Zone VP Sales

Company Overview

With $5 billion in revenue and 3,500+ employees in the U.S. and Mexico, TBC Corporation is a leader in the mobility industry and one of North America’s largest marketers of automotive replacement tires through wholesale and franchise operations. TBC serves wholesale customers in the United States, Canada and Mexico through TBC Brands, NTW, TBC International, and TBC de Mexico. Additionally, TBC responds to the needs of consumers in search of total car care at more than 465 franchised tire and automotive service centers under Big O Tires®. TBC is headquartered in Palm Beach Gardens, Florida.

TBC markets on a wholesale basis to regional tire chains and distributors serving independent tire dealers throughout the US, Canada, and Mexico. TBC has 20 proprietary brands of tires specializing in passenger, commercial, farm and specialty tires. In 2005, TBC Corp. was purchased by Sumitomo Corporation of America (SCOA). SCOA is the largest subsidiary of Sumitomo Corporation, one of Japan’s major integrated trading and investment business enterprises. In 2018 Michelin, the largest tire manufacturer in Europe, invested in the company which is now a 50:50, privately held joint venture between Sumitomo and Michelin.

Our values are the foundation of our work, how we interact with each other, and the strategies we employ to fulfill our purpose. These are the practices we use every day – in everything we do:

• Integrity - We act honestly because nothing is more important than our reputation.

• Teamwork - We are better together.
• People-Focused - We put people first – our Associates, customers, franchisees, and partners – and cultivate a respectful, collaborative, and inclusive culture, top to bottom, inside and out.
• Accountability - We own our actions and decisions; we do what we say we are going to do.
• Leave Everything Better - We innovate to improve everything we touch, and we take actions now to protect the future.      

Description

The Zone Vice President (ZVP) is responsible for managing the productivity of Regional Sales Directors (RSDs) by increasing sales to independent dealers and fleets.  The Zone Vice President’s primary function is to increase the size of their zone’s existing customer base, while increasing loyalty of existing customers. The success of these two should deliver an outcome that leads to unit and revenue growth. In addition to this, the ZVP is responsible for supporting and building NTW’s selling and marketing processes. The ZVP will promote Challenger Selling and utilize tools and resources available to them to help our customers improve their businesses.

Job Responsibilities

• Lead the transformation of the sales organization from a hard working/relationship-based sales team to a team that uses Challenger Selling to unlock growth
• Hold Regional Sales Directors accountable, in partnership with BDM team
• Ensure growth of sales offerings (new accounts and growth of share of account for existing customers)
• Ensure Regional Sales Directors effectively work with BDM staff to increase the sales results
• Promote and develop marketing programs
• Develop and maintain positive supplier relationships
• Work with supplier partners to grow Associate Dealer count, and ensure program compliance and new dealer targets are met
• Actively engages in cross-functional planning with Operations, Product Marketing, Finance, etc.
• Organize and analyze data to build customized business plans to achieve targeted results
• Hold Sales Team accountable for use of Salesforce.com
• Drive strategic initiatives at the Zone/Region level
• Ensure Zone’s financial performance meets/exceeds expectations
• Strategic planning and process creation

Additional Responsibilities

• Be the voice of the customer and marketplace
• Maintain sales relationship with strategic accounts/fleets within the region.
• Provide Sales and Marketing input to SVP, Sales Planning Manager, Fleet leadership, and NTW Marketing.
• Developing, coaching and motivating Regional Sales Directors
• Identify Individual Development Plans for Region Sales Directors
• Promote regular two-way communication
• Travel with RSD/BDM teams and provide support on any customer issues
• Ensure necessary training is scheduled and executed.
• Attract, motivate and retain personnel.  Review recruitment needs regularly
• Drive corporate initiatives and promote active engagement and response time to requested organizational feedback
• Hiring and retainment of Zone/Region sales team
• Strong Business and Financial acumen
• Solid understanding of business processes and logistics operations
• Ensure zone sales metrics are established and achieved
• Confident to make corporate policy recommendations
• Add to the culture and values of empowerment, engagement, effectiveness, productivity and perpetual improvement
• Other duties as assigned.

Qualifications

• Ideal candidate has experience leading a multi-level Sales team
• Ideal candidate has experience selling for a wholesaler who physically distributes their product
• B.A. or B.S. Business, Sales or Marketing preferred
• 8+ years of related business experience in lieu of Bachelor’s degree
• Proven sales experience with demonstrated expertise in leading and developing regional sales teams
• Excellent written and verbal communication skills
• Presentation and platform skills
• Excellent analytical and time management (organizational) skills
• Prior experience as a Field based Sales Associate
• Deep knowledge of Sales Force tool
• Highly proficient in Microsoft Office Tools, especially Excel and PowerPoint
• Ability to collaborate across all departments and functions is critical
• Driven to achieve results in a fast-paced environment
• Virtual and in-person communications skills
• Ability to follow a Sales Process
• Self-starter; can work independently with little to no daily/weekly guidance
• This location will be 100% remote in their book of business territory
• Overnight travel 25-50%
• Bilingual in Spanish /English is a plus

Benefits

• Market competitive compensation
• 401(k) and Roth with company match. Immediate 100% vesting
• Comprehensive benefits including medical, dental and vision
• Company paid short term disability and employer subsidized long term disability
• Company paid life insurance
• Discounted tire purchasing
• Tuition reimbursement
• Employee assistance program
• Generous paid vacation and paid time off
• Customizable voluntary benefits
• and More!!!

Mission Critical Competencies

TBC seeks team members who excel in demonstrating our critical competencies to drive organizational capability. In this spirit we view the following as mission critical for this role:

• Strategic Mindset: seeing ahead to future possibilities and translating them into breakthrough strategies.
• Action Oriented: Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
• Cultivates Innovation: Creating new and better ways for the organization to be successful.
• Collaborates: Building partnerships and working collaboratively with others to meet shared objectives
• Customer Focus: Building strong customer relationships and delivering customer-centric solutions.
• Develops Talent: Developing people to meet both their career goals and the organization's goals.
• Ensures Accountability: Holding self and others accountable to meet commitments.
• Drives Engagement: Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
• Communicates Effectively: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Instills Trust: Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Change Management: effective Sponsorship, Change Agent and influencing skills. Adaptive, agile, flexible, open minded. Proven ability to build cross-functional commitment, lead, simplify and scale complex dynamic organizations through transformational change.