Fleet Operation, Manufacturer, Manufacturers' Reps, Distributor, Retailer, Business Services
Light Duty – Autos, Heavy Duty – Autos, Performance Vehicles
Sales & Customer Service
Dorman Products is a leading supplier of automotive and heavy duty replacement parts, automotive hardware and brake parts, and fasteners to the Automotive and Heavy Vehicle Aftermarkets; and a supplier of household hardware and organizational products. Since 1978, Dorman Products has maintained a small company attitude with big company aspirations. Ideation and innovation are what drive our organization and Dorman distinguishes itself by delivering value and solutions to customers and end-users, and to be the first-to-market with new products.
Area Sales Manager (ASM): The area sales manager reports to the zone manager and is the boots on the ground contributor that is the primary contact for all jobbers & technicians, and secondary contact to assigned warehouse distributors within their area of responsibility. In order to best serve our customers in the assigned territory this contributor should be based in Southern California, but be able to travel a minimum of 2x per quarter to Northern California or the Pacific Northwest.
Primary responsibility is to drive sales, profitability and awareness of Dorman Products with traditional customers, within the assigned territory, in support of territory business plan achievement.
Drive brand & product awareness across all levels of distribution. This support should come in the form of trade show representation, customer sales person / counter training, technician visits and more. The AM should support Dorman’s sales and profitability objectives by working with these customers to optimize distribution center & store inventories (Top 250/500 GAP Analysis), gain competitive share, coordinate changeovers, process returns and resolve complaints (e.g. Labor Claims). To further support Dorman’s new product growth objectives the ASM should take action to expand service dealer guide distribution and confirm new product enrollment from a downstream perspective. From an upstream perspective Dorman expects the ASM to be its eyes and ears in the field. The AM should proactively communicate any competitive risks or losses (be it full programs or indentation) and cascade all New Program Ideas to both their immediate supervisor and the director of sales. These objectives should be accomplished within or below all budgetary constraints.
Manage assigned accounts personally through regularly scheduled sales.
Maintain Sales Support Materials and possess a working knowledge of all product categories
Coordinate downstream product and sales training
Assist with key regional trade shows, maximizing profitable sales results
Assess the product needs of the WDs Jobbers and Installers and communicate information back to the company for new product evaluation
Accumulate competitive data for information bank building
Maintain constructive relationships within the Sales, Product Management, Marketing, and Operations departments
Update Monthly and Weekly reports as directed
Up to 75% local and overnight travel required. Weekend travel required.
Timely and regular attendance.
Functional computer knowledge in Excel, Word, and PowerPoint required
Excellent written and verbal communication skills
Excellent presentation skills
Can work well independently, and in a team environment
Strong organization skills, ability to multi task required
Priority setting and project management skills required
Education and/or Experience:
University Degree plus 2 years of industry experience or 7 years aftermarket experience.
Sales experience direct to the WD, Jobber and Installer level preferred.
Dorman Products, Inc. (DORM) is a leading supplier of automotive and heavy duty replacement parts, automotive hardware and brake parts, and fasteners to the Automotive and Heavy Vehicle Aftermarkets; and a supplier of household hardware and organizational products. Since 1978, Dorman Products has maintained a small company attitude with big company aspirations. Ideation and innovation are what dri...ve our organization. Dorman distinguishes itself by delivering value and solutions to customers and end-users, and to be the first-to-market with new products.We have been voted one of the top 50 America’s Best Small Companies to work for by Forbes. Dorman is defined by its culture of contribution – each employee mutually respects and supports one another. We promote from within; providing each employee a pathway to success within the organization. Our benefits include comprehensive medical and dental, 401(k), profit sharing, tuition assistance, and so much more. Dorman Products is an Equal Opportunity Employer