Sales Excellence Director, Automotive Finishes Division

The Automotive Sales Excellence Director is responsible for establishing and setting the strategic vision of sales effectiveness for the Automotive Finishes Division. This individual will take a proactive approach in developing and implementing learning to upskill the Automotive workforce. This leader will also shape the strategy, governance, and support execution of the Salesforce.com CRM platform and integrated LMS and selling tools.

Job duties include contact with other employees and access confidential and proprietary information and/or other items of value, and such access may be supervised or unsupervised. The Company therefore has determined that a review of criminal history is necessary to protect the business and its operations and reputation and is necessary to protect the safety of the Company’s staff, employees, and business relationships.

Sales Team Metrics:

• Connect with the V.P. Sales, North America to determine metrics relevant to sales growth including sales call volume, closed/won sales, lost customers, silent walkers, Sales Frequency reporting among others.
• Communicate relevant sales metrics to Region Sales Directors and Area Sales Managers along with the tools for measurement – Sales Frequency Report, Install Report, CRM Dashboards
• Monitor lead and lag measures and report those regularly to sales leadership

Business Planning

• Create and update Business Planning tools outlining relevant existing & at-risk business along with opportunities:
  • Sales Territory Business Plan spreadsheet
  • Area Sales Manager Business Plan Roll-up
  • Sales Director Region Business Plan Roll-up
• Create and communicate the schedule for Business Plan completion (annual) and update (quarterly)
• Attend and participate in Area Business Plan presentation meetings

Learning and Development:

• Collaborate with PCG Learning & Development team, AFD HR Director, and AFD Director of Training to create and deliver impactful learning experiences for Sales Representatives, Sales Managers, Branch Managers, Assistant Branch Managers and Technical Representatives. Training experiences and programs include:
  • Sales Reps
    • Onboarding
    • Foundations of Selling
    • Value Selling
    • Advanced Negotiations
  • Branch Staff
    • Branch Fundamentals 1 & 2
  • Area & Other Sales Managers
    • Professional Fundamentals
  • Tech Reps
    • New training TBD
• Create and manage the framework for training experiences from onboarding through seasoned sales rep status.
• Regular review and update of training content
• Present and facilitate sales training
  • Foundations of Selling
  • Value Selling
  • Professional Fundamentals
• Create digital training in a digital Learning Management Program (currently MindTickle)

Sales Manager Development:

• Plan regular field work (~6x+ per year) to connect with Sales Directors, Area Sales Managers, Sales Representatives, Tech Reps and Branch Staff. Gain insights on market conditions, changes, customer needs, training and tools needed for support.
  • Designate time specifically for connecting with ASMs on these visits to focus on their needs and development.
• Lead the ongoing update and development of Sales Manager training. Connect with Corporate and PCG L&OD staff to illustrate a clear development path for sales managers
  • Professional Fundamentals 
    • Maintain and update content
    • Create digital content for consumption on-demand
• Provide tools needed to support Sales Manager effectiveness
  • Coaching tools in Learn
  • Sales Training reinforcement
  • Tools to support ride-along visits with Sales Reps

Customer Relationship Management (CRM)

• Lead CRM Manager in maintenance and improvement of current CRM platform (Salesforce.com) 
• Identify needs for new dashboards, reports and campaigns in CRM
• Collaborate with CRM manager for the development and implementation of new functionality
  • Pitch
  • Learn
  • Coaching
• Represent the Automotive Division in the Customization and implementation of a new CRM Platform (Microsoft Dynamics).
  • Maintain regular communications with CRM Manager and PCG CRM team
  • Identify needed functionality for Automotive Finishes
  • Consider implications of A.I. for this platform and available insights from it
  • Lead the change management process from the old to the new platform (Q