National Accessory Sales Manager

Manages national accessories sales to retailers and Independent Distributors. Responsibilities include the achievement of corporate accessories sales and profit objectives, managing national programs designed to increase accessories sales and profitability, and growing the port- and retailer-installed accessory business at Subaru retailers.
 

• Sales Performance: 
  • Manages the sale of accessories by Regions to retailers through warehouses and ports. Attains accessory sales goals, profit goals, and accessory penetration and Per New Vehicle Wholesaled (PNVW) objectives. In addition: 
  • Develops and manages national accessory sales promotions and incentives to motivate retailer sales growth. 
  • Takes full responsibility for department activities and presence at the annual National Training Conference (NTC) (this may involve accessory walk-arounds, new product field surveys, and expo-type exhibits) to increase Field knowledge and motivation in support of expanding accessory sales. 
  • Develops and conducts accessory sales presentations at various events (i.e. NTC, Regional events, New Vehicle Fieldwork Events, etc.) to help drive sales performance. 
  • Determines accessory discount strategy; may implement periodic accessory sales events to support product launches and/or slow-moving products. 
  • Establishes profitable and effective accessory packages for each new model and on an annual basis.
• Sales Operations: 
  • Functions as Parts Department accessory launch coordinator for each new vehicle accessory product launch. Communicates accessory launch plans to Subaru Corporation (SBR) and Subaru of America (SOA) internal departments. 
  • Utilizes PNVW sales rates, new product sales plans, and annual vehicle sales plan data to calculate accessory sales objectives for all Regions and Independent Distributors. Communicates annual accessory sales objectives to SOA Field organization and Independent Distributors, including the split of sales by port, 100% port, and warehouse. 
  • Determines target free on board (FOB) and manufacturer's suggested retail price (MSRP) pricing for all accessories, ensuring attractive pricing and margin structure to maximize SOA profitability. 
  • Establishes port-installed pricing with final labor rates provided by Service and Sales Distribution/Port Operations. Determines all final accessory pricing, passing all pricing structures and related information to the Parts and Accessory Pricing Manager for processing with SOA Accounting. Oversees the creation of accessory pricing and application charts and all Retail Accessory Management (RAM) system activities. 
  • Manages discount and royalty budgets. 
  • Works closely with SOA Accessory Marketing team for the development of accessory brochures, accessory Spotlights, Drive Magazine articles, etc. Works jointly with Accessory Marketing Manager in activities that support sales of Subaru accessories.
• Sales Planning: Manages the Accessory and Subaru Performance Parts business including new product opportunity reviews and prioritization. This includes: 
  • Working with Associate Director - Product Planning & Development and Accessory Product Sourcing Manager to create new model development plans.
  • Meeting with current and prospective accessory suppliers to study new product opportunities and to finalize product plans and sales launch activities. 
  • Gathering research from resources such as Specialty Equipment Market Association (SEMA) Original Equipment (OE) roundtable and trade publications and utilizing the annual CES and SEMA shows to target suppliers and ideas to enhance our accessory lineup. 
  • Participating in new vehicle planning meetings with Parts & Accessory Pricing, Vehicle Sales, and Distribution team members. 
  • Attending enthusiast events to gather ideas for new products and to get feedback on current products and programs. • Meeting with representatives from SBR and Subaru Tecnica International (STI) to determine new product opportunities and sales potential.
• Sales Analytics: Oversees Accessory Sales team analytical tasks to accurately determine sales trends on existing products for the purpose of guiding strategy, operations, and decisions to maximize sales. Provides monthly PNVW analysis, quarterly District Parts/Service Manager (DPSM) bonus reviews, and develops action plans to address shortfalls/opportunities. This includes analysis of new product sales comparisons by Region.
• Accessory Sales Team: Manages the Accessory Sales team including Accessory Sales Operations Manager and specialists. Provides top-level review of their output in regard to accessory applications, pricing, and the Retail Accessory creation and Management system (RAM), as well as of final review of port-installed pricin