Interstate Batteries

Manager

• Direct accountability for the Profit and Loss (P&L) performance of a specified region
• Review, monitor, and analyze weekly scorecards and monthly financials to identify variances in fiscal year (FY) financial plans
• Collaborate with other RMMs to assist in the improvement of operations
• Maintain relationships with key accounts within the region
• Investigate complaints received by Customer Service group
• Work with the Sales Team to acquire new business within the region and grow the customer base
• Conduct National Account (NAC) audits for the region
• Manage a team of direct reports

Regional Market Manager

Sales

• Execute various field initiatives at the store level for tier 1 & 2 National Accounts
• Build relationships with area managers, store personnel, and management
• Execute training assets to deliver value to the organization and National Accounts
• Maximize both unit and gross profit within each account
• Serve as a point of contact and liaison for the account area to address areas of opportunity
• Communicate field issues directly to the Distributor and coach local NAC sellers
• Utilize reporting tools like CRM, inputting all account/store activity
• Train account sales and/or store personnel using proprietary training modules
• Accumulate and analyze data on service drive and tech bay area
• Drive market focus and personnel deployment to manage struggling markets
• Model Interstate’s Purpose and Values

Field Activation Sales Manager

• Assist the manager of company owned distributorship to meet or exceed all operational and financial goals.
• Hold team accountable to goals that meet the operational budgeted goals; review, monitor and analyze weekly scorecard and monthly financials to identify variances and design and implement action plans.
• Actively manage AR and develop action plans for accounts with unacceptable AR balances.
• Manage inventory to align with selling activity and oversee Route Service Excellence program for route efficiency.
• Increase gross profit through increased sales volume with existing dealers and new dealers.
• Review, monitor and analyze Market IQ to identify declining markets and implement action plans.
• Visit and maintain relationships with key accounts; manage dealer erosion and serve as key contact for complaints.
• Work with sales team to acquire new business and formulate and implement market penetration strategies.
• Establish weekly meetings with operation staff; provide performance management, recognition, training and coaching to develop team members.
• Ensure data integrity and timely reporting; ensure compliance with IOT standard operating procedures including OSHA and DOT.
• Manage routing procedures to ensure maximum utilization of equipment and manpower.

Assistant General Manager – Market

Account Executive

• Under limited supervision, provides leadership, accountability, and stewardship over multiple customers including Warehouse Distributor and Regional account business
• Responsible for profitable growth and all elements related to serving account base including winning business with new customers
• Manages multiple WD and Regional customers and leverages internal resources to grow the book of business
• Manages growth plans and account plans; presents updated growth plans quarterly and account plans monthly to leadership
• Leads and manages account plans weekly with support from a cross-functional core team
• Schedules and leads business meetings, quarterly business reviews, line reviews, and RFQs
• Incorporates cross-functional team members as needed
• Completes customer engagement reports specific and justify travel related spend
• Responsible for relationship mapping
• Provides sell-in and executes annual pricing actions
• Manages and leads core teams on all internal/external account deliverables
• Schedules performance meetings and drives committed actions to completion
• Uses Corrective Action Planning to enable tasks or projects to complete on time
• Responsible for pricing gaps; opportunities to leverage price should be priority and market based
• Facilitates internal communication so that affected departments and Distributors are aware of relevant account development
• Cultural: Be a champion within company and beyond for Purpose and Values
• Other related duties as assigned
• Portfolio in the range of 75,000 – 125,000 units annually
• Works with internal departments toward the completion of critical projects
• Travel up to 40%

Business Development Rep

• Meet or exceed annual unit production goal by landing business within the Regional Account, Jobber, and Non-Mandated National Account customer segments.
• Meet or exceed annual New Key Account (Jobber & Regional) goal provided
• Understand, support and demonstrate Interstate’s Purpose & Values
• Generate unit volume through individual sales efforts (identify, qualify, and partner with quality dealers) using proven targeted growth strategies and Interstate’s value proposition
• Create a territory sales plan that considers ideal targets including Jobber, Regional Account, and Non-Mandated National Accounts; which ties into weekly planning activities.
• Dynamically prioritize time and focus based upon relevant market inputs (prospect volume, emerging account conditions, competitive vulnerabilities)
• Establish credibility by using industry insights and product knowledge to convey Interstate’s value proposition in each market segment.
• Uncover prospects’ challenges, identify profitable solutions, and demonstrate consistent ability to close the sale (again, Selling the IB Way = work into point above?)
• Participation in assigned Regional Blitzes inside and outside of your designated territory as required.
• Understanding of the Automotive Parts Aftermarket (specifically Program Buying Groups, Warehouse Distributors, Jobbers, Installer/Dealers and End Users) – including channel characteristics, trends, influencers and conflicts in order to maximize sales growth effectiveness.
• Ability to demonstrate and effectively communicate the value of the Warehouse Distributor (WD) and Jobber program to the distributor base and know how to create sales strategy to deliver on highest value relationships between them
• Manage new account relationships over the first fiscal year within the Jobber and Regional Account segments ensuring a successful launch, ramp up, and overall growth for our new partners.
• Demonstrate a thorough technical knowledge of Interstate Batteries products and applications
• Develop and professionally communicate presentations and solutions proposals and can tailor and deliver those solutions and proposals according to their audience
• Coordinate transitions with Account Management team on Regional Accounts and Jobbers secured after your work with the accounts is completed
• Proactively manage their “territory” via reviewing production & reports as well as proactively participate in their bi-weekly 1:1 sessions with their NSM
• Document customer and prospect interactions in Salesforce.com including appointments, cold calls, and other contact methods (i.e. phone calls and email) - implement best practices and processes and ensure pipeline is an accurate representation of current activity and opportunity focus
• Effectively and efficiently manage return on investment for distributor visits - develop an objective and agenda for each week including set appointments, call strategies, field work for recently landed Jobbers and Regional Accounts, and follow up plans
• Attend and contribute to sales team meetings through active preparation and participation
• Consistently share qualified leads with other business segments (, All Battery, National Accounts, Local sales team members including IOT, other BDM’s)
• Interact, as appropriate, with other Interstate departments (Marketing, Supply Chain, IT, Talent, etc…)
• Drive personal and professional growth using the Gameplan, seminars and workshops to keep abreast of latest trends in field of expertise
• Utilize data (sales reports and Salesforce.com) to plan and make necessary plan adjustments to maximize production
• Follow all Safety procedures regarding handling and transporting batteries

Regional Market Manager

Field Activation Sales Manager

Assistant General Manager – Market

Account Executive

Business Development Manager