Regional Manager -After Market - Stoughton Parts Sales : Job Details

Will represent Stoughton Aftermarket and carry a strong voice of customer with Dealers, Fleets, Repair Shops and Independent Aftermarket Distributors. The regional manager must have the ability to instill trust within all levels of Stoughton LLC and the customer with the ability to build long lasting partnerships. Must have the ability to represent Stoughton Aftermarket in value selling and offer excellent customer support.

Essential Duties and Responsibilities

• Strategic Selling & Planning - Create and implement a comprehensive annual business plan for the region and track weekly progress compared to budget in an effort to achieve growth targets.
• Strategic Management - Manage a region efficiently that encompasses 10+ states that include dealers, distributors, repair shops and strategic fleets within the trailer aftermarket industry.
• Strategic and Analytical Selling - Achieve sales & profit goals through the development and implementation of the business plan that is designed to sell more products to current customers as well as prospective new customers.
• Communication - Customer facing and ability to carry a strong voice of customer back to Stoughton LLC.
• Collaboration - Work with Sales Leadership, Director of Operations and Manager, Business Development & Marketing to develop, implement, and distribute sales promotions for various products throughout the year.
• Collaboration & Communication - Strong collaboration with Director of Operations to ensure the needs of the customers are being met as it relates to delivery, customer service, inventory, purchasing, pricing and customer service.
• Communication & Market Intelligence - Maintain clear, concise, and timely communication to leadership regarding customer issues, competitive programs, activities, procedures, policies and promotions. Strong ability to decipher threats and opportunities to management.
• Presence & Value Selling - Must have a strong professional presence with ability to clearly articulate sales and marketing tools through value selling. Ability to present to all levels of the customer with clear messaging and content creation.
• Presence & Representation of Stoughton - Maintain exemplary professional public relations with all contacts, i.e., customers, prospects and their employees, and suppliers at all times.
• Customer Analytics - Collect customer feedback regarding current service levels, portfolio and opportunities at the customer. Support the development with Manager, Business Development & Marketing of programs to improve customer satisfaction and product expansion.
• Adaptability - Must be able to multitask and be flexible in supporting customer requests and Stoughton management business.
• Team Player - Must be able to work within a team environment with strong communications skills that are constructive and collaborative.

Knowledge, Skills and Mental Requirements:

• Above average knowledge of commercial vehicle industry to include semi-trailers.
• Technical Aptitude - Have basic understanding of parts and service in on/off highway industry.
• Analytical reasoning - Must be able to define the issue, weigh the options and select an action to resolve the situation.
• Critical thinking - Must be able to objectively assess a situation, gather all pertinent information and come to a recommendation/conclusion.
• Problem Solving - Must be able to creatively think of a win/win solution to an issue, or determine that additional opinions are needed and seek them.
• Decision Making - Must be able to make a decision to an issue, based on financial impact to the company, understand policies and procedures, and the ability to logically support the decision made.
• Judgment - Must be able to exercise fair and equitable judgment with consistency.
• Interpretation skills - Must be able to verbalize policies and procedures and the logic for each.
• Patience - Must be able to act professionally, and responsibly in all business dealings with customers.
• People skills - Must be able to handle explosive stressful situation and issues with customers.
• Presentation skills - Must be able to make both formal and informal presentations to customers and prospective customers.
• Concise communication skills - Must be able to verbalize exactly what is meant.
• Macro business view - Must be able to comprehend the short & long term goals of the division and Stoughton Trailers and act upon those goals.
• Organizational skills - Must be able to outline the processes and put an organization to its accomplishment that eliminates ‘non-value added' steps.
• Sales - Must be able to persuade a customer to purchase our products and/or negotiate a resolution to an issue regarding our services and products.
• Computer skills - Working knowledge of the company computer system in order to make use of the information for the research process to making a decision. E-mail is essential. Must have an understanding and working knowledge of software programs.
• Leadership skills - Must have the ability to initiate communication with customers, employees, and suppliers with the end result of resolution to a problem and/or create opportunities.

ACTIVITY EXPECTATIONS

• Fully engaged & actively outside selling, customer facing in the region 60-70% of time (car or air).
• Responsive & timely communication with customers & Stoughton Team.
• Daily engagement & collaboration with Inside Sales Partner.
• Collaboration & check-in with sales leadership daily, weekly and/or as needed.
• Timely & comprehensive activity reporting (CRM & weekly management meetings).
• Thorough trip planning & preparation including customer & prospect objectives.
• Time splits:
  • 50% New Account Development (hunting).
  • 40% Existing Customer Management (gathering).
  • 10% Reporting & Administrative work.
• Weekly management meeting attendance and collaboration.
• Daily & weekly tracking of regional performance including sales, GM$ & GM% tied with aftermarket objectives.
• Weekly management of T&E.
• Comply with all company policies and procedures.

Tools and Equipment Used:

• Computer, Vehicle for Customer Interface, Internal Software Programs, Phone, Calculator, Copier, Printer and E-Commerce.

Additional Information

• Must be able to be a contributing member of the aftermarket team through the contribution of ideas and concepts to optimize customer experience and to outperform the competition.
• As required by law, reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions for this position.

Qualifications

• Education: Bachelor's degree and/or 10+ years of commercial vehicle aftermarket selling or service support in the field. Proven track record of achieving targets.