ADI Territory Sales Manager
Role Summary
The ADI General Motors Accessories Territory Sales Manager (TSM) is a critical driver of the sales performance of the Accessories Distributorship (ADI), and accomplishes organizational goals by accepting ownership for attaining Sales Objectives, increasing profit, lifting individual dealerships to success, and exploring opportunities to add value to the role. Working in a world class distribution company, the primary focus of this role is the growth and sustained performance of a select group of GM Dealerships, while maintaining excellent relationships with customers and our General Motors field teams.
The ADI Territory Sales Manager performs a variety of management, leadership, and administrative functions, all with the ultimate goal of achieving company and Manufacturer stated sales objectives, maintaining high levels of customer satisfaction, promoting a safe and productive work atmosphere, and improving ADI profitability. This role requires tactful, courteous, and professional communication skills, strong leadership ability, analytical aptitude, sales and marketing skills, a customer serving mindset, and a strong will to achieve. The ADI Territory Sales Manager is generally familiar with the trends and operational processes of each of his or her assigned dealerships, as well as the products, promotions, and processes provided by the Manufacturer. Utilizing seasoned attention to detail and leadership skills, the ADI Territory Sales Manager provides each dealership with its optimal pathways to success with regard to GM Accessory sales. A TSM will collaborate with various General Motors field teams, dealership associations, and internal resources to administer sales promotions, produce and distribute marketing assets, and develop tools to drive sales, increase engagement, and educate and motivate dealership personnel.
By effectively creating and implementing innovative ways to drive sales growth and increase dealership engagement, the ADI Territory Sales Manager is a key contributor to the overall success of the ADI.
Department
ADI
Reports To
ADI Inside Sales
Position Type
Full-Time
Est. Weekly Hours
48+/hrs
Key Functions
Core
- – Train, coach, and mentor dealership personnel with regard to GM Accessory products and related programs and processes
- – Ensure adherence to budget by employing cost containment procedures to manage sales and travel expenses
- – Ensure effective use of time, materials, and assets provided by the ADI and General Motors
- – Prioritize and communicate regular updates to assigned dealerships regarding sales performance, new products, process changes, and other relevant information
- – Maintain and submit call reports detailing dealership action items and visits to Sales Manager on a daily basis
- – Effectively work with dealership management to establish, track, and assess dealership goals related to GM Accessory sales and related processes
- – Effectively implement ADI and General Motors programs and processes within assigned dealerships, that are designed to grow Accessory sales and improve dealership profitability
- – Consistently seek innovative ways to increase dealership engagement, grow sales, improve productivity, enhance customer service, and increase company profit
- – Actively build and enhance trusting relationships with dealership owners, executive managers, and dealership staff in a way that transfers the same level of trust toward the ADI as a whole
- – Maintain meaningful relationships with General Motors field teams that create opportunities for beneficial collaborative efforts
- – Ensure customer expectations are met and take effective and immediate action to resolve any issues that occur
- – Effectively work in cooperation with accounting, warehouse operations, marketing, and other departments within the company in a way that benefits the culture, productivity, and profitability of the company as a whole
On-Going Proficiency Training
- – Schedule and successfully complete all ongoing professional training and certification(s) requirements on a timely basis
- – Maintains professional and technical knowledge by participating in formal training sessions, sales meetings, on–the–job coaching, sales workshops, online webinars, and reading manufacturer’s bulletins and industry publications to enhance skills and stay current with rapidly changing technology
Compliance
- – Maintain up-to-date knowledge of and demonstrate understanding and compliance with all federal, state and local regulations and consumer protection laws that affect the ADI sales role
- – Ensure compliance with manufacturer expectations with regard to conflict resolution, training, performance, and other requirements
- – Understand and monitor adherence to manufacturer’s warranty and policy procedures
Performance
- – Maintain high levels of customer satisfaction
- – Support and adhere to all standards and operational policies of the manufacturer and the ADI
- – Regularly and consistently meet or exceed sales goals and objectives
- – Continually works with all assigned dealers to establish, maintain, and complete goals and initiatives consistent with ADI and Manufacturer directives
- – Demonstrate flexibility and agility as demands change and require realignment of strategy and focus
- – Demonstrate ongoing openness to receive developmental feedback while maintaining a positive mindset
- – Maintain a positive culture within the ADI sales department that promotes employee productivity, innovation, and longevity, and enhances trust and respect of our customers
Administrative
- – Clearly understand monthly and quarterly sales objectives and related incentives, and create an action plan to achieve
- – Communicate goals and objectives to assigned dealerships, develop action plans to achieve, track progress, and execute
- – Track and share daily progress toward attainment of sales objectives with dealership management, GM Zone teams, and ADI Sales Manager
- – Travel regularly to visit assigned dealerships to monitor sales effectiveness, reinforce messaging, train, coach, and improve dealership processes, practices, and trends that affect GM Accessory sales
- – Maintain and submit call reports detailing dealership action items and visits to Sales Manager as required
- – Timely perform monthly calculations of mileage and expenses, and report to accounting for reimbursement
- – Periodically review, analyze, and modify daily processes as required, to assure continued improvement in performance, productivity, and customer satisfaction
- – Participate in dealership sales meetings, training events, or other opportunities as available, where overnight travel may be required
- – Actively participate in all required ADI sales meetings
- – Adherence to company policies with regard to company provided vehicle, expense and mileage records, timekeeping and time off, and safety procedures
Inter-departmental Support
- Warehouse Operations – Communicates with appropriate Warehouse Manager if information is needed to respond to customer questions or concerns.
- Inventory Manager – Communicates with inventory manager with issues regarding product availability, LPO wheel transit core process, and product returns
- Installation Department – Communicates dealership needs for priority scheduling, pickup and delivery back to the dealership, and other service related issues
- Accounting Department – Provides proper documentation for expense reimbursement, mileage reports, etc. Often communicates with dealership accounting staff on behalf of the ADI to resolve unpaid invoices, past due accounts, and other sales related accounting issues.
Key Competencies
Intra- and Interpersonal
- – Consistently models and reinforces ethical behavior in self and others
- – Earns others’ trust and respect through consistent honesty and professionalism in all interactions
- – Consistently remains open to receive and learn from ongoing developmental feedback and maintain a positive mindset
- – Respects and maintains confidentiality, does the right thing even when it is difficult, does not yield to pressure to show bias or manipulate others
- – Does not misrepresent self for personal gain
- – Takes ownership of successes as well as failures
- – Shows a sense of urgency about getting results
- – Able to resolve customer issues for the good of the organization
- – Consistently seeks ways to improve self and others
- – Sets measurable goals for self and assigned Dealers, and openly and honestly shares results
- – Regularly reinforces excellent performance and improves poor performance among assigned Dealers
- – Demonstrates a high level of service delivery
- – Does what is necessary to ensure customer satisfaction
- – Deals with service failures and prioritizes customer
- – Resilience to maintain a customer focused, positive mindset, despite obstacles, conflicting agendas, and changing priorities
- – Gains member satisfaction and loyalty
- – Builds and maintains customer satisfaction with the products and services offered by the ADI and the Manufacturer
- – Quickly and completely follows through with all promises made to a customer
- – Remains open to many approaches to address and resolve issues; explores options when unable to deliver a requested product or service, and pursues solutions until the customer is satisfied
- – Recognizes adverse customer reactions and develops better alternatives
- – Establishes and maintains effective relationships with customers and gains their trust and respect.
- – Authors new and unique ideas
- – Easily makes connections among previously unrelated notions and tends to be seen as original and value-added in brainstorming settings
- – Demonstrates the ability to convey thoughts, express ideas, and present information effectively through the spoken or written word, whether face to-face or via use of technology tools such as phones and computers
- – Checks for understanding of the communication by asking open-ended questions that draw out the listener’s understanding
- – Adapts communication style to the audience and listens with the intent to understand
- – Effectively follows up with team members to assure that instructions and procedures have been clearly understood and are implemented properly
- – Promotes cooperation and commitment within the team to achieve goals and deliverables;
- – Ensures joint ownership of goal setting, commitments, and accomplishments;
- – Involves everyone on the team and encourages team unity through sharing information and expertise, working together to solve problems and putting team success first;
- – Knows and supports teammates’ work and deliverables;
- – Helps teammates who need or ask for support or assistance.
- – Remains open-minded and is able change position on the basis of new information, perform a wide variety of tasks, and quickly change focus as demands change
- – Transitions effectively from task to task and easily adapts to varying customer needs
- – Responds to change quickly; changes personal, interpersonal, and professional behavior quickly based on the needs of a customer or situation
- – Openness to work with, support, learn from, and challenge team members in a constructive way
- – Re-evaluates decisions when presented with new information, readily integrates changes into work processes and outputs
- – Establishes a systematic course of action to ensure accomplishment of specific objectives
- – Determines priorities and allocates time and resources effectively
- – Sets priorities with an appropriate sense of what is most important and realistically anticipates obstacles
- – Tracks progress and completion of activities to accomplish stated objectives
- – Develops systems to organize workflow to ensure quality accuracy and timeliness of output
- – Employs analytical abilities, using a logical systematic and sequential approach to resolve problems in a variety of contexts
- – Uses skillful questioning to draw out specific information needed to clarify the situation and identify root causes of problems
- – Gathers, organizes and analyzes information to assess the situation
- – Probes multiple sources for possible solutions
- – Develops and evaluates alternative courses of action
- – Takes responsibility for actions and outcomes and persists despite obstacles
- – Gives long hours to the job
- – Demonstrates dependability in difficult circumstances
- – Shows a sense of urgency about getting results
- – Diligently attends to details and pursues quality in accomplishing tasks
- – Follows detailed procedures and ensures accuracy in documentation and data
- – Checks work to ensure accuracy and completeness
- – Organizes and maintains a system of records; provides information in a usable form and on a timely basis to others who need to act on it
- – Shows up for work early, gives, as well as follows instructions, enforces and follows policies and procedures; expects and meets productivity standards, enforces and keeps deadlines and work schedules.
- – Stays focused on tasks in spite of distractions and interruptions
- – Makes the best use of available time and resources
- – Balances quality of work with meeting deadlines
- – Does not make excuses for errors or problems; acknowledge and correct mistakes
- – Does not diffuse blame for not meeting expectations; faces up to problems with people quickly and directly
- – Understands and learns from what others have to say
- – Allows others to speak without unnecessary interruption
- – Asks clarifying questions that elicit clearer, more detailed information
- – Confirms understanding by paraphrasing or summarizing what others have said
- – Uses mathematical techniques to calculate data or solve practical problems
- – Utilizes data effectively to convey opportunity or performance measures
- – Effectively communicates in terms of real numbers in order to engage interest and build trust
- – Studies and understands dealership accounting practices and makes logical recommendations regarding allocation and reconciliation of ecommerce, LPO, warranty, and other GM program fund
- – Performs work in a safe manner at all times
- – Avoids shortcuts that increase health and safety risk to self or others
- – Checks for and reports potential hazards or breaches of security plans while in the workplace or in the field
- – Responds positively to safety-oriented feedback
- – Encourages and supports others to be safe while at work
- – Understands and uses different technology tools to increase productivity and improve efficiencies
- – Demonstrates a solid working knowledge of basic computer systems, software applications and internet tools applicable to his/her work
Knowledge
- – Excellent comprehension of automotive dealership processes, roles, functions, and trends
- – Familiarity with all GM Accessories and IBP products
- – Familiarity with GM programs that support GM Accessories, ie. MyRewards, Business Choice, ADS Ecommerce, etc.
- – Understanding of inventory control management in an automated environment
- – Understands principles of marketing, business management, sales, and leadership
- – Ability to collect, read, and understand raw data and transpose to create useful sales and trend reports
- – Familiarity with financial processes and terminology, as well as general car business acronyms
- – Familiarity with and able to use different outlets of communication including but are not limited to phone calls, emails, text messages, etc. – level of communication skills should be superior with typing, writing, and speaking being fluent and professional
Experience
- – Demonstrated track record of success for at least two (2) years in a sales or business management role
- – Experience in an automotive dealership preferred, but not required
Skills
- – Disciplined daily record keeping and reporting expertise
- – Ability to motivate and lead others to achieve ever increasing goals
- – Technology savvy
- – Capability to work with multiple software programs including but not limited to Microsoft Teams, GoTo Meeting, Gmail, Google Drive, Excel, Microsoft Office etc.
- – Good command of basic math skills
- – Strong “customer serving” mindset
- – Initiative-driven self-starter who can balance multiple priorities, organize workload and meet deadlines in a fast-paced, results driven environment
- – Self-motivated and able to work effectively with minimal supervision
- – Solid organizational skills and attention to detail
- – Professional, polite and persuasive phone, e-mail, writing and interpersonal communication skills
- – Strong listening, interpreting, written and verbal communication skills
- – Ability to manage and diffuse difficult or emotional customer situations, speaking clearly and persuasively in positive or negative situations
- – Ability to approach new products, programs, and initiatives eagerly and with a positive attitude
- – Ability to identify market trends as they develop and formulate action plans to take advantage or avoid obstacles
- – Professional appearance and work ethic
Education
Required
- – High school diploma or GED
- – Valid Driver’s License and acceptable MVR
- – Good driving record
Preferred
- – Professional sales or management training and certification
- – Awards or citations for excellent sales performance
- – BA or MA in Business or Business Management or related
Job Readiness Training
Role-specific training will include but not be limited to:
GM Center of Learning – includes required learning modules and tests assigned by the manufacturer (ongoing as models change and new technologies are released). Login access to a training portal provides information on schedules, timelines, and upcoming required classes.
Coordinated travel with peers within other ADIs – gain insight from other markets and learn best practices and habits from some of the best performing Territory Sales Managers in the network.
On-The-Job Training – delivered under the guidance of the ADI General Manager, Sales Manager, Accounting Lead, and other leaders in the organization, learn current organizational processes, policies, and expectations for your role.
ADI and GM Meetings – learn of industry trends and changes, exchange best practices, and join the conversation in a series of monthly, quarterly, and yearly web-based and face to face meetings that include peers from within VIP Distributing, General Motors, and other ADIs across the country.
Performance Management
The most important objective of the role is to lead your assigned group of Dealers to consistently meet and exceed the manufacturer’s sales objectives while maintaining company profitability goals. The ADI Territory Sales Manager must thrive under pressure, consistently exceed customer expectations, regularly achieve goals and objectives, meet all deadlines, and be willing to tirelessly seek new opportunities to grow the business.
- Sales objectives are allocated at the beginning of each new month and/or quarter by General Motors, which will fluctuate based on projected sales, previous performance and market trends.
- Forecasts are submitted to ownership quarterly and include monthly projections for sales, expenses, and profit.
- Regular performance evaluations will be performed in order to track progress to achieving outcomes and to provide constructive feedback.
KPI’s Include
- – Regularly exceed General Motors sales objectives and internal forecasts for sales and profit
- – High level of customer satisfaction as measured by dealer engagement data and survey results
- – Timeliness and accuracy of relevant paperwork and reports
- – Sustained or improved ranking among other TSMs with regard to sales attainment to objective, sales growth, dealer engagement, profitability, and other metrics
- – Maintain high benchmark level of dealers who regularly meet or exceed individual GM sales objectives (dealer engagement)
- – Maintain high benchmark average of ADI-to-Dealer sales vs. LPO sales
- – Maintain benchmark or higher level of dealer engagement with regard to Business Choice, MyRewards, Ecommerce, and other Manufacturer programs that support Accessory sales.
Disclaimer
The information contained in this Role Description is designed to include a comprehensive presentation of accountabilities, responsibilities, and activities that are deemed to be critical to the successful performance of this role. This listing is not necessarily all inclusive and is subject to change at any time and with or without notice, based on the current or changing needs of the business.
Affirmative Action Plan /Equal Opportunity Employer
In order to provide equal employment and advancement opportunities to all individuals, employment decisions within the company will be based on merit, qualifications, and abilities. The Lou Fusz Automotive Network, or any of its affiliates, does not discriminate in employment opportunities or practices on the basis of sex, race, color, creed, religion, gender identity, transgender status, sexual orientation national origin, marital status, age, disability genetic information, or any other characteristic protected by law.
The Lou Fusz Automotive Network will make reasonable accommodations for qualified individuals with known disabilities unless doing so would result in an undue hardship. This policy covers all aspects of employment, including selection, job assignment, compensation, discipline, termination, and access to benefits and training.
If you have a question or concern about any type of discrimination in the workplace, you are encouraged to bring the issue to the attention of Human Resources. At The Lou Fusz Automotive Network, be assured that you can raise concerns and make reports without fear of reprisal. Further anyone found to be engaging in any type of unlawful discrimination will be subject to disciplinary action up to and including termination of employment.
At-Will Statement
The information contained in this Role Description is not an employment contract and is not intended to create contractual obligations of any kind. Employment at The Lou Fusz Automotive Network is based on mutual consent and is “at- will” which means that you are free to resign at any time with or without cause or advance notice. Likewise, The Lou Fusz Automotive Network reserves the same rights and may terminate your employment at any time, with or without cause or advance notice provided that any applicable State or Federal law is not violated.