***Please note, we have 2 openings, one supporting the west coast and one for the mid-west. This will be a work from home job and you only need to live in a city on the west coast or mid-west that is near a major air port.
The primary focus is to secure profitable incremental unit growth by identifying, qualifying, documenting, and partnering with high quality customers in the automotive aftermarket (WD Jobber) channel as well as with existing accounts to establish and execute growth plans to drive unit volume growth. This is achieved through effective market strategy design and execution to leverage all tools necessary to create new customer relationships in assigned territories. Additionally, an ARM must partner well with their assigned Distributor teams in order to meet established unit sales objectives.
Meet or exceed annual unit production goal
Understand, support and demonstrate Interstate’s Purpose & Values
Generate unit volume through individual sales efforts (identify, qualify, and partner with quality dealers) using proven targeted growth strategies and Interstate’s value proposition
Ability to identify high quality and volume WD and Jobber opportunities, schedule appointments with decision makers, identify needs, develop proposals and secure the business.
Develop and execute a sales strategy for each territory (in collaboration with distributors) to optimize incremental sales growth.
Create a territory sales plan that considers ideal targets
Dynamically prioritize time and focus based upon relevant market inputs (prospect volume, emerging account conditions, competitive vulnerabilities)
Establish credibility by using industry insights and product knowledge to convey Interstate’s value proposition in each market segment. Uncover prospects’ challenges, identify profitable solutions, and demonstrate consistent ability to close the sale
Understanding of the Automotive Parts Aftermarket (specifically Program Buying Groups, Warehouse Distributors, Jobbers, Installer/Dealers and End Users) – including channel characteristics, trends, influencers and conflicts in order to maximize sales growth effectiveness.
Possess the knowledge and understanding of the Warehouse Distributor (WD) and Jobber function in the marketplace
Ability to demonstrate and effectively communicate the value of the Warehouse Distributor (WD) and Jobber program to the distributor base and know how to create sales strategy to deliver on highest value relationships between them
Effective team selling
Effective at joint sales planning and sales calls with internal resources and experts and channel partners
Demonstrate a thorough technical knowledge of Interstate Batteries products and applications
Develop and professionally communicate presentations and solutions proposals and can tailor and deliver those solutions and proposals according to their audience
Coordinate and facilitate follow up to new customers to ensure materialization of sales volume, exclusivity and customer satisfaction
Contribute to Distributor teams’ sales skill development through joint sales calls and team huddles
Maintain and update an accurate Pipeline through open opportunities in Salesforce.com that reflect a representation of potential new business
Document customer and prospect interactions in Salesforce.com including appointments, cold calls, and other contact methods (i.e. phone calls and email) - implement best practices and processes and ensure pipeline is an accurate representation of current activity and opportunity focus
Effectively and efficiently manage return on investment for field travel - develop an agenda for each trip including set appointments, define call objectives, call strategies, follow up plans, and coordination with local Interstate Distributors
Attend and contribute to sales team meetings/WebExes with fresh ideas and leadership
Perform account management and sales/promotional tasks as needed to maintain and grow existing business
Participate in Team meetings, Industry functions, and trade shows (e.g., AAPEX) as needed
Work with existing customers to establish sales growth plans and on-going progress tracking and communication
Consistently share qualified leads with other business segments (PowerCare, All Battery, National Accounts, District Sales Managers, and other ARMs)
Interact, as appropriate, with other Interstate departments (Marketing, Supply Chain, IT, Talent, etc…)
Drive personal and professional growth by developing a Gameplan and participating in seminars and workshops to keep abreast of latest trends in field of expertise
Utilize data (sales reports and Salesforce.com)to plan and make necessary plan adjustments to maximize production
Follow all Safety procedures regarding handling and transporting batteries
Bachelor’s Degree (or equivalent)
2+ years B2B/Commercial sales experience required
Experience in the automotive aftermarket preferred
Top performer, award winner
Outstanding verbal communication and interpersonal skills
Strong customer service and business development skills
Ability to coordinate and prioritize multiple opportunities
com or other CRM experience
Competent in the Microsoft Word, Excel and PowerPoint skills
Ability to work and travel independently on a sustained basis
At Interstate Batteries, our business has always been about more than selling batteries. Interstate enriches people's lives for the good every day and we work as one team joined together by a shared purpose and values. Our team members are one of our greatest assets, so that's why we built a competitive package of benefits, backed by a health and wellness program and training programs with you in mind. We're Interstate Batteries and we know the real power behind our batteries is our people.