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Area Sales Director

Company: Uni-Select Inc.
Location: Vista
Posted on: June 13, 2021

Job Description:

Overview

Responsible for effectively leading all sales, retention, and profitably initiatives of assigned territory. Responsible for team member development and assisting with team member issues, driving continual revenue and profitability growth through developing, implementing and reinforcing effective sales strategies. Acts as a champion and leader within assigned territory, holding team members accountable for adherence to the company's core values while ensuring strong execution of sales initiatives.

Responsibilities

ESSENTIAL FUNCTIONS:

STRATEGY DEVELOPMENT: Responsible for the tactical & analytical planning and solid execution of the area Sales Plan in partnership with Regional Vice President and General Manager.

a. Performs analysis of internal and external data (sales data, market data/trends, team member data, etc.) to develop implement, reinforce and align sales initiatives with strategic objectives

b. Oversees the development, implementation, and reinforcement of annual strategic Sales Plans within assigned territory in partnership with General Manager

c. Utilizes metrics to monitor progress against goals, taking action and initiating adjustments as needed to ensure strategic objectives are being met

d. Develops a marketing plan for the Area and implements strategies to meet or exceed market sales and growth objectives

e. Leads Business Unit through continuous change processes, providing leadership in gaining team buy-in, support, and understanding of current objectives

  1. SALES LEADERSHIP & SUPPORT: Drives designated area's Strategic Sales Plan and Financial Accountability.

a. Communicates the Sales Strategy, ensuring all Sales Managers are aligned with, and supportive of, accomplishment of goals and objectives set within the Organization

b. Leads and directs Sales Managers to create economic value through the efficient utilization of available sales resources

c. Provides leadership, direction, and support to all members of management within assigned territory

d. Maintains and enhances profitability to achieve or exceed budgeted goals

e. Leads all activity through our Business Investment Model for Customer Investments

f. Leads and directs Sales Managers to create economic value through the maximization of sales profitability which includes:

i. Driving sales growth, including targeting new customers and managing the process to achieve new targets

ii. Maintaining and enhancing profitability to achieve or exceed budgeted goals

iii. Maintaining appropriate staffing levels throughout the business unit

iv. Directs all assets including receivables, consignments, etc. for greatest economic impact. Ensures that appropriate and efficient staffing levels are maintained

v. Provides high level oversight of human capital, inventory and fleet. Oversees the prioritization and allocation of sales resources to support and retain customers

g. Accountable for the development and adherence of the Business Unit's budget

  1. PERFORMANCE MANAGEMENT

a. Champions adoption and execution of the Company's Core Values among all team members, ensuring they are executing their duties in a manner that is reflective of the company's values

b. Accurately assesses the strengths and limitations of current team members, working with the sales and operations management and Human Resources to create development plans

c. Provides leadership in communication of business unit and organizational goals and objectives. Communicating objectives in a manner that will ensure team understanding and support of goals and plans

d. Provides opportunities for team members to learn new skills and expand knowledge through stretch assignments

e. Provides regular and timely feedback on performance, addressing limitations and/or underperformance and celebrating successes

f. Fosters an environment in which individuals can succeed, strive to do their best and have a clear understanding of how they contribute to the organization

g. Encourages individuals to generate ideas, strategies and solutions and facilitates implementation of the best solutions

h. Manages and leads team through continuous change, providing leadership in gaining team support and understanding the current and/or revised plans and goals

i. Learns and teaches best practices, sharing information/ideas for continuous improvement

  1. BUILDS AND CULTIVATES RELATIONSHIPS

a. Directs, manages and enhances relationships with internal and external customers to achieve strong partnerships

b. Supports establishment and maintenance of positive, supportive vendor relationships, ensuring vendor relationships are supportive of mutual benefit and growth:

i. Works with Sales Managers to ensure vendor concerns are addressed and that vendors receive appropriate support from FinishMaster

ii. Works with Area Operations Directors, Sales and Operations Managers to ensure vendors are meeting FinishMaster organizational and team member needs at a high level

c. Encourages and models collaboration by involving team in planning, information sharing and decision making

d. Uses group dynamics to bring out different views, plays leadership role in respecting and valuing individual differences that contribute to success

e. Implements, supports and facilitates the development of a customer focused and team-oriented culture

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.

This list may not be inclusive of the total scope of job functions to be performed. Duties and responsibilities may be added, deleted or modified at any time.

As a full-time FinishMaster employee you are eligible for a competitive benefits package including:

Employee discounts & assistance program

Medical, dental, and vision plans

Life insurance & short-term disability

Pet insurance

Paid time off & holiday pay

401K Contributions and Investments

Qualifications

Education & Experience:

Mandatory Requirements-

  • Bachelor's degree with 5 - 10 years field sales

Preferred Requirements-

  • Prior experience in the automotive PBE aftermarket
  • 10 + years of Operations and distribution management experience

Skills & Abilities:

Mandatory Requirements-

  1. Team Leadership: Ability to motivate, direct, and manage employees in a style or manner consistent with Company's culture

  2. Communication:

a. Strong written and verbal communications skillsb. Appropriate phone etiquette and professional demeanorc. Comfortable in speaking in large groups to deliver regional messages

  1. Strong Execution Skills:

a. Experience driving the execution of projects and strategic plans successfullyb. Proven ability to manage multiple tasks, projects and issues with agility in a rapidly changing and dynamic environment

  1. Analytical:

a. Strong problem-solving skills; ability to think strategically and critically in developing solutions to complex problems.b. Understanding of financial statements (P&Ls) and how to positively affect them through action

  1. Organizational Agility: High levels of resourcefulness; knows how to get things done through both formal channels and the informal network

  2. Interpersonal acumen: Able to work cross functionally, up and down the organization with proven ability to build relationships, establish trust and credibility

  3. Change agent: Skilled at getting individuals, teams, and an entire organization to perform at a higher level and to embrace change

  4. Mobility: Ability to travel extensively on a regular basis

  5. Technological aptitude: Proficient in Microsoft Office Suite

OTHER REQUIREMENTS:

The qualifications listed above are intended to represent the minimum skills and experience levels associated with performing the duties and responsibilities contained in this job description. The qualifications should not be viewed as expressing absolute employment or promotional standards, but as general guidelines that should be considered along with other job-related selection or promotional criteria

Physical Requirements

This job may require the ability to perform any of the essential functions contained in this description. These may include, but are not limited to, the following requirements. Specific requirements for a job will be identified at the time of employment. Reasonable accommodations will be made for otherwise qualified applicants unable to fulfill one or more of these requirements

Working Conditions

  1. Works in branch, warehouse and office environment.

  2. Frequent travel to customer shops, vendor meetings, branch and corporate locations, as required. This is a field position.

ORGANIZATIONAL RELATIONSHIPS:

Reports to (title): Regional Vice President and General Manager

Position(s) which directly report to this position (i.e. titles); and number of employees in each position:

  • Sales Manager

Total number supervised, directly and through subordinates: Variable

FLSA STATUS: Exempt

FinishMaster, Inc. is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

Keywords: Uni-Select Inc., Vista , Area Sales Director, Other , Vista, California

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