Regional Parts Sales Manager

About the role

The Regional Parts Sales Manager plays a crucial role in driving revenue growth and maintaining or growing margins in the aftermarket parts sales business. This role is responsible for creating and implementing sales objectives and strategies, tracking performance metrics, and supporting the entire range of service parts sales and customer segments within their territory.

Responsibilities

• Drive Revenue Growth: Responsible for creation and implementation of sales objectives and strategies. Track performance metrics for sales channels to create focus and drive continuous improvement. Support service parts financial planning and monthly revenue outlook. Achieve outlook for sales and margin goals.
• Partners with channel partners to develop relevant, timely and successful sales plans, campaigns, programs, and special promotions to drive parts revenue growth.
• Manage joint partner planning processes, developing mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis. Meet assigned targets for profitable sales volume and strategic objectives for distribution partners.
• Manage potential channel conflict through excellent communication internally and externally. Maintain face-to-the-customer contact to support the customers and channel partners with product, process, promotions, and training.
• Develop, recommend, and implement process and system enhancements designed to streamline performance and capability with focus on continuous improvement.
• Support Market and Industry Analysis: Support research initiatives to better understand parts competitiveness, market share, and distributor/dealer performance helping to influence development of future products, services, and business growth. Effectively research market and industry trends providing critical intelligence for strategic planning. Support the development of a model to understand overall market size and available “white space” to grow parts sales.
• Leverage voice-of-the-customer (VOC) feedback processes to prioritize tactical and strategic initiatives driving customer-focused solutions.

Qualifications

• A Bachelor’s degree, with a minimum of 5 years of sales and/or marketing leadership experience. Master’s in business administration (MBA) is preferred, but not required.
• Strong knowledge and proven capability to develop and implement strategic growth initiatives concurrently through multiple sales channels.
• Experience leveraging sales, marketing, and technical resources to achieve business objectives.
• Exceptional communication and presentation skills, both verbal and written.
• Strong analytical skills.
• Excellent decision-making skills.
• Strong negotiating skills.
• Project management skills.
• Excellent MS Office (Excel, MSQuery, Access, PowerPoint) capabilities required.
• Financial skills, particularly focusing on budget management and investment analysis.