Senior Retail & E-commerce Sales Manager – North America
September 26, 2018
Farmington Hills, Michigan
Full Time - Experienced
Light Duty – Autos, Heavy Duty, Performance Vehicles
Sales & Customer Service
4 Year Degree
As the Senior Retail & E-commerce Sales Manager for Lumileds North American Automotive Aftermarket, you will be responsible for developing, implementing, managing and achieving the revenue growth objectives for your sales channel. At the direction of the Aftermarket Sales & Marketing Director, you will ensure that all activities support the Lumileds North American Aftermarket strategy. Travel as required, up to 60%, to prospect and/or follow up on customer development and/or acquisition as necessary.
The Senior Retail & E-commerce Sales Manager is responsible for leading internal and external sales teams in the sale and promotion of aftermarket automotive lighting products via key accounts in automotive aftermarket retail, mass merchant and e-commerce sales channels in North America.
Responsibilities may include:
Coach and counsel a team of factory direct retail account managers.
Lead your team in the management of customer headquarter relationships and
Cooperatively develop, lead and implement business strategies to secure short
and long-term business with the targeted aftermarket retail, mass merchant and
Assist your team in the development and implementation of key customer and
market-specific business plans.
Effectively develop and deliver presentations to customers and prospects (all
levels, up to executive) on Lumileds’ products and capabilities.
Collaborates with Lumileds marketing team on the development and
implementation of programs and promotions to increase revenue.
Works with the marketing team to develop category management capabilities.
Responsible to develop the annual operating plan (AOP), sales forecasts and
budgets for the channel sales team.
Lead the management of independent sales representatives to exceed both
customer and Lumileds expectations.
Ensure that Lumileds retail account managers and representatives are fully
trained and armed with Lumileds knowledge and selling material. Be able to clearly communicate Lumileds’ strategy and expectations and develop organizational plans to exceed annual revenue goals.
Support and provide guidance on all launch tasks for newly acquired customers. This includes the achievement of customer and internal requirements to ensure customer delight.
Recommend market specific product strategies in line with Lumileds’ North American business plan via the product management team.
Serve as a leader between the sales team and the Lumileds finance organization related to customer payables, deduction resolution, and contract execution.
Other duties as assigned.
What We Are Looking For
The ideal candidate for the Senior Retail & Ecommerce Sales Manager role is someone with already strong customer relationships, the demonstrated ability to develop “intimacy” at the customer management level, displays initiative and balances the needs of the customer with their responsibilities as an employee of Lumileds. A proven track record of major account new business wins, and the ability to generate and execute key account business plans.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
The ideal candidate is located in the Metro Detroit area. Flexibility for the right candidate working remotely.
10+ year’s sales management experience in the retail automotive aftermarket.
Experience managing a team of remote employees.
Multi-channel experience is a plus (retail, warehouse distributor, commercial
vehicle/heavy duty, performance).
Experience working with North American automotive aftermarket retailers, mass
merchants and ecommerce accounts.
Functional understanding and experience using CRM programs (ideally using a
Broad understanding of US, Canadian and Mexican automotive aftermarket sales
channels, both nationally and in specific geographic regions.
Must have demonstrated coaching and collaboration skills.
Analytical abilities and advanced knowledge of MS Office suite of programs
(Excel, Word, PowerPoint).
Ability to travel extensively in the US, Canada and Mexico.
Bachelor’s degree in business, sales or marketing preferred.
Companies developing automotive, mobile, IoT and illumination lighting applications need a partner who can collaborate with them to push the boundaries of light. With over 100 years of inventions and industry firsts, Lumileds is a global lighting solutions company that helps customers around the world deliver differentiated solutions to gain and maintain a competitive edge. As the inventor of Xenon technology, a pioneer in halogen lighting and the leader in high performance LEDs, Lumileds builds innovation, quality and reliability into its technology, products and every customer engagement. Together with its customers, Lumileds is making the world safer, better and more beautiful—with light.
To learn more about our portfolio of lighting solutions, visit lumileds.com.
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