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Job Description:
Area Sales Manager / Executive – 3M Automotive After Market
Job Purpose
To drive sales growth, market share within the assigned territory by managing distributors, garages, dealers, and key accounts while developing strong relationships with automotive repair networks and influencers.
Key Responsibilities
Sales & Business Development
- Achieve primary and secondary sales targets for the assigned territory.
- Develop and implement territory growth plans aligned with company objectives.
- Identify and acquire new body shops, workshops, dealerships, and fleet customers.
- Increase market penetration and product adoption in the automotive refinish segment.
Channel Management
- Manage and develop distributor and dealer networks.
- Ensure optimum inventory levels and product availability across the territory.
- Monitor distributor performance and implement corrective actions where required.
- Drive secondary sales through effective channel engagement programs.
Key Account Management
- Negotiate commercial agreements and ensure customer retention.
- Handle customer complaints and provide effective solutions.
Technical & Product Promotion
- Collaborate with Technical Service Representatives to support product trials and demonstrations.
- Conduct training programs for painters, body shop owners, and distributor teams.
- Promote new products, color solutions, and value-added services.
Market Intelligence
- Track competitor activities, pricing, market trends, and customer requirements.
- Provide regular market feedback and business insights to management.
- Identify emerging opportunities within the automotive aftermarket segment.
Team & Territory Management
- Ensure efficient territory coverage and customer engagement.
- Conduct regular performance reviews and coaching sessions.
Collections & Credit Control
- Ensure timely collections and adherence to credit policies.
- Monitor outstanding payments and minimize bad debts.
Key Performance Indicators (KPIs)
- Sales volume and revenue achievement.
- Secondary sales growth.
- Market expansion and penetration
- New body shop/customer acquisition.
- Market share growth.
- Collection efficiency and overdue management.
- Distributor productivity.
- Customer retention and satisfaction.
Education & Experience
- Bachelor's Degree
- MBA preferred.
- 5-10 years of sales experience in Automotive Refinish Paints, Automotive Aftermarket, or related industries.
- Experience in dealer/distributor management and key account sales is essential.
Required Skills
- Strong sales and negotiation capabilities.
- Knowledge of automotive refinish products, paint systems, and body shop operations.
- Excellent relationship management skills.
- Territory planning and execution.
- Analytical and problem-solving skills.
- Strong communication and presentation abilities.
- Proficiency in MS Office and CRM tools.
Reporting Structure
Reporting To: Business Manager - Automotive After Market
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