Regional Aftermarket Sales Manager

Rush Truck Centres of Canada is a part of the largest commercial vehicle dealership group, Rush Enterprises, in North America. We represent a wide range of industry-leading truck and trailer brands backed by parts, sales, service, collision repair, lease and rental support. With 22 locations in Ontario and almost 800 employees, we want the best and brightest dealership operations professionals to join our team.

The Regional Aftermarket Sales Manager directs the Aftermarket Sales force throughout an assigned Dealer Region and AOR by performing the following duties.

Carries out supervisory responsibilities in accordance with the organization’s policies and applicable provincial and federal regulations. Responsibilities include interviewing, hiring, training, and continually developing Salespeople; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems, while working with the branch Parts Managers, General Managers and Regional Managers. This role is based out of our Head Office at 7450 Torbram Rd, Mississauga, ON L4T 1G9.

Responsibilities

• Ensure compliance with all Occupational Health and Safety Act (OHSA) regulations, as well as the Company’s Health and Safety Policy.
• Lead the Aftermarket Sales Team to Rush Enterprises formal Leadership Standards and Guidelines as outlined by the Canadian Director of Parts.
• Hire, train and develop an Aftermarket Sales Team of multidimensional sales professionals capable of selling a diverse array of products and offerings to cover each local AOR and the overall Region.
• Identify/profile all accounts in each AOR to ensure sales representative to accounts qualifying to be assigned to an Aftermarket Salesperson.
• Assign those accounts by highest potential to Aftermarket Sales Representatives (ASR’s), aligning sales success for incremental aftermarket sales growth.
• Maintain close working relations with the ASR’s and their respective departmental Parts and Service Managers to meet individual sales and overall dealership Aftermarket sales goals.
• Continuous AOR prospecting is required bi-annually to ensure assignment of the highest potential available accounts to ASR’s, based upon account spent, to penetrate for positive sales effect.
• Continuous and concentrated focus placed on the sales opportunities within the dealerships’ AOR’s, the sales performance of individual ASR’s, and the sales penetration of the salesperson’s book of business (BOB).
• Develop sales action plans to maximize penetration for each account to include specific Parts and Service plans, account by account, developing each ASR’s individual BOB.
• Oversee and maintain sales performance achievement, based not only upon the sales to plan achievement of the ASR’s, but also based upon the overall sales to plan achievement of the aftermarket departments to plan themselves.
• Gain competency and manage all aspects of Dynamics 360 (CRM system) as it relates to understanding each ASR’s overall performance and performance by assigned account.

Other Skills and Abilities Required

• Review sales progress by dealership and ASR as it relates to MTD and YTD sales plan achievement.
• Lead and motivate ASRs to reach sales goals as aligned with Rush’s overall sales initiatives, as it relates to Parts, Service, All Makes Growth, Gross Profit Growth, and Sales IQ Win Rate.
• Align the Aftermarket Sales Team with current and growing product offerings to include RushCare, Service Connect, Parts Connect, Xpress Services, Managed Maintenance, and technology innovations as examples.
• Must be capable of learning and deciphering multiple data analytics tools and capable of implementing sales strategy based upon ASR’s sales deficiencies to include sales by department, Parts product categories, and Service repair types.
• Must monitor and assign all Rush, MSC, and Fleet Charge national accounts in each AOR.
• Must travel throughout the Region with ASRs in their AOR’s to call on conquest accounts, high-potential sales accounts, declining sales accounts, and accounts with limited sales penetration.
• Lead sales blitz activities in each AOR on a semi-annual basis. Underperformance of AORs may require more sales blitz activity.
• Complete annual goal setting for each ASR and their respective accounts annually.
• Monitor unassigned accounts monthly by AOR, to review for future assignment.
• Assist in operational projects such as trade shows, sales events and inventories.
• Must join and attend local, regional, and national market segment associations, and trade shows specific to the business.
• Must proactively partner with HR Business Partners to monitor and take action within the Continuous Performance Optimization initiative for ASR sales performance, at least twice per month. Action taken will include coaching underperforming ASR’s to planned improved sales results, developing corrective action plans, and celebrating successes.
• Must have strong organization, communication, and interpersonal skills as direct reports will not be centralized within a single location or group of locations.
• Strive for harmony, collaboration, and communication with the Regions dealerships, and amongst all departmental managers.
• Maintain a professional appearance and conduct that favourably represents the company.
• Other related duties as assigned from time to time.

Basic Qualifications

• High school diploma or general education degree (GED).
• Five plus years in a sales-based role/background in a multi-location regional function.
• Two to four years in a leadership role preferable.
• Must have strong organizational, interpersonal and communication skills.
• Experience developing and executing strategic plans in a large, complex, or multi-location
  organization.
• Valid driver’s license; insurability with the Company’s insurance carrier.
• Driver’s Abstract.
• Criminal Record Check.
• Compensation: $100,000+
  
  

We Offer the following Benefits

We offer exceptional compensation and benefits, RRSP, Bonus Incentives and opportunity for advancement - all in a culture that appreciates and rewards excellence, a positive attitude and integrity.

***We wish to thank all applicants for their interest in a career with Rush Truck Centres of Canada, but advise that only those selected for an interview will be contacted.

Minimum Pay Rate

CAD $0.00/Yr.
Maximum Pay Rate

CAD $0.00/Yr.

Rush Truck Centres of Canada is a part of the largest commercial vehicle dealership group, Rush Enterprises, in North America. We represent a wide range of industry-leading truck and trailer brands backed by parts, sales, service, collision repair, lease and rental support. With 22 locations in Ontario and almost 800 employees, we want the best and brightest dealership operations professionals to join our team.

The Regional Aftermarket Sales Manager directs the Aftermarket Sales force throughout an assigned Dealer Region and AOR by performing the following duties.

Carries out supervisory responsibilities in accordance with the organization’s policies and applicable provincial and federal regulations. Responsibilities include interviewing, hiring, training, and continually developing Salespeople; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems, while working with the branch Parts Managers, General Managers and Regional Managers. This role is based out of our Head Office at 7450 Torbram Rd, Mississauga, ON L4T 1G9.

Responsibilities

• Ensure compliance with all Occupational Health and Safety Act (OHSA) regulations, as well as the Company’s Health and Safety Policy.
• Lead the Aftermarket Sales Team to Rush Enterprises formal Leadership Standards and Guidelines as outlined by the Canadian Director of Parts.
• Hire, train and develop an Aftermarket Sales Team of multidimensional sales professionals capable of selling a diverse array of products and offerings to cover each local AOR and the overall Region.
• Identify/profile all accounts in each AOR to ensure sales representative to accounts qualifying to be assigned to an Aftermarket Salesperson.
• Assign those accounts by highest potential to Aftermarket Sales Representatives (ASR’s), aligning sales success for incremental aftermarket sales growth.
• Maintain close working relations with the ASR’s and their respective departmental Parts and Service Managers to meet individual sales and overall dealership Aftermarket sales goals.
• Continuous AOR prospecting is required bi-annually to ensure assignment of the highest potential available accounts to ASR’s, based upon account spent, to penetrate for positive sales effect.
• Continuous and concentrated focus placed on the sales opportunities within the dealerships’ AOR’s, the sales performance of individual ASR’s, and the sales penetration of the salesperson’s book of business (BOB).
• Develop sales action plans to maximize penetration for each account to include specific Parts and Service plans, account by account, developing each ASR’s individual BOB.
• Oversee and maintain sales performance achievement, based not only upon the sales to plan achievement of the ASR’s, but also based upon the overall sales to plan achievement of the aftermarket departments to plan themselves.
• Gain competency and manage all aspects of Dynamics 360 (CRM system) as it relates to understanding each ASR’s overall performance and performance by assigned account.

Other Skills and Abilities Required

• Review sales progress by dealership and ASR as it relates to MTD and YTD sales plan achievement.
• Lead and motivate ASRs to reach sales goals as aligned with Rush’s overall sales initiatives, as it relates to Parts, Service, All Makes Growth, Gross Profit Growth, and Sales IQ Win Rate.
• Align the Aftermarket Sales Team with current and growing product offerings to include RushCare, Service Connect, Parts Connect, Xpress Services, Managed Maintenance, and technology innovations as examples.
• Must be capable of learning and deciphering multiple data analytics tools and capable of implementing sales strategy based upon ASR’s sales deficiencies to include sales by department, Parts product categories, and Service repair types.
• Must monitor and assign all Rush, MSC, and Fleet Charge national accounts in each AOR.
• Must travel throughout the Region with ASRs in their AOR’s to call on conquest accounts, high-potential sales accounts, declining sales accounts, and accounts with limited sales penetration.
• Lead sales blitz activities in each AOR on a semi-annual basis. Underperformance of AORs may require more sales blitz activity.
• Complete annual goal setting for each ASR and their respective accounts annually.
• Monitor unassigned accounts monthly by AOR, to review for future assignment.
• Assist in operational projects such as trade shows, sales events and inventories.
• Must join and attend local, regional, and national market segment associations, and trade shows specific to the business.
• Must proactively partner with HR Business Partners to monitor and take action within the Continuous Performance Optimization initiative for ASR sales performance, at least twice per month. Action taken will include coaching underperforming ASR’s to planned improved sales results, developing corrective action plans, and celebrating successes.
• Must have strong organization, communication, and interpersonal skills as direct reports will not be centralized within a single location or group of locations.
• Strive for harmony, collaboration, and communication with the Regions dealerships, and amongst all departmental managers.
• Maintain a professional appearance and conduct that favourably represents the company.
• Other related duties as assigned from time to time.

Basic Qualifications

• High school diploma or general education degree (GED).
• Five plus years in a sales-based role/background in a multi-location regional function.
• Two to four years in a leadership role preferable.
• Must have strong organizational, interpersonal and communication skills.
• Experience developing and executing strategic plans in a large, complex, or multi-location
  organization.
• Valid driver’s license; insurability with the Company’s insurance carrier.
• Driver’s Abstract.
• Criminal Record Check.
• Compensation: $100,000+
  
  

We Offer the following Benefits

We offer exceptional compensation and benefits, RRSP, Bonus Incentives and opportunity for advancement - all in a culture that appreciates and rewards excellence, a positive attitude and integrity.

***We wish to thank all applicants for their interest in a career with Rush Truck Centres of Canada, but advise that only those selected for an interview will be contacted.