The Regional Manager - IAM Wholesale Sales is responsible for leading and managing a team of Wholesale Sales Specialists across a designated territory. This role ensures that dealer partners are effectively supported, trained, and engaged, driving adoption of company programs, tools, and industry best practices.
The Regional Manager works closely with sales leadership, product management, program development, and marketing teams to align regional activities with corporate strategy, achieve sales growth, and enhance market share in the Independent Aftermarket (IAM).
Key Responsibilities:Team Leadership and Development:
- Manage, coach, and develop a team of Wholesale Sales Specialists to ensure high performance and professional growth.
- Set performance expectations, monitor results, and provide ongoing feedback and recognition.
- Foster a culture of accountability, collaboration, and continuous improvement.
- Dealer Engagement Oversight
- Ensure regional dealer partners receive consistent training and support from Wholesale Sales Specialists.
- Monitor in-market activities to ensure adoption of company programs, internal tools, and industry best practices.
- Address escalated dealer issues or complex challenges to maintain strong relationships and satisfaction.
- Program Execution and Alignment
- Partner with Wholesale Program Developers and IAM leadership to ensure regional programs are effectively implemented and meet performance objectives.
- Track program adoption, provide insights, and recommend adjustments to improve results.
- Support the rollout of new initiatives, ensuring cross-functional alignment and operational readiness.
- Sales Performance and Market Insight
- Monitor regional sales performance, tool adoption, and dealer engagement metrics.
- Analyze market trends, competitive activity, and customer feedback to identify opportunities for improvement and growth.
- Report regional performance and insights to senior leadership and support strategic decision-making.
- Cross-Functional Collaboration
- Work closely with Category Managers, Product Line Managers, IAM Channel Strategists, and Integrators to ensure regional alignment with overall IAM strategy.
- Partner with marketing, supply chain, and purchasing teams to ensure resources and support are available for regional initiatives.
Core Competencies:
- Leadership and Team Development
- Dealer Relationship Management
- Program Execution and Adoption
- Sales Performance Monitoring
- Cross-Functional Collaboration
- Strategic Planning and Market Insight
Basic Qualifications- Bachelor's degree in Business, Marketing, or a related field required; MBA preferred.
- Minimum 10 years of experience in wholesale sales, dealer management, or field sales leadership, preferably within the automotive aftermarket.
- Proven experience managing, coaching, and developing a high-performing team.
- Strong knowledge of IAM distribution channels, dealer operations, and industry best practices.
- Excellent communication, interpersonal, and problem-solving skills.
- Ability to travel frequently to support regional activities.
