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Director, Strategic Accounts in Raleigh, NC at Advance Auto Parts

Date Posted: 1/24/2019

Career Snapshot

Career Description



Job Description

Director of Strategic Accounts

This role manages the overall strategy for developing the strategic account channel for Advance Auto Parts.  It is dedicated to the Acquisition and Growth of Strategic Accounts, estimated volume over $1B.   This role develops and leads our Field Sales Team to drive sales nationally to achieve our Strategic Account targets as well as Gross Margin targets by performing the duties outlined below.  The Director is responsible and accountable for the overall Strategic Account Program results in their assigned account base.  The Director is responsible for meeting or exceeding targeted Strategic Account Sales, meeting or exceeding targeted Commercial GMU and maximization of each Commercial Program in the assigned territory.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

Works closely with the RVP(s) and VPP(s) to outline the total strategy to include the offers relevant to this customer base, the appropriate coverage model that is financially beneficial to the stakeholders while driving the most amount of revenue.  Multi-faceted contact strategy to include Commercial Account Managers, Commercial Parts Pros and Commercial Sales Managers, Regional Vice Presidents and Vice Presidents of Professionals to effectively drive sales in this channel.  The Director of this effort will have to firmly layout that strategy, provide the integration points, and then orchestrate the entire effort.

Works in an integrated, cross functional way to develop the right offers with Commercial Marketing and to develop the direct mail campaign contract strategy to drive each customer through the sales cycle. 

Lead the transformation to a formalized acquisition culture that is focused on taking market share from the competition.  Focus the new organization’s efforts on new customer acquisition and retention while creating the infrastructure and strategies to accomplish both for Regional and National Accounts, resulting in revenue and profit growth.

Create a prospecting list of accounts by mining the data in the central database followed by developing a qualification process with sales leadership and data governance team to assess viability of customer potential. 

Create an implementation process with Commercial Effectiveness team and Field Leadership by coordinating all marketing, communication, and execution efforts through the Customer Relationship Management Tools. 

Meet with key customers in an effort to maintain relationships, foster new ones and be instrumental in negotiating and closing profitable sales with national and key accounts that are a win/win for everyone.

Analyze and control expenditures of the Sales & Marketing organization to adhere to budgetary requirements without diminishing program effectiveness.

Organizational commitment to ensure ongoing effective communication between all facets of the business.  Interact with senior management to articulate sales effectiveness and barriers to entitlement.

Foster greater coordination between the Sales Department and other functions, such as marketing, supply chain, finance, etc. to maximize any communication that could improve forecasting, sell-through, merchandise mix and product pricing that only enhances customer relations.

Create formal tracking reports that characterize AAP’s sales history vs. its customers and their respective verticals as well as AAPs competitors.  Contrast that information with opportunities for expanded relationships, new business partners and/ or channels.  Create a proforma process for all new account acquisitions and current regional accounts to ensure profitability of immediate and long-term programs.

Establish Commercial Sales and Gross Profit goals and targets. Partner with the Vice Presidents of Professional and Regional Vice Presidents to design and implement a Commercial Business strategy for each DMA in their assigned territory that supports market share growth. This strategy must include new commercial programs, inventory adjustments, and plans to counteract any competitive actions.

Conduct monthly financial analysis of Area National and Regional Accounts to determine areas of opportunity for improving Sales, and Gross Margin. Work with Regional Vice Presidents, Commercial Account Managers and Commercial Sales Managers to develop a plan to maximize market potential. Develop detailed sales analysis, forecasts and plans as part of the annual, monthly and quarterly business review and planning process. 

Work with the Senior Vice President Strategic Accounts and field leadership to review market data to determine price schedules and discount rates that will meet or exceed commercial sales targets and gross margin targets while maintaining the highest level of customer satisfaction.

Working knowledge of company products and services and oversees the introduction of new processes and/or products, including any required training.  Monitor and evaluate the activities and products of the competition in their assigned territory.

The Team Member will be required to spend extensive time traveling in and/or driving a vehicle and frequent overnight travel.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Computer proficiency required. Intermediate level skills Microsoft Word, Excel, and PowerPoint required. 

Ability to calculate figures and amounts such as discounts, percentages, sales increases, and gross profit percent.

Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.

Ability to review and analyze business reports, such as profit and loss statement.

Ability to define problems, collect information, establish facts, and draw valid conclusions.

Ability to write reports, business correspondence, and procedure manuals.

Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Ability to interpret Company Policy and apply to a variety of situations, while maintaining consistency throughout assigned accounts.

EDUCATION and/or EXPERIENCE

Bachelor’s degree from a four-year college or university (MBA preferred), and 

Four to six years automotive aftermarket related sales or sales management experience and/or training; or equivalent combination of education and experience.

SUPERVISORY RESPONSIBILITIES

This position has direct/indirect supervisory responsibility for one or more Strategic Account Managers, including planning, assigning, and directing work; appraising and coaching performance; rewarding and disciplining Team Members; addressing complaints and resolving problems.

CERTIFICATES, LICENSES, REGISTRATIONS

Possess a valid driver’s license and meet the company standards for MVR requirements.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by a Team Member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the Team Member is frequently required to stand and talk/listen. The Team Member is frequently required to walk; sit; use hands to finger, handle, or feel; and reach with hands and arms.  The Team Member must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.



AAPPRS