A world class, global manufacturer of automotive components is accepting applications for a Regional Sales Manager.  The position directly manages four Territory Sales Managers and two Rep Agencies throughout 13 States (AK, HI, WA, OR, CA, NV, AZ, NM, CO, UT, WY, ID, MT) and requires approximately 30% overnight travel. The ideal candidate will have five plus years’ experience working in the automotive aftermarket. A college degree is preferred. Experience in cultivating customer relationships is required along with the ability to independently lead a remote sales team. Proficiency in Microsoft Office Suite is required. 

Essential Duites/Responsibilities

• Achieve Regional sales and A/R collection goals.
• Provide leadership in developing customer relationships as well as direct KYB employees including Rep Agencies.
• Builds long-term relationships with key accounts to assist KYB in growing their market share.
• Manages all customer service issues within the assigned Region to support corporate goals.
• Serves as a leader in the sales team, creating tactics and strategies to achieve KYB’s goals.
• Works with Director of Sales to maintain an analysis process, including but not limited to, forecasting, customer history, trends, and pricing; strategies will be implemented based on this analysis.
• Assists Accounting in collections of all past due amounts for assigned accounts.
• Keeps management informed of any problems or other factors that could affect KYB.
• Develop personal skills, including Sales, computer, presentation & training skills.

Job Requirements:

The RSM will be primarily responsible for working with direct reports (both KYB employees and Rep Agencies) with the objective of increasing their customer purchases. He/she will develop and manage a specific business plan tailored to each TSM and every major account in their area.  All plans/goals will be set at the beginning of the year. Progress will be recorded weekly by the RSM and monitored by the Director of Sales.

The RSM will also be responsible for calling on direct customers. They will provide a business strategy designed to grow business and market share with their direct accounts.

The RSM is responsible for helping to manage the TSM and their customers’ needs.  The purpose is to have the right support for the TSM as well as their customers to grow sales. This includes scheduling regular updates, reviewing new number releases and part numbers on stock returns, conducting changeovers, building schedules, and providing support where needed.

Supervisory Responsibilities/Direct Reports:

This position has four direct reports and two outside rep agencies.

The RSM will be responsible for reviewing and approving expense reports submitted by the TSM. They are to approve the reports withing the guidelines set forth in the provided Expense Guideline document. They are to use good judgement for approving reports based on business needs and market demands.

The RSM will be responsible for collecting and consolidating TSM weekly reports. These reports are vital to keep Management informed about what is happening in the market. Reports are to be submitted by Sunday and reviewed to include only pertinent information.

The RSM will be responsible for creating and conducting employee evaluations based on the evaluation guidelines set forth by KYB. The evaluations should be objectional goals set prior to the start of the FY for each TSM. Business plans should be developed around these goals and tracked so each TSM knows what they need to do to accomplish their goals.

Skills Required:

- Good presentation skills

- Excellent PC skills (Power Point, Excel)

- Mechanically inclined

- Analytical

- Thinks well on their feet

- Excellent verbal and written skills

- Resourceful

- Active listening capability

- Accepts responsibility

- Excellent time management skills

- Enthusiastic and assertive

- Persistent in a positive way

Responsibility:

• Earn the respect and trust of your subordinates and distributor customers to be an effective partner in this company.
• Build customer’s business by aggressively selling all segments of KYB’s product line.
• With the TSM, create jointly agreed business plans with the customer. Monitor and update all business plan goals. Review business plan progress quarterly with the TSM.
• Develop relationship with distributor prospects in your territory.
• Ability to sell and communicate at all levels in the distribution channel, (warehouse distributors, jobbers & service providers).
• Strong, consistent delivery of KYB message and procedures needed to sell ride control.
• Must be capable of training:

Product quality and technical benefits

Importance of replacing ride control products

Procedures for identifying worn tire control

• Be able to effectively communicate during training meetings with distributors and Service Providers.
• Must be able to present the conditions of the Region as well as its customer in front of Upper Management.
• Report information about competitor products to KYB HQ.

Personal Work Relationships:

The candidate will work directly with distribution partners, The Director of Sales as well as four direct report TSMs and two Rep Agencies.

Physical Effort:

The candidate must be able to drive for extended periods of time and lift 30 lbs. 

Working Conditions:

Approximately 30% overnight travel and a quiet home office environment or workspace is required.