Manager – Aftermarket Sales, South U.S.

Phillips Industries and Phillips Connect

12h•Remote

About The Position

The Manager – Aftermarket & Fleet Sales is responsible for growing profitable sales of heavy-duty truck and trailer parts through distributors, dealer groups, and fleet accounts within the Texas, Louisiana and Mississippi territory. This role focuses on disciplined territory management, relationship development, product training, and execution of sales programs to increase market share and improve line penetration. The Manager operates as an experienced, self-directed individual contributor who independently manages territory performance while aligning with company sales strategy. The position partners closely with Pricing, Supply Chain, Marketing, and Customer Service teams to deliver reliable service, competitive solutions, and profitable growth.

Requirements

Bachelor’s degree in Business, Marketing, or related field; equivalent experience accepted.
5–8+ years of field sales experience within heavy-duty truck, trailer, or related aftermarket industries.
Demonstrated track record of achieving territory revenue and growth targets.
Strong understanding of distributor and dealer channel dynamics.
Effective presentation, negotiation, and relationship-building skills.
Proficiency in CRM (Salesforce preferred) and Microsoft Office tools.
Ability to travel 70 - 75% within assigned territory.

Responsibilities

Manage all aftermarket distributors, dealer groups, and fleet accounts within the assigned territory.
Develop and execute annual territory business plans with sales goals by customer and product category.
Maintain a structured call cycle for A/B/C accounts (weekly / monthly / quarterly).
Ensure broad product line penetration, including core and premium offerings.
Identify underperforming accounts and implement corrective action plans.
Achieve or exceed monthly, quarterly, and annual sales targets.
Identify new accounts, new locations, and competitive conversion opportunities.
Increase share of market within existing accounts by introducing additional product categories.
Drive execution of approved promotions, stocking programs, and new product launches.
Build strong relationships with branch managers, outside sales representatives, purchasing teams, and fleet maintenance leaders.
Conduct regular branch visits to support product knowledge and reinforce stocking commitments.
Support joint sales calls with distributor representatives targeting fleets and repair shops.
Serve as primary territory contact for addressing service-related issues, coordinating internally as needed.
Maintain strong working knowledge of company products, applications, and competitive alternatives.
Conduct product training sessions for distributor, dealer, and fleet personnel.
Utilize consultative selling techniques to demonstrate features, advantages, and ROI.
Provide field feedback regarding product performance and competitive activity.
Present company pricing structures, programs, and promotions within established guidelines.
Operate within approved pricing authority and escalate non-standard requests appropriately.
Ensure customers correctly implement price files, rebates, and marketing initiatives.
Utilize CRM to plan calls, log activities, and maintain accurate pipeline information.
Prepare weekly territory updates summarizing wins, losses, and competitive trends.
Analyze sales performance by account and product category to identify growth opportunities.
Work closely with Sales leadership, Marketing, Product Management, Pricing, Customer Service, and Operations.
Coordinate customer visits to distribution centers or facilities when appropriate.
Participate in trade shows, customer events, and industry meetings as required.