Aftermarket Sales Manager

Position Description:

The Aftermarket Sales Manager is responsible for managing and procuring service and parts customer accounts. Develop relationships with customers through meetings and on-going communications, while representing the company’s core values and strategic direction. Leads a dynamic aftermarket outside sales team that effectively engages customers to enhance the service and parts revenue and profitability. Works with Parts Managers, Service Managers, and other management in meeting the operating objectives and action items for the Allegiance Trucks Parts business line.

HLAs – High Leverage Activities (focus actions that will return the highest impact):

• Lead the Outside Parts Sales Team for assigned region at Allegiance Trucks.
• Execute consultative customer contacts designed to achieve financial sales targets.
• Improve customer retention and fixed operations coverage.
• Maintain key internal, customer, and vendor relationships.

Key Responsibilities and Performance Measures:

• Work in conjunction with locations to increase the fixed operations overall customer retention and profitability and identify follow-up or action items.
• Achieve sales objectives by working closely with locations and customers on how to grow fixed operations business.
• Responsible for managing, monitoring and training all outside sales staff to be a profitable, productive and effective sales force in the market area of responsibility.
• Manage sales team with tools such as Elite Extra and Sales-I.
• Provide ongoing training for product knowledge and sales techniques.
• Foster teamwork between outside sales staff and location managers and staff to ensure overall success.  
• Lead approximately ten Outside Parts and Service Sales Representatives
• Manage approximately 750 customer accounts; each of the ten outside sales representatives maintains approximately 75 accounts each.
• Drive utilization and adoption of CRM and other company tools and reports designed to track and assist team in maximizing sales effectiveness.
• Develop and execute fixed operations, sales and marketing plans to achieve company objectives.
• Identify potential customers and assist them with service and parts needs.
• Develop new strategies to reach markets and new customers.
• Demonstrate good judgement and superior communication skills in working with customers to set achievable expectations and profitable deals.
• Efficiently and effectively deal with customer needs and issues as they arise; determine key issues and resolutions.
• Routinely review existing customers for expanded service and parts opportunities.
• Lead the assigned outside service and parts sales team to execute a sales strategy that fosters goal achievement and scalable success.
• Maintain a current knowledge of the competitive parts and service environment within assigned markets.
• Assist in the marketing of parts and service departments to include specials, promotions, and other marketing.
• Other duties as assigned.

Compensation:

The total compensation package for this position typically consists of 70% salary and 30% variable compensation based on growth.

Qualifications and Education:

• A high school diploma and/or GED is required. Combination of education, training, or experience that provides the required knowledge, skills and abilities.
• College degree preferred but not required.
• Industry knowledge and experience a must.
• A minimum of three to five years’ experience with heavy-duty truck parts and service in a dealership, fleet, fleet maintenance, or similar environment.
• Three to five years’ experience in sales, preferably outside parts or service sales.
• Possess a high level of knowledge of the parts and service product lines.
• Customer-service oriented; excellent customer service capability and strong communication skills.
• Strong interpersonal skills and ability to collaborate with customers, employees, and all levels of management.
• Exceptional verbal and written communications skills
• Possess the ability to foster teamwork and develop a high performing sales team.
• Experience with CRM tools and software; comfortable inputting data into IT systems.
• Strong time management and analytical skills are necessary.
• Ability to travel to remote locations.

Physical and Environmental Conditions:

This position is in a typical parts department environment as well as on the road. Mobility of walking, standing and bending is frequent. While performing the duties of this job, the employee is frequently required to sit, talk, listen and use vision or corrected vision. The employee is occasionally required to walk; use hands and fingers to operate, handle, or feel objects, tools or controls; reach with hands and arms and ability to lift 50 pounds occasionally. Travel may be required.

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