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Jobs · Sales · California

Senior Account Manager, Local Sales Channel

TBC Corporation · Sacramento, CA · 3 wk ago
Sales$100k–$115k/yrFull-time

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. In 2005, TBC Corp. was purchased by Sumitomo Corporation of America (SCOA), and in 2018, Michelin invested in the company, making it a 50:50, privately held joint venture between Sumitomo and Michelin.

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 a customer-centric approach and collaboration 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 partnerships
  • 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)
  • Average 67 physical calls per month (Friday is 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 customer interaction, 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 Local DC product screens 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, tire, or other transferrable sales skills)
  • Demonstrated business and financial acumen across the organization
  • Professional appearance and strong virtual/in-person communication skills
  • Self-motivated, self-directed, and results-oriented
  • Valid driver’s license and compliant vehicle
  • Ability to work autonomously with limited supervision
  • Self-starter; can work independently with little to no daily/weekly guidance
  • Open to relocation for career growth and advancement
  • Bilingual in Spanish/English (a plus)

Pay

$100,000 - $115,000 base salary with uncapped commission program

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

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