Territory Sales Manager - Program Dealer Specialist - Boston
About The Position
The Specialist, Program Dealer grows sales with existing customers and develops new customer accounts to achieve sales and profit goals within a geographical territory. The role reports to the Regional Sales Leader and is responsible for managing 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. Administrative work is performed from a home office and is limited to no more than one day per week. The role involves visiting manufacturer-program dealers and other assigned customers, prospecting for new customers, and helping non-program customers transition to manufacturer dealer programs. The Specialist collaborates with internal teams and customer service colleagues to address inventory, pricing, account enrollment, and customer needs, using consultative selling to support performance goals and KPIs. Success is measured by sales activities and results, administrative compliance, customer activations and transitions to manufacturer programs, year-over-year customer growth, margins, program compliance, and other business-defined KPIs.
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 with tire manufacturer programs.
- Familiarity with supply-chain processes.
- Familiarity with tire manufacturer warranties, programs, and tire products.
- Familiarity with customer relationship management tools, specifically Microsoft Dynamics.
- Familiarity with enterprise resource planning systems, specifically Prophet 21.
- Familiarity with business intelligence tools, specifically Power BI.
- Proficiency in 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 sales-visit results 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 programs, 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 relevant teams.
- Coordinate sales efforts 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 assigned accounts at the required frequency, including manufacturer-program dealers and other customers in the assigned book of business.
- Prospect potential customers identified by the Specialist and through leads generated by the Customer Service Specialist team.
- Perform additional responsibilities as requested.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
