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Territory Sales Manager – Orlando Metro Area

PHINIA · Auburn Hills, MI · 3 wk ago
Business DevelopmentFull-time

PHINIA is an independent, market-leading provider of premium automotive solutions and components with over 100 years of manufacturing expertise and a strong brand portfolio including DELPHI®, DELCO REMY®, and HARTRIDGE™. With over 12,500 employees across 43 locations in 20 countries, PHINIA develops and manufactures fuel systems, electrical systems, and aftermarket products designed to enhance efficiency and reduce environmental impact.

About the role

Reporting to the Regional Sales Manager, the Territory Sales Manager drives sales growth and market share within a defined geographic territory in the automotive aftermarket Warehouse Distributor channel. This role focuses on developing and managing relationships with distributors, jobbers, repair shops, and other key accounts to increase product sales, improve brand visibility, and ensure customer satisfaction.

Responsibilities

  • Drive the sale of PHINIA products within a designated territory.
  • Conduct regular visits to customer locations to strengthen relationships and ensure satisfaction.
  • Identify new business opportunities and build an enduring funnel through strategic prospecting, networking, and cold calling.
  • Identify opportunities for additional product coverage and share-of-wallet gains.
  • Expand market share by establishing new customer relationships and strengthening existing ones.
  • Work closely with existing customers to drive sales growth, exceed revenue budgets, and provide tailored solutions.
  • Collaborate with the AFM Strategic Account Manager responsible for buying group headquarters.
  • Work with regional Field Installer Specialists on customer-specific campaigns and organized field work.
  • Serve as the main point of contact between PHINIA and territory customers.
  • Create comprehensive and customized business plans for key accounts throughout the territory.
  • Develop and maintain strong relationships with key decision-makers at warehouse distributors.
  • Address customer concerns, provide product expertise, and offer technical support to enhance the customer experience.
  • Report market trends, competitor activities, and customer feedback to management and internal teams.
  • Maintain an in-depth understanding of the company’s products, features, and benefits.
  • Train and educate customers on product features, selling points, and best practices.
  • Ensure all product information is accurately communicated to stakeholders and kept up to date.
  • Attend trade shows, industry events, and meetings to promote brand presence and network with key industry players.

Requirements

  • Bachelor’s degree in Business, Marketing, or a related field (preferred), or equivalent industry experience.
  • 5+ years of experience in the automotive aftermarket industry, preferably as a factory representative.
  • Proven success in managing a territory and achieving sales targets.
  • Strong knowledge of automotive parts, accessories, and distribution channels.
  • Exceptional communication and presentation skills.
  • Proficiency in MS Office programs, especially Excel and PowerPoint.
  • Ability to work independently and manage time effectively in a remote, field-based environment.
  • Familiarity with CRM tools (e.g., Salesforce) and sales reporting software.
  • Willingness to travel frequently (up to 60% of the time) within the assigned region.
  • Must reside within the Orlando, FL metropolitan area.

Benefits

PHINIA offers competitive compensation and benefits programs designed to attract, motivate, and retain a globally diverse workforce. Benefits include:

  • Health and well-being resources.
  • Family-centric policies.
  • An agile workplace program (where not precluded by collective bargaining agreements or national statutory plans).
  • Formal development opportunities at all career levels, delivered in various formats to support skill-building.

Values

  • Product Leadership: Innovation that brings value to customers.
  • Humility: Seeking out diverse perspectives and working collaboratively.
  • Inclusivity: Recognizing differences to strengthen the organization.
  • Net-Zero: Commitment to energy efficiency, waste reduction, and beneficial reuse.
  • Integrity: Taking responsibility for decisions and doing what is right.
  • Accountability: Taking ownership of actions and driving results.

Safety

PHINIA prioritizes safety and expects all employees to conduct work in a manner that prevents incidents and illnesses. Responsibilities include:

  • Attending all required safety meetings and trainings.
  • Immediately reporting incidents, near misses, and unsafe conditions to management, HR, or a Safety Representative.

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