Regional Sales Manager

Company Overview

With $5 billion in revenue and 3,800+ employees in the U.S., Mexico and Canada, 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 2,000 franchised tire and automotive service centers under the Big O Tires® and Midas®. 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 Regional Sales Manager (RSM) will be actively involved in supporting Midas franchisees which could include multiple states with annual sales from $30M-$100M. This includes supporting success in our tire, parts and, credit programs, as well as  coaching and implementing best practices.  The Regional Sales Manager’s role will be responsible for meeting top line and bottom-line objectives in sales, car counts, tire sales and improving customer centricity.  The RSM will act as a change agent executing business model transformation and will be accountable for improving store operations, growing sales/profits, increasing the value of our franchise network, and growing new stores (both conversions and new construction).

Job Responsibilities

• Build and maintain strong business relationships with Midas Franchisees and their key management personnel by providing insightful support, training, management, reporting and motivation to enhance overall operations.
• Focus on growing car counts, while employing strategies to enable Midas Franchisees to say yes to every customer. Develop and execute tactical action plan and strategic plans aligned with KPIs targets, values, vision, and best practices of the brand.to transform the Midas Business Model from a “basic service shop” to a full-service tire destination and service provider (present & future) in becoming an automotive destination dealership alternative.
• Coach and teach Midas Franchisees to manage P&L as a tire and service retailer.  Getting them to learn and embrace the concept of balancing Gross Profit Percent and Gross Profit Dollars.
• Coordinate and lead regularly scheduled Midas Franchisee meetings.  Sharing tactics to drive same store sales growth, Fleet sales and new technology integrations proficiencies to impact franchisees and brands profitability while building camaraderie amongst the Franchisees in their Region..
• Be “present” for franchisees as they embrace and overcome the challenges required to grow a successful business and ensure world-class support with the goal of improving overall growth, profitability, and customer experience.

Additional Job Responsibilities

• Participates in Cold Calling of competitive independent tire and auto repair dealers to discuss converting their business to Midas or potentially selling their business to existing Midas Franchisees.
• Orients Franchisees to the Midas Purpose & North Star, understanding the Midas System, working through start-up issues, and helping them become proficient with all things operational.
• Work with cross functional support teams on all aspects of growing store count.  Focus includes but is not limited to saving stores, upgrading and transferring weaker dealers to stronger owners, and identifying new franchisees.
• Engage with TBC support departments to help achieve franchisee goals. Departments include marketing, training, call center, accounting, real estate, construction, purchasing, and tire merchandising.

Continued Responsibilities

Added Responsibilities

Qualifications

• Experience in multi-unit retail operations.  Including district/area management, store management, business planning, competitive analysis, and retail execution in a company owned and/or franchise environment. 
• Familiarity of franchise industry
• Experience in automotive and/or other retail industries a plus
• Bachelor’s degree in business administration or related field preferred.
• Public speaking, strong verbal, and written communication skills
• Ability to challenge, motivate, influence, and communicate effectively.
• Results focused and goal orientated.
• Strong organizational, territory, time management, and customer follow-up skills
• Proven ability to negotiate and create “win-win” outcomes.
• Exceptional Microsoft Office Skills: PowerPoint, Word, and Excel
• Ability to effectively manage costs/expenses.
• P&L management in a competitive automotive environment. Thorough understanding of key financial metrics and ratios (cash flow, break-even, profitability, ROI, labor, controllable expenses, managing Gross Profit % vs. Gross Profit Dollars, etc.) and operational drivers with the ability to recommend and convince franchisees to make changes where appropriate.
• Experience in change management; including implementation of new policies and procedures.
• Customer service orientation and an elevated level of professional integrity and understanding that success through other people’s performance is vital to the job.
• Possesses the ability to work well under pressure and manage multiple tasks.
• Team player with a high level of ownership
• RSM is required to reside within the assigned region.
• 70-80% overnight travel expected.
• Occasional nights and weekends required to support franchisee special events.

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!!!

TBC Corporation is an Equal Opportunity Employer and maintains a Drug-Free Work Environment.

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.