Light Duty – Autos, Heavy Duty, Performance Vehicles
Sales & Customer Service
The Territory Sales Manager (TSM) will report to the RVP, Sales –AutoZone and will be based in the Dallas, TX area. This position requires fluency in both English and Spanish. The main responsibility for this position is to call on all AutoZone stores. The Territory Sales Manager (TSM) will make prospective account sales calls with AutoZone RM and TSM in each territory. Goals will include making 10 sales calls with AutoZone TSM a day, add new accounts, and add inventory to O’Reilly stores. Relationships need to be developed with AutoZone store personal, DM, and TSMs. Product training and awareness of BBB product are key elements in dealing with all aspects of AutoZone.
Major Duties and Responsibilities
Achieve sales plan/budget.
Plan out schedule 6 weeks in advance.
Schedule time with each DC/Store within region. Focus on underperforming DC’s/Stores.
Promote BBB product at AutoZone with marketing materials provided consistently
Develop and implement local marketing programs with AutoZone approval.
Meet or exceed activity goals including:
Scheduling sales blitzes with TSMs.
Scheduling and executing end user clinics.
Scheduling and executing Store clinics / countermen training.
Scheduling and executing sales team meetings with TSMs.
Develop key prospect list by store.
Identify key sku’s to be stocked by store by product group.
Complete AutoZone call report monthly with daily inputs.
Quick follow through is essential.
Develop information on competitive accounts. Conduct an analysis of direct and indirect competitive accounts within region to include; location, competitive line, sales volume, inventory, go to market strategy, cost to convert, channel conflicts.
Collect and submit all competitive supplier information including, but not limited to; product offerings, pricing, terms of sale, promotions, availability, and service levels.
Maintain accurate forecast for Region.
Develop relationships will key customers.
Work with local stores to maintain proper inventory levels and product mix.
Implementation of store pull through marketing programs.
Conduct Installer, Store, and DC Sales/Training Meetings and participate in booth shows.
Attend AutoZone Commercial sales meetings.
Assist in planning and executing competitive changeovers.
Maintain effective communication:
Maintain an active communication link with all peers. Talk with the team and your leader weekly.
Respond to all requests in a timely manner/or by due date given.
Maintain timely response to Voicemail /email within 24 hrs.
Communicate competitive activity.
Communicate the wins and losses.
Your word means everything.
Identify customer needs and organize action plan to improve customer satisfaction while effectively implementing company policies and procedures including:
Warranties and cores
Maintain cost effective management of all sales expenses and company property.
Travel and entertainment expense.
Proper use of company car and property.
Must maintain the highest level of professionalism including:
Up to date understanding of all products, programs, features and benefits.
Proper administration of all company policies and procedures.
Effective use of sales techniques and customer management skills.
Maintain a positive approach with the customer including a professional appearance.
Building teamwork and fostering successful relationships with coworkers and management.
Earn credibility within the industry and demonstrate solid knowledge of competitive strategies and consumer trends.
Strive for continuous improvement in everything we do.
Dress in professional manner when visiting customers; remember your representing the company.
Has integrity and follows through consistently.
Ability to communicate effectively both orally and written including the ability to conduct presentations in a large group surrounding.
Self-starter with strong personal drive to manage multiple priorities.
Strong sense of urgency, able to operate with little direction.
Strong PC skills.
Strong organizational skills including time management and establishing a home office.
Some exposure to harsh conditions—such as: dust, fumes, noise, and varying temperatures—for short periods of time is possible. This employee will be required to demonstrate continued knowledge of Haz/Com regulations and requirements. All employees are required to follow safety standards and wear all personal protective equipment in designated areas.
Adjust as necessary: Sitting 70%, standing/walking 30%. Ability to lift and carry up to 20 pounds is required. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential function of this job. While performing the duties of this position, the employee is regularly required to walk, stand, use hands and fingers to handle or feel; talk and hear.
Note: This job description is not intended to be all-inclusive. Employee may perform other related duties as needed to meet the ongoing needs of the organization.
On-The-Job Training Required
5 years’ relevant work experience in sales, automotive aftermarket, retail, B2B, hard parts
Fluent in English and Spanish – required
ASE certified – preferred
Experience in the automotive aftermarket
About BBB Industries
BBB Industries, LLC, headquartered in Daphne, Alabama, is a privately held, world-class manufacturer and distributor to the North American vehicle aftermarket. BBB's unique platform provides non-discretionary and application-specific aftermarket replacement parts, primarily remanufactured starters, alternators, brake calipers and power steering products, for virtually all domestic and imported cars and light and heavy duty trucks in North America, as well as for many power sport and specialty applications. BBB's core value proposition of providing "the right part, in the right place, for the right price" has made the company the supplier of choice for professional installers in North America. BBB is the unquestioned leader in the "Do-It-For-Me" ("DIFM") segment serving professional installers who make the majority of the purchase decisions.