New Berlin Senior Account Manager, Local Sales Channel

For more than 70 years, TBC Corporation has been a leader in the mobility industry and one of North America’s largest marketers and distributors of automotive replacement tires through wholesale operations. Additionally, TBC responds to the needs of consumers in search of total car care at nearly 470 franchised tire and automotive service centers under the award-winning Big O Tires® brand. TBC is headquartered in Palm Beach Gardens, Florida. With $5 billion in revenue and more than 3,000 employees in the U.S. and Mexico, TBC markets on a wholesale basis to regional tire chains and distributors serving independent tire dealers and with proprietary brands of tires specializing in passenger, commercial, farm and specialty tires.

In 2005, TBC Corp. was purchased by Sumitomo Corporation of America (SCOA). SCOA is the largest subsidiary of Sumitomo Corporation, one of Japan’s major integrated trading and investment business enterprises. In 2018, Michelin, the largest tire manufacturer in Europe, invested in the company which is now a 50:50, privately held joint venture between Sumitomo and Michelin.

Our Values

Our values are the foundation of our work, how we interact with each other, and the strategies we employ to fulfill our purpose:

• Integrity - We act honestly because nothing is more important than our reputation.
• Teamwork - We are better together.
• People-Focused - We put people first – our Associates, customers, franchisees, and partners – and cultivate a respectful, collaborative, and inclusive culture, top to bottom, inside and out.
• Accountability - We own our actions and decisions; we do what we say we are going to do.
• Leave Everything Better - We innovate to improve everything we touch, and we take actions now to protect the future.

About the Role

The Senior Account Manager, Local Sales Channel is responsible for profitably growing TBC sales, gross margin, and share of market in targeted growth channels, focusing on independent dealers. Success will be achieved through maintaining a customer-centric approach and collaborating with local Distribution Center Operations, Sales Operations, Sales Leadership, and other TBC departments.

Responsibilities

• Actively engage and grow current and prospective customers in assigned market.
• Drive Associate Dealer enrollments and engagements with Independent Tire Dealers.
• Work cross-functionally with Supply Chain Operations, Sales Operations, Finance, Marketing, and other TBC departments.
• Develop strong relationships with customers through physical visits, Teams calls, and supplier partners.
• Participate in the deployment of marketing and promotional programs.
• Convert or transition leads to profitable sales.
• Facilitate vendor programs with customer base (GET – GIVES and GO’s).
• Maintain an average of 67 physical calls per month (Friday is an ADMIN day).
• Facilitate and communicate TBC-specific promotions and programs.
• Facilitate dealer training opportunities and deliver strong presentation skills.
• Develop customized business plans to present to customers to assist them in growing their business.
• Organize and analyze data to aid in decision-making.
• Use Salesforce.com to increase interaction with customers, track opportunities, and unlock growth.
• Hold monthly and quarterly business reviews with customers to demonstrate growth opportunities.
• Meet and exceed established sales metrics and targets.
• Be the voice of the customer and marketplace.
• Develop and execute a Share of Wallet growth plan for the top 15 retailers in your book of business.
• Develop and execute pricing profiles to grow and sustain high Share of Wallet customers, accounting for their number of rooftops in collaboration with the Pricing team.
• Develop and execute a Local DC product screen to drive increased return on capital employed.
• Collaborate with tire manufacturing sales reps to drive associate dealer compliance, share of wallet growth, and sign new associate dealers.
• Be the benchmark for the Region in the use of Salesforce.
• Represent peers on the Sales Team Advisory Council or another corporate initiative to increase sales performance.

Requirements

• B.A. or B.S. in Business, Sales, or Marketing (preferred).
• Proficient in Microsoft Office, especially Excel and PowerPoint.
• Minimum of 5-7 years of proven sales experience.
• Automotive or tire experience, or other transferable sales skills.
• Demonstrated business and financial acumen across the organization.
• Professional appearance and strong virtual/in-person communication skills.
• Self-motivated and self-directed with a strong results orientation.
• Valid driver’s license and a vehicle compliant with company standards.
• Ability to work autonomously with limited supervision.
• Self-starter; can work independently with little to no daily/weekly guidance.
• Bilingual in Spanish/English is a plus.

Benefits

• Market competitive compensation.
• 401(k) and Roth with company match; immediate 100% vesting.
• Comprehensive benefits including medical, dental, and vision.
• Company-paid short-term disability and employer-subsidized long-term disability.
• Company-paid life insurance.
• Discounted tire purchasing.
• Tuition reimbursement.
• Employee assistance program.
• Generous paid vacation and paid time off.
• Customizable voluntary benefits.