Light Duty – Autos, Heavy Duty, Performance Vehicles
The Executive Vice President (EVP) of Sales & Marketing provides leadership, direction, and resource stewardship to the organization’s sales and marketing functions in alignment with our customer’s and prospective customer’s expectations. As the organization’s senior-most sales leader, the EVP of Sales and Marketing is accountable for the overall sales performance within the Big Box Retail, WD Wholesale, and eCommerce sales channels. Achieving and or exceeding the organization’s sales revenue and profitability goals through appropriately aligning available resources with the strategic sales objectives and the overall business strategy, serves as the overarching responsibilities of this position.
This position is based from the company’s HQ in Tabor City, NC.
Reports directly to the President and CEO
Peer colleague to other senior functional heads
Direct reporting staff currently includes, VP - Strategic Account Manager, Manager WD Wholesale Channel, Manager of Marketing and Creative Services, and all contract Field Sales Representative companies and their respective reps working on DMA’s behalf.
Indirect leadership to company wide support functions including Marketing, Product Management, Supply Chain Management, Finance, Customer Service, and IT.
Leads development and execution of all sales and marketing strategies, within the assigned channels of responsibility, to meet short and long-term company revenue and profitability goals.
Meets assigned targets for profitable sales revenue volume, market share, and other key financial performance objectives.
Accountable for all Customer Score Card results.
Works closely with the President, CFO, and VP of Operations, in reviewing sales and marketing strategies, development of new customer markets/channels, and other business areas requiring senior executive attention.
Ensures alignment of the sales organization’s strategic objectives with that of the overall business strategy, through active participation in corporate strategy development, resource planning, and overall budgetary and forecast building exercises.
Works closely with the Vice President of Operations, Chief Information Officer, and the Supply Chain team to ensure our organization resources and technology initiatives are aligned with our sales strategy.
Accountable for the sales and marketing organization’s supporting P&L and budgets. Proactively assesses all sales, marketing, and customer support investments to ensure a positive ROI yield with established corporate guidelines.
Utilizes the analytical tools made available by the company to perform regular sales analysis, at the overall and account specific level, to track, adjust, and report sales progress and trends throughout the year within the organization.
Provides senior management with regular check point and update meetings so that everyone is aware of where our progress stands, and the obstacles being faced.
Accountable for building an effective sales and marketing organization, including specific role functions, sales channel coverage, and deployment, while staying within the budgetary constraints of the organization.
Leads all required sales and marketing organizational change initiatives by continuously assessing the needs of our customers within the various sales channels and then champions internal change by helping to removing obstacles impeding constructive growth.
Ensures that the personnel necessary for implementing the sales & marketing strategies are in place, trained, and up for the challenge. If not, quickly set about making necessary changes to put the company in a successful position.
Establishes clear goals and expectations of their performance before the new plan period begins.
Fosters a culture of accountability, professional development, high-performance attitude, and above all ethical behavior
Establishes and governs the sales and marketing organization’s performance management system. This includes:
Establishing guiding principles for achieving desired performance
Establishing strategic sales plans and prioritizing critical sales objectives
Establishing performance measures ensuring each associate is held accountable for their assigned results.
Direct the marketing team’s efforts to determine appropriate actions and tactics within the different Sales Channels to support our brand and sales growth strategies. Such plans should include, but not limited to, the following:
Use of available co-op marketing funds availability to customers.
Direct Mail campaigns to prospective customer to get our product brands better known
Spring and Fall Sales Campaign Promotions to promote growth
Overstock Monthly Specials List
Double Co-Op months promotions
Use of Video communication tools to promote and educate customers and prospects on our new products and programs (develop a regular communication program)
Promotions and incentive trips to build loyalty.
AWDA and APPEX show preparations, as well as special events throughout the year with customers
Establishes and maintains productive peer-to-peer senior relationships with top key customers and prospects with in each channel
Ensures we remain relevant within their businesses and that we are focused on the KPI’s that matter most to them.
Works with the Director of Product Development to identify new product opportunities that offer diversification
ACCOUNTABILITIES AND PERFORMANCE MEASURES:
Achieves assigned organizational objectives for sales, profits, volume, product mix, and other strategic goals.
Supports the achievement of strategic objectives critical to other functional areas within the firm.
SKILL SETS & QUALIFICATIONS:
Four-year college degree from an accredited institution.
Master in Business Administration or equivalent a plus.
Minimum fifteen years of sales management experience with five or more being at a Vice President or higher organizational management level.
Must have very strong analytical skills including the use of technology tools and software such as Excel, Access, Word, and PowerPoint.
Professional and approachable demeanor.
Excellent interpersonal and communication skills, capable of engaging at all intellectual levels both internally and externally.
Active listening skills.
Logic-based problem analysis and problem-solving skills.
Attention to detail and accuracy with memory skills capable of recalling details of past events or conversations with vendors and/or customers.
Adaptability and capability to multi-task.
Ability to maintain confidentiality.
Must have a high stress tolerance level with ability to stay calm during tense situations.
Must have a “Whatever it takes” attitude to achieve the desired results while upholding the company’s highest integrity standards.
Ability to see beyond the customer’s words to gain an understanding of the customer’s true meaning or intent.
MUST HAVE THE DRIVE AND DESIRE TO BE A CLOSER!
About DMA Sales, LLC
Founded in 2008 by John Treece and Steve Bertling, DMA Sales, LLC (DMA) has quickly grown to become a trusted supplier to the North American Automotive Parts Aftermarket, severing the OES, big box retail, wholesale, and e-retail sales channels. DMA’s growth can be attributed to its proven ability to deliver high quality, cost effective product lines that address identified customer market needs. DMA serves as the North American sales and operating arm for overseas manufacturing facilities and is responsible for sales, marketing, customer service, logistics, and, product development. DMA is headquartered in Tabor City, North Carolina with East and West Coast distribution facilities. As a company, DMA prides itself on employing the best talent available. Each team member brings a unique skill set to the table and collectively should have a track record of accomplishing the most challenging of goals. As a leader in the markets we serve, DMA is well positioned for further explosive growth. We offer a fast paced “can-do” culture embodied by an entrepreneurial work environment where leaders can put their skills to work.