The Customer Account Manager (CAM) sells or oversees the selling of automotive products for repair or distribution to automotive repair shops and other commercials businesses by performing the duties outlined below. This position is responsible for implementing new commercial sales programs, as well as supporting current programs to meet or exceed sales and gross margin targets. This position also partners with the Retail Operations Team (Commercial Parts Specialists, Store Managers and District Managers) to execute the Commercial Sales Program Model in assigned Commercial Delivery Stores. This position will spend a majority of the time in the field making sales calls, cultivating customers and maintaining existing commercial business relationships.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Work with District Managers, Store Managers and other key personnel to achieve all agreed upon goals for the assigned accounts with emphasis on Sales and Gross Margin Dollars.
Develop and maintain strategic partnerships with CSMs and DMs to provide sales support to existing accounts .Seek to understand the business of these customers, anticipating future needs, and consequently growing AAP sales.
Identify and meet the needs of commercial customers by presenting products, services, or ideas in a manner that clearly shows how the needs will be met.
Visit assigned accounts, making sales calls and developing approaches that best position products, services, or ideas; leverages supportive factors, overcomes or minimizes objectives, and addresses unique needs and preferences of key decision makers.
Proactively communicate with Store Team on a regular basis to ensure that customer expectations concerning product availability, accuracy, and delivery timelines are realistic and being met.
Work with the CSM and District Managers to determine price schedules and discount rates that will allow the assigned accounts to achieve Commercial sales and gross margin targets.
Maintain database of account sales call activity, etc.
Provide feedback and input to CSM and other business partners regarding competitive information, merchandising suggestions, and other services to strengthen the market position of the company.
Partner in the development and retention of Commercial Parts Specialists to support the AAP plan for internal growth and career opportunities.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed 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.
Excellent problem solving ability
Proven sales track record
Working knowledge of AAP products and services and the ability to market those products and services to meet customer needs
Understanding of aspects of the APAL system, including Inventory Management and processing of commercial account paperwork.
Working knowledge of automotive systems and traditional automotive aftermarket Working knowledge of Microsoft Word, Excel, and PowerPoint
Ability to calculate figures and amounts such as discounts, percentages, sales increases, and gross profit percent.
Ability to review and analyze business reports, such as profit and loss statement.
Strong presentation and verbal and written communications skills, including ability to write reports, business correspondence and procedural manuals
Occasional overnight travel will be required
ASE certification preferred
Possess a valid driver’s license
EDUCATION and/or EXPERIENCE
Associate’s degree or equivalent from a two-year college or technical school; and Three to five years related selling experience; or Equivalent combination of education and experience.