Are you a dynamic leader with a passion for sales and a knack for building high-performing B2B sales teams? AutoZone is looking for a Divisional Commercial Sales Manager for AutoZone to help fuel the growth of our commercial business. In this role you’ll use your strong leadership skills to coach, train, and develop a passionate team of Regional Commercial Sales Managers.
AutoZones commercial business has been a significant driver of our growth. This growth is a testament to our commitment to delivering exceptional service and value to our commercial customers. This position plays a pivotal role in AutoZone’s commitment to serving commercial customers and supporting their needs with a wide range of automotive parts and services.
Key Responsibilities:
- Leadership & Development:
- Lead, motivate, and develop B2B sales force to enhance productivity and market products effectively to boost sales, profits, EBIT, and gross margin.
- Provide regular coaching and feedback to B2B sales reps, ensuring they act as brand ambassadors and deliver consistent performance.
- Provide feedback on Regional Commercial Sales Managers performance during market visits and annual reviews.
- Sales Strategy & Execution:
- Oversee market analyses and develop action plans for commercial accounts.
- Ensure B2B sales reps adhere to sales protocols, including sales calls, ride-alongs, Commercial Business Plans, and training.
- Analyze sales reports and KPIs, taking appropriate actions to drive performance.
- Organizational Initiatives:
o Drive organizational initiatives throughout assigned regional B2B sales teams.
o Collaborate with Store Support Center (SSC) teams to resolve field commercial sales team issues.
- Collaboration & Partnership:
- Partner with the Merchandising team to support the Category Sponsor program, providing field insights to improve category performance.
- Collaborate with Human Resources (HR) to recruit, train, and develop Regional Commercial Sales Managers and Territory Commercial Sales Manager candidates through succession planning.
- Work with National Accounts team members to grow national accounts sales and secure new customers.
- Customer Engagement:
- Visit commercial accounts regularly to ensure high service levels and timely deliveries.
- Execute sales and marketing plans targeting National, Regional, and local commercial customers.
Qualifications:
- 12+ years proven sales leadership experience, with a track record of coaching and developing sales teams in a B2B environment.
- Mastery in identifying, defining, and tracking key sales performance indicators (KPIs) to gauge sales efficiency and effectiveness.
- Expertise in leveraging data insights to drive decision-making and optimize sales processes.
- Extensive experience with Customer Relationship Management (CRM) systems (e.g., Salesforce, HubSpot, or similar) to manage customer interactions, track sales activities, and measure sales performance.
- Skilled in identifying individual and team strengths and weaknesses, and tailoring coaching strategies to address specific development needs.
- Ability to travel 80% of the time or as needed to visit commercial accounts and support regional sales teams.
Why AutoZone?
- Competitive Compensation: We offer a competitive salary and performance-based incentives.
- Comprehensive Benefits: Our benefits package includes health, dental, and vision insurance, along with other perks.
- Career Growth: We believe in promoting from within and provide ample opportunities for professional development and career advancement.
- Culture of Excellence: Join a team that values integrity, teamwork, and a commitment to delivering WOW! Customer Service.
Location: Memphis, TN (Store Support Center)
Relocation Package: Offered
Remote Work: Not available