Aftermarket Sr. Sales Manager – Heavy Duty

Position

AFTERMARKET SR. SALES MANAGER – HEAVY DUTY

Location

Auburn Hills, MI or Remote

About us

PHINIA: Advancing sustainability today, powering carbon-free tomorrow.

At PHINIA, we create premium fuel systems, electrical systems, and aftermarket parts for internal combustion engine (ICE) vehicles and industrial applications. We make sure our products are clean, efficient, and high value because we know the actions that we take today will have a profound impact on the world tomorrow. Our goal? The cleanest ICE technology: carbon-free combustion.

Always, PHINIA puts quality first, continuing our legacy with over a century of rich expertise and technological innovation. The name PHINIA has roots related to “bright” and “future,” representing our confidence and commitment to bettering the world.

Our Culture

We believe the health and safety of our employees are a top priority, we care about our local communities and the global environment. PHINIA promotes and nurtures a diverse and inclusive environment, honors integrity, strives for excellence, commits to responsibility for our communities and the environment, and builds on the power of collaboration.

Career Opportunities

We believe in building a brighter tomorrow for our employees as well as our customers and encourage you to learn about our long history, strong culture, new technologies, and future vision. We offer a strong local presence and interesting global opportunities. Join us on this shared journey toward a brighter tomorrow.

Job purpose

Reporting to the Aftermarket Director of Sales, Marketing & Training, the Aftermarket Heavy Duty Sr. Sales Manager will lead and manage the sales function for our aftermarket heavy duty Delco-Remy parts division. This role is responsible for developing and executing a strategic sales plan, overseeing a high-performing sales team, and driving growth across various customer segments. The ideal candidate will have deep knowledge of the heavy-duty aftermarket parts industry, a proven track record in B2B sales leadership, and strong relationships with independent distributors, OES suppliers, fleet managers, and key decision-makers.

Key Responsibilities

• Identify key growth opportunities and develop targeted initiatives to expand the company’s market share, ensuring sustainable revenue growth and profitability.
• Conduct market research to stay abreast of channel trends, customer needs, competitor activity, and emerging technologies, adapting the sales strategy as necessary.
• Lead and mentor a team of heavy duty regional sales managers, fostering a high-performance culture focused on results and customer satisfaction.
• Set clear sales targets and KPIs for the team, regularly tracking performance and providing coaching and feedback to ensure consistent achievement of goals.
• Recruit, train, and retain top talent to build a highly skilled, motivated, and customer-centric sales team.
• Takes ownership of total customer satisfaction and builds key relationships with National Accounts and Buying Group corporate personnel, key dealer groups and assigned Key aftermarket customers. Monitors performance and improves supplier score cards.  Develops and implements corrective action plans as appropriate.
• Work closely with a Strategic Account Manager to ensure proper inventory levels, effective product placement, and promotional strategies that maximize sales potential with strategic key national accounts.
• Negotiate contracts and pricing agreements with partners to ensure profitability while remaining competitive in the marketplace.
• Works with cross functional business insight resources to utilize sales data and analytics tools to monitor performance, forecast sales, and identify trends that can inform strategic decisions.
• Develops sales forecasts for use in the Long-Range Plan (LRP) and monitors market trends throughout the year for use in monthly forecast adjustments.
• Collaborate with the product and marketing communications teams to create effective promotional campaigns, product launches, and advertising strategies to grow sales.
• Ensure seamless communication between the sales team, operations, and logistics to optimize product availability and delivery timelines.
• Maintain an expert-level understanding of the company’s heavy duty aftermarket product offerings, staying informed about new product developments and innovations.
• Provide insights and recommendations for new products and services based on customer feedback, market tr