Job Description

SUMMARY

Develops, solicits and closes new accounts, generates sales quotations, and handles customer inquiries in the paint, body and equipment (PBE) realm. The PBE Product Sales Specialist (PSS) provides technical, demo and training support for all PBE stores in a designated territory. This position develops new prospects and interacts with existing customers to increase sales of product and/or services. The PSS is responsible for increasing awareness of automotive finishes products and acquiring new customers within the territory. The PBE Product Sales Specialist also provides information to customers regarding available automotive finish programs, assisting store managers with customer complaints and problems, verifying and maintaining customer inventory levels, and setting up training clinics. This position provides technical assistance to customers and store Team Members including but not limited to, product training, product demonstrations, color match, product application, on site participation in all competitive paint conversions, and shop productivity.

The Product Sales Specialist will be trained with in-depth knowledge of their assigned sales category and be known as the ‘go-to’ Team Member regarding products or commercial sales plans in the given category. Product Specialist will maintain the technical data, sales expertise, inventory requirements, warranty procedures, sales techniques and performance metrics for all categorical products. Also, the Specialist will know and communicate sales programs, promotions and marketing for the sales category. Specialist will have a strong understanding of key sales programs, i.e. TNP, CTI, Moto-Shop, T&E, HD, PBE, NVD, USC, Cruise-type trips, to successfully communicate the product opportunities within the programs and help promote the programs through all Team Members to commercial customers.

The Product Specialist has primary responsibility to assist all Advance and CARQUEST stores in selling their assigned product lines through their stores to commercial customers served by the stores.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Other duties may be assigned.

• Develops new prospects and interacts with existing customers to increase sales of products and/or services within an assigned territory.
• Responsible for increasing awareness for automotive refinish products.
• Provides information to customers regarding available automotive refinish products and programs; assists store Team Members with customer issues; verifies and maintains customer inventory levels and materials usage; arranges for necessary training for customers as well as store team.
• Increases sales by identifying and calling on potential new PBE customers.
• Increases sales to existing customers by providing current product and technical information; adds value by meeting customer needs, assisting with training programs, inventory management and customer productivity/profitability.
• Completes weekly call reports.
• Communicates effectively with store team to raise awareness of customer needs and issues.
• Researches competitive products; becomes familiar with competitors' strengths and weaknesses; uses competitive information to improve the company's position in the market.
• Assists in providing store team PBE training in the store as well as information regarding local seminar/clinic opportunities.
• Works with Store management team and PBE team to secure new PBE contract opportunities.
• Calls on and assists in maintenance of National Account customers that use PBE products.

QUALIFICATIONS

• Working knowledge of automotive systems and traditional automotive aftermarket specifically related to Paint, Body and Equipment Sales.
• Extensive knowledge of the collision repair industry.
• Speak and write English (Spanish a plus); communicate effectively and build strong relationships with customers, peers and upper management.
• Strong presentation, verbal and written communications skills, including ability to write reports, business correspondence and procedural manuals.
• Ability to use Microsoft software effectively.
• Ability to calculate figures and amounts such as discounts, percentages, sales increases, and gross profit percent.
• Ability to work an assortment of days, evenings, and weekends as needed.
• Ability to review and analyze business reports, such as profit and loss statement (P&L).
• Ability to think strategically, analyze issues and options, and effectively manage and facilitate change
• Ability to travel overnight occasionally.

EDUCATION and/or EXPERIENCE

• High school diploma or general education degree (GED); Associates degree or equivalent from a two-year college or technical school preferred; and
• Proven sales track record, with 3-5 years related selling experience; or
• Equivalent combination of education and/or experience.

CERTIFICATES, LICENSES, REGISTRATIONS

Must have a valid driver's license and be fleet safety certified.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by a Team Member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the Team Member is frequently required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; and talk or hear. The Team Member must frequently lift and/or move up to 50 pounds and occasionally lift and/or move up to 100 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those a Team Member encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the Team Member is occasionally exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places; toxic or caustic chemicals; outside weather conditions; extreme cold; extreme heat; risk of electrical shock; explosives; and vibration. The noise level in the work environment is usually moderate.

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