Sales Manager - Distribution & Buying Groups

Sales Manager Of Distribution And Buying Groups

The Sales Manager of Distribution and Buying Groups uses industry and sales experience to drive results through mentorship and training of sales personnel, key performance indicator (KPI) tracking and program management for the buying group. This role will proactively anticipate needs while overseeing the team's day-to-day workflow and prioritizing various projects. This role will have in-depth product knowledge and customer service best practices. The Sales Manager will be an integral part of upskilling our sales personnel and driving results within the Distribution sales team.

Responsibilities And Duties

Drive Sales Results

Lead weekly KPI meetings with Distribution sales team which includes ensuring all KPI data is updated by the team. Clearly communicate KPI expectations to the team. Monitor and report on progress of KPIs and mentor team to make adjustments when needed. Have oversight of customers' short- and long-term goals and support the team to meet goals. Assess new business opportunities and drive customer acquisition, retention and expansion initiatives. Create weekly status report on account updates and other developments within the team and review with the Director. Lead and oversee buying group programming including contract reviews and show ownership. Sales Support and Training

Serve as a mentor to sales personnel through support and feedback that furthers their growth and business results. Ensure sales team is appropriately scheduling and meeting set travel expectations, then reporting on trips scheduled to the Sales Manager. Regularly participate in ride-alongs and targeted sales trips, then provide growth feedback on opportunities identified. Create long-term, sustainable sales training for sales team in collaboration with leadership. Recommend improvements to current sales processes and new best practices to further sales strategy. Serve as a subject matter expert of the enterprise resource planning (ERP) system to optimize the sales team's use of the system. Assist in resolving complex customer issues with a focus on long-term satisfaction and retention. Support team with escalated customer questions related to products, prices, availability, and product features. Assist with invoice corrections, returns and pre-paid freight requests from the team's customers.

Product Knowledge

Continually grow technical, product, and application knowledge of parts essential to the heavy-duty vehicle aftermarket and keep current on new products and product updates. Serve as an on-demand subject matter expert to sales personnel. Proactively seek opportunities to document and share knowledge of parts and markets to support the sales team in their growth and development. Coach team to effectively communicate features, benefits, and warranty policy information to customers and suggest sale of related parts when identical replacements are not available.

Management and Team Development

Consistently exhibits HTI's core values and servant leadership style. Directs employee's work through technical and managerial expertise. Communicates, advises and reinforces change management efforts with employees. Sets and communicates vision for their team to produce profitable business results and achieve high performance which includes overall and daily goals. Provides clarity on goals as necessary. Supports the team by solving complex problems and making substantial decisions that impacts them. Responsible for handling all employee grievances, incidents, conflict management and emergency situations. Responsible for holding team members accountable to follow all company policies (ex. handbook, travel, etc.). Understand all safety and compliance procedures and handle when not followed. Places an emphasis on employee engagement and retention to boost productivity and performance and reduce employee turnover. Oversee the employee life cycle which includes hiring, development, engagement, retention and separation. Responsible for managing and approving employee leaves and time cards, as well as reinforcing timekeeping and attendance requirements with employees. Responsible for ensuring employees submit expense reports and Motus information on time. Strategize with other leaders on defining roles and ideal career paths within the function and preparing a succession plan for each role. Understand each team member's career goals and support them in achieving the career path they wish to follow. Encourage and foster a collaborative work environment within the team and between the team and other departments. Lead teams to develop reliable processes and procedures that produce results.

Skills And Qualifications

Associate's or Bachelor's degree (or currently pursuing) in sales, marketing, and / or business, OR 7-10 years of sales, customer service, heavy-duty truck and trailer equipment sales, automotive parts sales or related industry experience required. Previous leadership experience is preferred. Proficient in Microsoft Office Suite products with ability to conduct basic database tasks in Excel. Experience with an ERP system preferred. Proven success in meeting and exceeding sales goals and business results. Previous experience in continuous process improvement. Excellent verbal and written communication skills. Ability to provide personable and professional customer service. Strong analytical, critical thinking and time management skills. Strong active listening and strategic influencing skills. Demonstrated ability to build strong relationships with all levels of internal and external personnel. Ability to stay adaptable to changing environments and tasks.

Physical Requirements

Must be able to lift / carry 50 lbs. infrequently. Prolonged periods of sitting at a desk and working on a computer. In-office position when not traveling. 50% or more of travel required (driving and flying).

Why Work With Us?

Competitive benefits (medical, dental, vision, 401k with match & more!) Competitive pay and commission Wellness discount Generous PTO and paid holidays Parental leave Employee Assistance Program (EAP) Employee referral program Positive growing company culture Opportunities for upward mobility

About HTI

New Life Transport Parts Center is a division of Hinton Transportation Investments, Inc (HTI). HTI is an industry leader in heavy duty truck and trailer parts sales and is a family-owned business with values centered around humility, consistency, and passion. With continuous growth and expansion nationwide, the company is eager to add new, talented individuals to the team! The organization has over 30 locations nationwide and globally and prides itself on internal upward mobility. HTI is not shy to reward or promote those who exhibit outstanding on-the-job performance, leading to more opportunities for YOU! HTI is an Equal Opportunity Employer.