Advance Auto Parts Job Description Job Title: Commercial Sales Manager, Retention and Growth Department: Commercial Sales Department Reports To: VP Commercial Sales, Retention and Growth FLSA Status: Exempt Job Grade: 17 Job Code: CS0033 Prepared By: Human Resource, Commercial Prepared Date: 11-17-08
SUMMARY Develops and leads a Commercial Sales Team to achieve Commercial Sales targets as well as Gross Margin targets by performing the duties outlined below. The CSM is responsible and accountable for the overall Commercial Sales Program results in their assigned territory, with emphasis on retaining and growing sales from existing Commercial customers. The CSM is responsible for meeting or exceeding targeted Commercial Sales, meeting or exceeding targeted Commercial GMU and maximization of each Commercial Program in assigned territory. Manages a group of Commercial Account Managers (CAMs) who are assigned to retention and growth of existing customers.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. 1. Demonstrate at all times behaviorconduct that is in keeping with the Culture and Leadership Principles of Advance Auto Parts, including our Code of Ethics. Responsible to see that all CAMs operate according to established company policies and adhere to the Companys Code of Ethics. 2. Oversee the recruitment, selection, development and retention of Commercial Account Managers (CAMs) in order to support the Companys strategic plan for internal growth and career opportunities. Provides continuous evaluation and performance feedback to assigned CAMs and takes actions when needed to ensure a high level of performance. 3. Regularly travel with CAMs, observing, coaching and teaching in order to maximize performance and results. 4. Report to the VP Commercial Sales Retention and Growth and works with the Regional Vice Presidents, Store Operations and other key personnel to achieve all agreed upon financial targets for the assigned territory including Commercial Sales and Gross Margin. 5. Establish Commercial Sales and Gross Profit goals and targets. Partner with the Regional Vice Presidents to design and implement a Commercial Business strategy for each DMA in their assigned territory that supports market share growth. This strategy must include new commercial programs, inventory adjustments, and plans to counteract any competitive actions. 6. Conduct regular financial analysis of Commercial Sales Trends to determine areas of opportunity for improving Sales, and Gross Margin. Work with CAMs to develop plan to maximize market potential. 7. Work with the VP Commercial Sales Retention and Growth and CAMs to review market data to determine price schedules and discount rates that will meet or exceed Commercial sales targets and gross margin targets while maintaining the highest level of customer satisfaction. 8. Deliver sales presentations to key customers in coordination with CAMs and Director of National Accounts. 9. Possess working knowledge of company products and services and oversees the introduction of new processes andor products, including any required training. 10. Manage expenses and oversees expenses for assigned CAMs. 11. Monitor and evaluate the activities and products of the competition in their assigned territory. 12. Regularly plan and schedule meetings or conference calls to disseminate information.
SUPERVISORY RESPONSIBILITIES 1. Manage assigned Commercial Account Managers for the assigned territory. 2. Responsible for the overall direction, coordination and evaluation of their CAM group. 3. Conduct supervisory responsibilities in accordance with the Companys policies and procedures, as well as all applicable laws. 4. Responsibilities include recruitment, interviewing, hiring, and training CAMs; planning, assigning, and directing work; appraising and coaching performance; rewarding and disciplining Team Members; addressingcomplaints and resolving problems.
QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, andor ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION andor EXPERIENCE 1. Bachelors degree (BABS) or equivalent from a four year college or university. 2. Four to six years automotive aftermarket related sales or sales management experience andor training; or equivalent combination of education and experience. 3. Computer proficiency required. Working knowledge of Microsoft Word, Excel, and Powerpoint preferred. 4. Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. 5. Ability to calculate figures and amounts such as discounts, percentages, sales increases, and gross profit percent 6. Ability to review and analyze business reports, such as profit and loss statement. 7. Ability to define problems, collect information, establish facts, and draw valid conclusions. 8. Ability to write reports, business correspondence, and procedure manuals. 9. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public 10. Ability to interpret Company Policy and apply to a variety of situations, while maintaining consistency throughout assigned accounts.
CERTIFICATES, LICENSES, REGISTRATIONS Possess a valid drivers license and meet the company standards for MVR requirements.
PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by a Team Member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 1. While performing the duties of this job, the Team Member is frequently required to stand and talklisten. 2. The Team Member is frequently required to walk; sit; use hands to finger, handle, or feel; and reach with hands and arms. 3. The Team Member must frequently lift andor move up to 10 pounds and occasionally lift andor move up to 25 pounds.
WORK ENVIRONMENT 1. The Team Member will be required to spend extensive time traveling in andor driving a vehicle. 2. This position requires frequent overnight travel.
Advance Auto Parts - 14 months ago
Advance Auto Parts, Inc. (Advance) operates within the United States automotive aftermarket industry, which includes replacement parts...