint
Project management
Coordinating collaborative team efforts
Conflict resolution
Abilities
Strategic focus - Prioritize tasks based on urgency
Communication and collaboration across functional disciplines
Public speaking
Communicate importance, urgency, and priority to motivate action
Leadership mentality fostering team building
QUALIFICATIONS
4-year degree in business, marketing, or relevant field
6+ years of direct experience in sales or account management for O'Reilly Auto Parts merchandising business
Computing skills:
Microsoft PowerPoint & Excel
SAP-driven point-of-sale data
Analytical skills
Able to read and interpret data, communicate insights to customers, and identify growth opportunities
Ability to generate reports and sales charts from corporate and customer data for product line reviews and business status tracking
Business, finance, accounts payable knowledge
Presentation skills
Able analyze data metrics and present findings to internal stakeholders and customers
Communication skills
Microsoft Teams, phone, other virtual meeting software
Ability to travel
Will require travel to account sites, distribution centers and manufacturing plants
Preferred:
Reporting & Data Analytics (Microsoft Power BI)
We are committed to the safety and health of our employees. We adhere to social distancing recommendations and other protocols, ensuring a safe work environment for all.
Equal Opportunity Employer Minorities/Women/Veterans/Disabled
