Regional Sales Manager at Valeo in Norfolk, VA

Job description

• As part of a global community of talented people, you will grow and thrive working on advanced technologies for greener, safer and smarter mobility. Our company culture gives all our employees the opportunity every day to #Dare.Care.Share. You will receive a best in class, total compensation package that provides a comprehensive benefits program with real financial value.
• As a Regional Sales Manager, manage Valeo Service US relationship within the Retail Segment of the Automotive Aftermarket. The Regional Sales Manager should have a keen & in depth understanding of & extensive experience within the Retail Segment. The Regional Sales Manager will be responsible for meeting monthly, semester, & annual Order Intake, & Sales Turnover KPI’s. The ideal candidate should be a “self-starter”, detail oriented”, good communicator & have experience working with outside sales representative agencies.

Responsibilities

• Ensure that customers are visited by the sales representatives at the right frequency defined (pass cars & trucks) · Ensure each Corrective Action Plan (CAP)/Business Opportunity Plan (BOP) is executed by the sales rep in the timing assigned.
• ·Ensure that sales process is followed by each sales rep and in the good timing:
• Visits plan: set up in advance respecting visit frequency;
• Visit well prepared: agenda, CAP/BOP, mastering sales pitch to support each negotiation;
• Visit report & CAP/BOP survey: close into STORM EVERY day.
• Check gaps vs. target (visits/Correction Action Plan(CAP)/Business Opportunity Plan (BOP) results) and propose corrective action to Supplier Development.
• Coach the sales team, reinforcing skills & process and sustaining sales behavior changes.
• Identify each individual’s motivators & demotivators & Build self-reliance.
• Lead by example and able to demonstrate sales competencies in practical application.
• Assess visits to evaluate the level of practices of the sales representatives in the execution of main tasks & in negotiation.
• Team builder focusing on the qualities & behaviors of a winning team.
• Has a strong leadership to ensure the commitment of sales representatives.
• Weekly Visit Report & QSFR
• Reasons for main gaps between results & targets per sales rep in terms of: “visit frequency”, CAP & BOP. - Actions to implement if needed to improve the situation (coaching…).
• END OF EACH QUARTER, Quarterly Sales Force Review with the DIRCO :
• Detail assessment of the performance of each sales rep.
• Join visits & needs.
• Sales areas issues.
• Is or can be in charge directly as well of some specific K customers.
• Lead in that case the negotiations with these accounts to deliver T/O expected.
• Visit them at the frequency assigned.
• Execute CAP/BOP as well & ensure to close visits reports & CAP/BOP survey end of the day.

Requirements

• Bachelor's degree in business, or related field is required.
• Previous sales background in global automotive aftermarket environment highly preferred
• Minimum 5 years with successful experience within the Retail Segment of the Automotive Aftermarket / Key Account management is required.

Skills

Required

• Sales management
• Key account management
• Leadership
• Coaching
• Communication
• Detail oriented
• Self-starter