Field Sales Director - Auto

Essendant   •  

Fresno, CA

Industry: Wholesale


Not Specified years

Posted 87 days ago

This job is no longer available.

Job Details


Primary Purpose

The position is responsible for driving business results for the assigned region of MEDCO through goal setting, training, coaching and development of a sales team.   Travels within a region making face to face sales calls with area and territory sales managers at strategic customers while enhancing sales opportunities. Builds senior level relationships with all key customers in the region and enhances sales opportunities for area and territory sales managers. Mentors/coaches/sells consultative financial selling to target accounts and direct reports within the region. Manages/executes/delivers on marketing and sales strategies, revenue/profit expectations, value of wholesale penetration and improved time management within the region. Implements and manages a high level of sales analysis vs. results within the region. Hires, trains, coaches and transitions the field sales team to a more consultative sales approach.




Major Responsibilities

§  Develops consultative face to face sales using financial acumen to monetize and deliver profitable sales conversions with the value of wholesale .

§  Works with direct reports to target and convert sales opportunities. Maximizes sales opportuities through implemtation of company initiatives and driving the growth of private brands, Develops senior level relationships with principle owners in the region, in addition to ongoing attention to base business growth across all assigned customer segments.

§  Co-travels with territory and area sales managers to mentor/coach both consultative and basic selling skills that will support the above targeted growth opportunitites.

§  Works with Sales, Marketing, Category Management, and Customer Service to establish penetration strategies to become an approved supplier and expand market share with assigned National accounts. Effectively communicates with various teams in the organization concerning progress, obstacles, and opportunities. Within the guidelines negotiates and closes deals

§  Performs sales analysis, both opportunity identification and business loss prevention, for the region to ensure ongoing awareness and communication of business objectives and status.

§  Manages multiple priorities that involve key account conflict resolution for customers and MEDCO associates.

§  Promotes effective communication with customers, both internally and externally to the MEDCO organization. This includes competitive information, trade show participation, threats and opportunities, key sales follow-up, and regional sales reporting for senior management.

§  Ensures and facilitates cross-functional support, i.e., A/R, Marketing, Leadership team, National Accounts and Customer Care.

§  Manages people, processes, budgets, performance management, compliance activities and associate development as required by the job.

§  Understands and demonstrates MEDCO’s and Essendant ' Core Values.

§  Within reason and ability, performs other duties as assigned.




Skills/Knowledge Required

  • Excellent collaborative management skills and influential leadership ability.
  • Strong analytical ability in order to read and interpret customer financials and sales results.
  • Excellent consultative ability to meet and advise customers on strategic and financial objectives to sell/teach the financial acumen of wholesale.
  • Strong ability to successfully oversee associate development.
  • Intermediate computer usage, including Microsoft Suite, along with ISIS.
  • Minimum 10 years of experience in wholesale or automotive markets, prior management experience is preferred.
  • Bachelor’s degree or equivalent years of relevant experience.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.