Territory Sales Manager - Program Dealer Specialist - Charlotte

TireHub•Charlotte, NC

7d•Remote

About The Position

The Specialist, Program Dealer grows sales with existing customers and develops new customer accounts to achieve sales and profit goals within an assigned geographical territory. The role reports to the Regional Sales Leader and is responsible for approximately 200 assigned accounts. Some accounts require monthly visits, and all assigned accounts must be visited at least quarterly. The position is home-based, with travel up to 70% and frequent overnights. Time is divided among visiting dealers on manufacturer programs (40%), visiting assigned customers who are not on manufacturer programs (30%), prospecting for potential customers (15%), and administrative work from a home office (15%, no more than one day per week). Success is measured by sales results and activities, administrative compliance, new program customer activations and dealer nominations, transitions of non-program dealers to manufacturer programs, year-over-year customer growth, margin results, program compliance, and other business-defined KPIs. The role also requires demonstrating TireHub’s core attributes: approachable, adventurous, relentless, and speedy.

Requirements

At least 5 years of total sales experience, such as field and B2B sales, including establishing and sustaining key customer relationships.
Valid driver’s license and 3–5 years of driving experience.
Fluency in tire manufacturer programs.
Familiarity with supply-chain processes.
Familiarity with tire manufacturer warranties, programs, and tire products.
Familiarity with customer relationship management tools, including Microsoft Dynamics.
Familiarity with enterprise resource planning systems, including Prophet 21.
Familiarity with business intelligence tools, including Power BI.
Proficiency in the Microsoft Office suite.
Excellent written, verbal, and presentation communication skills.
Ability to analyze data to identify trends and opportunities to grow market share.
Ability to work from home and travel up to 70%, including frequent overnights.

Nice To Haves

At least 2 years of sales experience in the tire industry or wholesale distribution.
Bachelor’s degree.

Responsibilities

Achieve daily, weekly, and monthly sales goals for assigned customers using multiple prospecting and sales tools.
Gather and record results of sales visits in Microsoft Dynamics CRM.
Prospect for customers in the assigned territory.
Own and accurately complete administrative account-enrollment activities for assigned accounts.
Grow current and new assigned accounts using internal programming, pricing, and tools.
Grow assigned TireHub+ and non-program customers and transition them to manufacturer dealer programs.
Collaborate with the assigned Product Assortment Manager on inventory issues and local market inventory optimization.
Support expansion and new-market TLCs.
Collaborate with TLC staff, Pricing, shareholder contacts, Operations, Credit, Accounts Receivable, and other stakeholders.
Coordinate sales efforts in partnership with the Customer Service Specialist.
Use consultative selling and interpersonal skills to identify customer needs, recommend solutions, negotiate competitively, and encourage adoption of tools and systems to meet KPIs.
Visit approximately 200 assigned accounts at the required cadence, including monthly visits where needed and at least quarterly visits for all accounts.
Spend approximately 40% of work time visiting dealers on manufacturer programs, 30% visiting assigned customers not on manufacturer programs, 15% prospecting for potential customers, and 15% on home-office administration, not more than one day per week.
Perform additional responsibilities as requested.