Regional Director - Channel

Company Overview

• For more than 70 years, TBC Corporation has been a leader in the mobility industry and one of North America’s largest marketers and distributors of automotive replacement tires through wholesale operations. Additionally, TBC responds to the needs of consumers in search of total car care at nearly 470 franchised tire and automotive service centers under the award-winning Big O Tires® brand. TBC is headquartered in Palm Beach Gardens, Florida.

With $5 billion in revenue and more than 3,000 employees in the U.S. and Mexico, TBC markets on a wholesale basis to regional tire chains and distributors serving independent tire dealers and with proprietary brands of tires specializing in passenger, commercial, farm and specialty tires. In 2005, TBC Corp. was purchased by Sumitomo Corporation of America (SCOA). SCOA is the largest subsidiary of Sumitomo Corporation, one of Japan’s major integrated trading and investment business enterprises. In 2018, Michelin, the largest tire manufacturer in Europe, invested in the company which is now a 50:50, privately held joint venture between Sumitomo and Michelin.

Our values are the foundation of our work, how we interact with each other, and the strategies we employ to fulfill our purpose. These are the practices we use every day – in everything we do:

• Integrity - We act honestly because nothing is more important than our reputation.
  
• Teamwork - We are better together. 
  
• People-Focused - We put people first – our Associates, customers, franchisees, and partners – and cultivate a respectful, collaborative, and inclusive culture, top to bottom, inside and out.
  
• Accountability - We own our actions and decisions; we do what we say we are going to do.
  
• Leave Everything Better - We innovate to improve everything we touch, and we take actions now to protect the future.      

Description

The Regional Sales Director (RSD) is responsible for managing the productivity of Business Development Managers (BDMs) by increasing sales to independent dealers and fleets. The Regional Sales Director’s primary function is to increase the size of their region’s existing customer base, while increasing loyalty of existing customers. The success of these two should deliver an outcome that leads to unit and revenue growth. In addition to this, the RSD is responsible for supporting and building NTW’s selling and marketing processes. The RSD is responsible for utilizing the tools and resources available to them to help our customers improve their businesses.

Ideal candidate must live in the Region assigned including:

Central PA; VA, MD, DE and Washington DC

Responsibilities

• Hold Business Development Managers accountable, in partnership with Distribution Center personnel
• Ensure growth of sales offerings (new accounts and growth of share of account for existing customers)
• Work with supplier partners to grow Associate Dealer count, and ensure program compliance and new dealer targets are met
• Ensure Business Development Managers effectively work with Distribution Centers staff to increase the sales results
• Promote and develop marketing programs
• Build customized business plans to achieve targeted results.
• Hold BDM team accountable for opportunity and call tracking on Salesforce.com
• Sales Budget and Account Management

Additional Responsibilities

• Be the voice of the customer and marketplace
• Developing, coaching, and motivating Business Development Managers.
• Promote regular two-way communication
• Travel with Business Development Managers and provide support on any customer issues
• Identifying Individual Development Plans for Business Development Managers
• Ensure necessary training is scheduled and executed
• Attract, motivate and retain personnel. Review recruitment needs regularly.
• Customer Focused, NTW centric
• Strong Business and Financial acumen
• Solid understanding of business processes and logistics operations
• Strong interpersonal and relationship building skills
• Ability to collaborate across all departments and functions is critical
• Driven to achieve results in a fast-paced environment
• Virtual and in-person communications skills
• Organize and analyze data
• Strategic agility and ability to execute on strategic plans
• Ensure regional sales metrics are established and achieved

Qualifications

• Proven sales experience with demonstrated expertise in developing sales teams
• Excellent written and verbal communication skills
• Presentation and platform skills
• Excellent analytical and time management (organizational) skills
• Prior experience as business development manager
• Deep knowledge of Sales Force tool
• Highly proficient in Microsoft Office Tools, especially Excel and PowerPoint
• B.A. or B.S. Business, Sales or Marketing preferred
• 5+ years of related business experience in lieu of Bachelor’s degree
• This location will be 100% remote in their book of business territory
• Overnight travel 25-50%
• Bilingual language skills in Spanish / English are a plus

Benefits

• Market competitive compensation
• 401(k) and Roth with company match. Immediate 100% vesting
• Comprehensive benefits including medical, dental and vision
• Company paid short term disability and employer subsidized long term disability
• Company paid life insurance
• Discounted tire purchasing
• Tuition reimbursement
• Employee assistance program
• Generous paid vacation and paid time off
• Customizable voluntary benefits
• and More!!!