Regional Sales Manager

Valeo   •  

Las Vegas, NV

Industry: Food & Beverages

  •  

5 - 7 years

Posted 39 days ago

This job is no longer available.

Valeo Service is Valeo's Aftermarket Division, and is looking for a Regional Sales Manager for the West accounts (Los Angeles, CA, Phoenix, AZ, Las Vegas, NV, Portland, OR) area. This position will focus about 50% on customer and account management, and about 50% on business development.

Responsible for improving the sales and profit budgets for a designated region and specific House accounts. This is achieved by managing personally & deploying a KAM sales approach and managing teams of external sales representatives. This involves utilizing all aspects of the Branch and Division standard methodology to identify, quote and win new business, plus supporting and developing designated accounts through the analysis of customers’ sales and profit profile and adopting Selling Machine methodology. This requires an in depth knowledge of automotive engineering and technologies.

The Regional Sales Manager is accountable for

  • Strategic planning for the geographical area > utilizing the area Distribution Analysis tool, key strategic growth targets and distribution open points

  • Delivering commercial objectives from the geographic area: KPIs:

    • Achievement of area sales budget

    • Achievement of New to Range budget

    • Technical & engineering demonstrations

    • Monthly sales reporting

    • Selling Machine KPIs: visit # / visit quality / use of SFA tools (STORM)

  • Optimizing field selling costs through execution of structured journey planning/customer meetings/deployment of E-Commerce services

  • Number of Technical & engineering demonstrations to customers & installers

  • Ensuring the appropriate use of promotional materials and special pricing

Manage the activities of the Field Sales Agency Representatives

  • Manage and develop the activities of the Sales Representatives in respect of defined customers through the use of area plan and customer development plans

  • Define and implement standard working practices across the Field Sales team maximizing the Sales Force Automation tools

  • Complete monthly reviews with each Sales Rep to discuss performance, achievements, KPIs and monitor and execute customers’ business development plans

  • Ensure distributor visits occur in line with defined schedules and standards

  • Provide ongoing coaching and on the job training to the Sales Reps to improve their technical product knowledge, awareness of Valeo services and sales results

  • Constantly seek improvements to Sales Rep efficiency through improvements to journey planning and visit rates.

  • Ensure timely execution of all assigned CDP, CAP, BOP actions. Agree prioritization of these plans with the TSM and ensure supporting documents are utilize.

  • Monitor geographic coverage for all Valeo products and identify new distribution outlets accordingly

  • Ensure customer specific plans are executed to maximize sales and profit into the Valeo distributor through maintaining appropriate stock levels and improving reordering systems, campaigns and specific quantity orders.

  • Manage the process of price increases and liaise with Customer Services team to ensure price file control

  • Ensure that the brand quality and range awareness is maximized and distributors are assisted in organizing campaigns, promotions and trade events.

Internal relationships

  • Liaise with Territory Sales Manager and Sales Analyst on daily basis as required

  • Daily liaison with Customer Services team as appropriate

  • Daily liaison with Credit Control team as appropriate

  • Daily liaison with Technical Support team

  • Ensure regular transfer of market intelligence and customer information to the Marketing team

  • Liaison with the Returns team to ensure all stock cleanse activities are in line with agreed processes

  • Liaison with the Logistics and Operations team to facilitate any exceptional sales orders

Potential and customer strategy

  • Collect all relevant data through the Distribution analysis for each customer

  • Monitor and deeply understand the customer’s strategy: purchasing, brands (OE/private label/adaptable), logistics, services, succession planning, technical & product engineering strategy

  • Identify market trends and understand how they will affect customers’ accounts

  • Identify and agree specific new business development targets for each sales area and conduct monthly and quarterly review to ensure successful capture of new business

  • Monitor progress of sales projects, ensuring pipeline is adequate to meet budget requirements

  • Track competitors’ actions by product line and by customer

Customer relationship management

  • Maintain the contacts matrix at central level

  • Identify key unmet customer needs and assess potential

  • Recognize and act on opportunities to build up multi level relationships and keep a high level of customer intimacy

  • Put into place indicators (members/central) to follow up on a monthly basis by product line

Contribution to budget: CDP, NPA

  • Define the Customer Development Plan (CDP) for each major account (CDP is based on the customer’s budget and identifies the means and levers to reach turnover target as set out by the budget)

  • Identify risks and opportunities by product line

  • Identify means and levers to reach turnover target

  • Continually update Sales Pipeline with new actions and status

  • Monitor major accounts through a P&L showing the impact of action plans including the CDP and CAP(Corrective Action Plan) or BOP implemented on a monthly basis turnover: SOA variations by product line

  • Prepare and formalize NPA for accounts in liaison with TSM

Negotiating

  • Lead negotiations with key accounts, identifying the appropriate negotiation tactic

  • Ensure the added value of Valeo Service as solutions and service provider is recognized by customer

  • Proactively obtain and formalize call for tender proposals

Business management and customer performance

  • Ensure that the Selling Machine methodology is adopted and Valeo selling tools are deployed

  • Liaison with TSM & SA to communicate customer action plans

On a monthly basis: Ensure pre-requisites are fulfilled: service rate, visit frequency in line with target, customer intimacy survey

  • Analyze the performance of each Product Line vs CDP (understand gaps, propose and follow up corrective action

  • Identify issues causing underperformance

  • Follow CAP / BOP results of surveys downloaded into STORM by member and identify reasons if gaps

  • Check results, bonus’ status vs annual agreement

  • Summarize customer performance analysis (vs CDP and vs others) and review of CAP+ for presentation to Sales Director

  • Achieve profitable growth through the implementation of agreed commercial conditions and pricing matrix

On a quarterly basis:

Prepare customer review (results of sales and marketing plan for previous quarter) and prepare quarterly plan.

  • Ensure there is no CASH issue and provide accurate data (promotions) to improve the forecast accuracy by product line in the DP.

  • 5 years' or more experience in the automotive aftermarket industry, preferably within sales and marketing.
  • Able to work autonomously within a fast paced environment.Must be willing and able to travel up to 50% of the time.

18000EQY