The Sales Representative is responsible for driving Sales Strategy and Execution within their stores with a focus on growing Focus account comp and driving Core Line sales within their assigned stores. They will achieve this growth through demonstrated product, program, and service knowledge, as well as through the successful creation and execution of business development plans in conjunction with corporate sales and marketing strategies, and store management teams. A majority of the Sales Reps time is spent visiting repair facilities, distributors, dealerships, municipalities, and other commercial businesses. The role requires strong collaboration with the store management team,
This Team Member will be an integral part of the Triangle Team partnering with their assigned District Manager and Store Managers, as well as a model practitioner of the AI Sales Process.
The Rep is responsible for implementing companywide sales and marketing objectives as developed to achieve our sales goals
The Rep will be responsible for making quality visits to targeted new and existing customers, and checking for satisfaction and assessing their needs. A minimum expectation for visits includes 60 per week with all Focus accounts visited within a 2 week timeframe. All relevant feedback and information is recorded daily, in the CSI, for follow-up.
He/she will be responsible for supporting and implementing all new company Sales initiatives as well as supporting current programs to meet or exceed all financial objectives, including driving GP through developing core line sales.
The Rep will be responsible for helping to identify hurdles, creating solves and implementing fixes to help drive our retention business and help to create new business.
Sales Representatives will be required to master (in a timely fashion) both product and program knowledge and offerings through web-ex, on-line training, and 1 on 1 support, as needed.
Sales Representatives will also be available in a more limited scope, to work collaboratively with the triangle team to address overall sales process execution across the Triangle Team, service issues, questions, and opportunities outside of the targeted listing of accounts,
Quarterly Reporting and self-reporting on initiatives
A requirement of this position will be overcoming objections, handling customer complaints, and insuring all customer opportunities are addressed in a way that is mutually beneficial for the customer and the company. (Examples of customer opportunities include: Labor claims, service level issues, product quality, etc as well as identifying competitive strategies, pricing and stocking opportunities.)
High School Diploma required. A two or four-year college degree is a plus.
Minimum of 2-4 years of Sales experience (Auto Parts strongly preferred), or the equivalent combination of education and experience.
Knowledge and Experience:
This position requires a highly organized, driven individual who has the ability to work independently. Our sales process focuses on key customers, with a strong emphasis on account growth strategy and execution with the need for strong follow up and collaboration with store management teams
Ability to read and interpret sales planning and reporting tools. Some examples of selling tools are the Sales Planning Document, Playbook, Sales Process reporting, customer pricing matrix adjustments, open web, incentive driven rebates, financial data, new initiatives/product, and all advertising materials. The Team Member is encouraged to measure results and provide feedback on the impact of all selling tools.
Ability and interest in continuing to develop professionally, embracing product training, and staying up to date with evolving company goals and initiatives.
Excellent written and oral communication skills
Ability to build and retain relationships
History of results driven success
Ability to plan, multi-task, prioritize and follow up on sales calls
Proficient use of or ability to learn Microsoft Office (Word and Excel) and Outlook
Strong math and analytical skills with a comfortable working knowledge of Excel, formulas, and business terminology such as GP$, GP%, Growth %
Extensive travel by car
Required to work one Saturday per month
Advance Auto Parts