Regional Sales Manager

Valeo•Norfolk, VA

12d•Remote

About The Position

As a Regional Sales Manager, manage Valeo Service US relationship within the Retail Segment of the Automotive Aftermarket. The Regional Sales Manager should have a keen & in depth understanding of & extensive experience within the Retail Segment. The Regional Sales Manager will be responsible for meeting monthly, semester, & annual Order Intake, & Sales Turnover KPI’s. The ideal candidate should be a “self-starter”, detail oriented”, good communicator & have experience working with outside sales representative agencies. This is a remote role based out of your home office but the position will require traveling as needed to support customers.

Requirements

Bachelor's degree in business, or related field is required.
Previous sales background in global automotive aftermarket environment highly preferred
Minimum 5 years with successful experience within the Retail Segment of the Automotive Aftermarket / Key Account management is required.

Responsibilities

MANAGEMENT OF THE SALES TEAM
Ensure that customers are visited by the sales representatives at the right frequency defined (pass cars & trucks)
Ensure each Corrective Action Plan (CAP)/Business Opportunity Plan (BOP) is executed by the sales rep in the timing assigned.
Ensure that sales process is followed by each sales rep and in the good timing: Visits plan: set up in advance respecting visit frequency; Visit well prepared: agenda, CAP/BOP, mastering sales pitch to support each negotiation; Visit report & CAP/BOP survey: close into STORM EVERY day. Check gaps vs. target (visits/Correction Action Plan(CAP)/Business Opportunity Plan (BOP) results) and propose corrective action to Supplier Development.
DEVELOPMENT OF THE SKILLS & MOTIVATION OF THE SALES TEAM
Coach the sales team, reinforcing skills & process and sustaining sales behavior changes.
Identify each individual’s motivators & demotivators & Build self-reliance.
Lead by example and able to demonstrate sales competencies in practical application.
Assess visits to evaluate the level of practices of the sales representatives in the execution of main tasks & in negotiation.
TEAM BUILDER
Team builder focusing on the qualities & behaviors of a winning team.
Has a strong leadership to ensure the commitment of sales representatives.
Weekly Visit Report & QSFR End of each week: Complete WVR “Weekly Visit Report”: Reasons for main gaps between results & targets per sales rep in terms of: “visit frequency”, CAP & BOP. - Actions to implement if needed to improve the situation (coaching…).
END OF EACH QUARTER, Quarterly Sales Force Review with the DIRCO : Detail assessment of the performance of each sales rep. Join visits & needs. Sales areas issues.
MANAGEMENT OF SOME K CUSTOMERS
Is or can be in charge directly as well of some specific K customers.
Lead in that case the negotiations with these accounts to deliver T/O expected.
Visit them at the frequency assigned.
Execute CAP/BOP as well & ensure to close visits reports & CAP/BOP survey end of the day.