Account Management and Field Sales Manager
About The Position
This remote field position provides dealer and distributor partners with aftermarket parts management support in parts sales, customer service, and business performance. The role helps partners implement programs and grow parts sales, collaborating with District Parts Managers in adjacent regions when dealer groups operate across regional boundaries. The territory includes Minnesota, Michigan, Montana, and the Dakotas. Candidates must reside within the territory they support; the posting also lists Kentucky, Michigan, Ohio, Minnesota, Idaho, Montana, North Dakota, or South Dakota as eligible locations. The position manages a large district averaging approximately 30 locations and requires travel of 50% or more. It reports to the Director of Parts Sales – West. The position works with dealer and distributor leadership and personnel to improve parts-department operations and financial performance, implement national aftermarket standards and sales programs, and support truck customers. It conducts audits and financial analysis, provides business and marketing advice, monitors territory performance, and shares field intelligence with headquarters. It also supports training, systems activities, customer needs analysis, and coordination between dealer/distributor personnel and headquarters teams.
Requirements
- Bachelor of Science or Bachelor of Arts degree plus 8 years of professional experience, or 3 years of directly relevant experience; alternatively, 10 years of relevant experience in lieu of a degree.
- Proven expertise in Microsoft Office.
- Strong oral and written communication and presentation skills.
- Ability to work at all organizational levels and with cross-functional teams.
- Ability to work independently and prioritize tasks.
- Strong sales track record and product sales background.
- Strong analytical skills.
- Ability to travel 50% or more.
- Must reside within the supported territory; eligible locations listed include Kentucky, Michigan, Ohio, Minnesota, Idaho, Montana, North Dakota, or South Dakota.
- Legally authorized to work permanently in the country where the position is located; the role is not open to visa sponsorship or existing visa holders.
- Successful completion of a criminal background check; a pre-employment drug screen may also be required.
Nice To Haves
- Working knowledge of DTNA's Paragon parts system.
- Working knowledge of Salesforce.
- Working knowledge of Tableau.
- Working knowledge of Excelerator.
- Experience with SKUgle.
Responsibilities
- Improve operational performance of dealer and distributor parts departments.
- Develop innovative approaches to changing dealer and distributor behavior to meet national aftermarket parts-performance standards and provide consistent services to truck customers.
- Conduct operations audits and recommend corrective actions based on formal analysis.
- Build effective relationships between dealer/distributor principals and parts managers to encourage adoption of corporate programs and performance standards.
- Work with dealer principals to maintain commitment to aftermarket parts objectives and involve them in parts-manager performance.
- Provide headquarters staff with field intelligence on program effectiveness, training needs, market trends, end-customer behavior, and competitive activity.
- Advise dealer and distributor personnel on achieving marketing and financial goals for parts.
- Recommend changes to facilities, personnel, and business plans as needed.
- Analyze dealer/distributor parts-business finances and recommend improvements in pricing, cost control, and absorption.
- Assist dealer and distributor personnel in developing annual parts business plans.
- Promote and support dealer/distributor parts sales efforts regularly.
- Develop dealer/distributor-level sales and merchandising programs consistent with national standards and corporate guidelines.
- Provide market analysis to help dealers and distributors develop and execute aftermarket parts marketing plans.
- Monitor territory performance and adjust sales plans to achieve individual and DTNA sales targets.
- Regularly visit end customers with dealer/distributor sales and service personnel.
- Analyze customer needs and assess the effectiveness of aftermarket support to end customers.
- Analyze dealer/distributor systems requests and questions, determine issue complexity, and initiate appropriate regional or headquarters action.
- Analyze dealer/distributor requests for technical or managerial training and forward them as appropriate.
- Promote and support headquarters training programs and provide personalized on-site training as required.
- Serve as a technical consultant for company and dealer/distributor systems activities.
- Provide training and act as a liaison between headquarters IT staff and dealer/distributor personnel as required.
- Improve dealer/distributor sales effectiveness by deploying DTNA sales programs, including Excelerator Analytics, Dealer Marketing Tool, Solutionist Selling Techniques, and Parts Academy Training.
- Collaborate with District Parts Managers in adjacent regions to support dealer groups whose areas of responsibility cross regional boundaries.
Benefits
- Annual bonus program.
- 401(k) company contribution with company match up to 6%, plus a non-elective company contribution of 3–7% depending on age.
- Starting at 4 weeks of paid vacation.
- 13 or more calendar holidays.
- 8 weeks of paid parental leave.
- Employee assistance program.
- Comprehensive healthcare plans.
- Wellness programs.
- Onsite fitness facilities at some locations.
- Tuition assistance.
- Paid volunteer time off.
- Short-term and long-term disability plans.
- Relocation assistance is not available.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
