JOB PURPOSEReporting to the Regional Sales Manager, the Territory Sales Manager is responsible for driving sales growth and market share within a defined geographic territory in the automotive aftermarket Warehouse Distributor channel. This role focuses on developing and managing relationships with distributors, jobbers, repair shops, and other key accounts to increase product sales, improve brand visibility, and ensure customer satisfaction.
KEY RESPONSIBILITIESKey Responsibilities- Drive the sale of our products within a designated territory.
- Conduct regular visits to customer locations to strengthen relationships and ensure satisfaction.
- Identify new business opportunities and build an enduring funnel through strategic prospecting, networking, and cold calling.
- Identify opportunities for additional product coverage and share of wallet gains.
- Expand market share by establishing new customer relationships and strengthening existing ones.
- Work closely with existing customers to drive sales growth, exceed revenue budgets and provide solutions tailored to their needs.
- Work closely with the AFM Strategic Account Manager responsible for buying group headquarters.
- Work with regional Field Installer Specialists on customer specific campaigns and organized field work.
- Serve as the main point of contact between PHINIA and territory customers.
- Create comprehensive and customized business plans for key accounts throughout the territory.
- Develop and maintain strong relationships with key decision-makers at warehouse distributors.
- Address customer concerns, provide product expertise, and offer technical support to enhance the customer experience.
- Report market trends, competitor activities and customer feedback to management and other internal teams.
- Maintain an in-depth understanding of the company's products, features, and benefits.
- Train and educate customers on product features, selling points, and best practices.
- Ensure all product information is accurately communicated to stakeholders and is up to date with any new developments.
- Attend trade shows, industry events, and meetings to promote brand presence and network with key industry players.
What we're looking for- Bachelor's degree in business, Marketing, or a related field (preferred), or equivalent industry experience.
- 5+ years of experience in the automotive aftermarket industry, preferably working as a factory representative.
- Proven success in managing a territory and achieving sales targets.
- Strong knowledge of automotive parts, accessories, and distribution channels.
- Exceptional communication and presentation skills.
- Must be able to efficiently use MS office programs, especially Excel and PowerPoint
- Ability to work independently and manage time effectively in a remote, field-based environment.
- Familiarity with CRM tools (Salesforce) and sales reporting software.
- Willingness to travel frequently (up to 60% of the time) within the assigned region.
- Candidates must reside within the Orlando, FL metropolitan area to support regional business needs.
WHAT WE OFFERWe provide compensation and benefits programs intended to attract, motivate, reward, and retain an incredibly talented, globally diverse workforce at all levels within our organization. Our compensation programs are informed by market data and business needs, and we are committed to providing equitable and competitive compensation. We are committed to providing our team with quality and competitive benefit programs, including health and well-being resources, family-centric policies, and an agile workplace program, where not precluded by collective bargaining agreements or national statutory plans. Plans are benchmarked for competitiveness and value.
We provide formal development opportunities at all levels and stages of employee careers. These opportunities are delivered in a variety of formats to make our portfolio of solutions agile, sustainable, and scalable to support our employees in developing the skills needed to succeed.
SAFETYYou will consistently hear us say Safety First! We are committed to continually improving our strong safety performance supporting the health and wellness of our employees!
We also believe employee health and safety is everyone's responsibility. We encourage safety learning and collaboration to help employees understand and follow applicable safety policies, standards, and procedures and identify opportunities to minimize or eliminate risk. Work is expected to be conducted in a manner that stresses the importance of preventing incidents and illnesses, including attending all required safety meetings and trainings. It is expected that all incidents, near misses, and unsafe conditions are immediately reported to the direct manager, Human Resources, or Safety Representative.
