Senior Territory Sales Rep - Accessories

Company Overview 

Driven Distribution Group is the holding company of Tri-State Enterprises, Inc. and Chicago Parts & Sound, LLC. As a leading automotive aftermarket distribution company, Driven Distribution Group is committed to delivering exceptional service, operational excellence, and strong partnerships with our customers, suppliers, and employees. We are building a high-performance culture grounded in our Core Values: Do the Right Thing, Reach for Greatness, Initiate Positivity, Value Teamwork, and Embrace Feedback—which guide everything we do. 

Position Summary 

The Senior Territory Sales Representative – Accessories is responsible for leading sales efforts and supporting a team of Accessories Territory Sales Representatives within a defined territory. This role drives revenue growth, customer retention, and margin improvement through strategic sales execution, mentorship, and hands-on customer engagement. The Senior Territory Sales Representative will play a key role in developing territory plans, enhancing team performance, and ensuring consistent execution of the accessories go-to-market strategy. This position requires travel within the assigned territory for customer visits, team support, and trade show participation. Overnight travel is expected. 

Key Responsibilities 

• Serve as a senior resource and mentor to Accessories Territory Sales Representatives (TSRs), providing guidance on sales strategy and customer engagement. 

• Set, monitor, and achieve sales targets focused on revenue, margin, and customer satisfaction. 

• Analyze KPIs such as sales trends, customer activity, receivables, and Map My Customers reports to inform decision-making. 

• Conduct field visits and ride alongs to coach TSRs and model consultative selling practices. 

• Partner with vendors to coordinate accessory product training and updates for the sales team. 

• Resolve escalated customer issues by collaborating with cross-functional teams including Pricing, IT, and Marketing. 

• Contribute to bid responses and fleet/government sales opportunities as needed. 

• Facilitate weekly sales team meetings, promoting a culture of accountability and continuous improvement. 

• Train team members on sales tools such as Map My Customers and Phocas. 

• Assist in designing and executing regional go-to-market plans and territory strategies. 

• Deliver reports and presentations on sales performance, challenges, and strategic initiatives. 

• Perform other duties as assigned. 

Required Qualifications 

• Bachelor’s degree in Business, Sales, or related field, or equivalent work experience. 

• 3–5+ years of sales or account management experience, preferably in the automotive aftermarket industry (12V or accessories experience preferred). 

• Proven track record of achieving or exceeding sales targets, developing accounts, and managing a sales territory. 

• Proficiency in CRM systems and Microsoft 365 (Word, Excel, Outlook, Teams, PowerPoint). 

• Strong communication, negotiation, presentation, and interpersonal skills. 

• Demonstrated success in lead generation, prospecting, and pipeline management. 

• Ability to analyze market trends, sales data, and customer insights to inform strategy. 

• Willingness to travel within the assigned territory, including overnight stays and attendance at trade shows.de shows. 

Preferred Qualifications  

• Experience in the automotive accessories or 12V electronics sector. 

• Familiarity with sales enablement platforms such as Map My Customers and Phocas. 

• Experience leading or mentoring other sales professionals. 

Core Competencies 

• Strategic Territory Planning and Execution 

• Customer Relationship Management 

• Communication and Influence 

• Analytical Thinking and Problem Solving 

• Sales Execution and Results Orientation 

• Initiative and Accountability 

• Sales Coaching and Leadership 

Work Environment and Physical Demands 

• Primarily field-based with periodic office work. 

• Regular travel to customer sites, regional branches, and team meetings. 

• May involve lifting promotional materials or presentation equipment. 

Additional Requirements 

• Candidates must meet employment eligibility requirements as established b