Sales Director, Aftermarket Parts

W.W.Williams Company•Irving, TX

7h•Onsite

About The Position

The Sales Director, Aftermarket Parts is responsible for leading and driving revenue growth of aftermarket parts sales across retail and wholesale channels including e-commerce. This role serves as the primary sales leader for parts, providing strategic direction, performance management, and sales process discipline to sales teams. The role is solely focused on accelerating parts sales performance, expanding market share, and improving profitability of aftermarket parts operations across the organization. The Sales Director works closely with senior management, branch management and operations, product management, marketing, e-commerce, inventory planning, finance, and information technology to ensure successful product lifecycle management and alignment with company growth objectives.

Requirements

Strategic Sales Leadership
Aftermarket Experience
Wholesale Channel Expertise
Indirect Leadership and Influence
Financial Acumen
Data Driven and KPI Oriented
Collaborative Approach
Communication Skills and Executive Presence
Change Management Capability
Bachelor's degree (B.A) from a four-year college or university in accounting or finance; CPA (preferred) or 5+ years of accounting and supervising experience and/or training; or equivalent combination of education and experience.
Strong written and verbal communication skills.

Responsibilities

Develop and execute a comprehensive aftermarket parts sales strategy for retail and wholesale channels.
Drive top-line revenue growth, gross margin expansion, and market share gains for all aftermarket parts product lines. This includes genuine parts from our OEM partners, parts from brand name parts suppliers and private label branded parts.
Provide indirect leadership and performance direction to Territory Sales Representatives (TSRs), Inside Parts Sales Representatives, Parts Managers, and Branch Managers to increase parts sales focus and accountability.
Partner with other Sales Executives and Sales Managers to establish clear parts sales goals, expectations, and activity metrics for TSRs.
Develop wholesale channel strategy, including independent repair facilities, private fleets, for-hire fleets, municipalities, and other target customer segments.
Identify and pursue new business opportunities to expand customer base and geographic reach.
Establish and monitor key performance indicators (KPIs) including sales growth, gross margin, penetration rates, customer retention, call activity, and close ratios.
Conduct regular sales reviews with branch leadership and regional leadership to evaluate parts sales performance and implement corrective action plans where necessary.
Lead development of retail and wholesale pricing strategies in collaboration with Pricing Analysts, Product Management, and Finance.
Collaborate with Product Management to ensure alignment between supplier programs and sales initiatives.
Drive sales process discipline including pipeline management, account planning, and CRM utilization.
Develop training initiatives to improve parts product knowledge, competitive positioning, and consultative selling skills.
Support major account negotiations and strategic customer relationships.
Drive conversion of customer base to purchasing through e-commerce platforms.
Ensure strong cross-functional collaboration between sales, operations, inventory management, and customer support to deliver superior customer experience.
Analyze market trends, competitive activity, and customer feedback to refine sales strategies.
Travel to branches and customer locations as necessary to support growth initiatives.
Performs other duties as assigned.