Area Sales Manager - Automotive Aftermarket Division

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Job Description:

Position Summary

We are looking for a high-performing sales professional to drive business growth across the assigned territory for 3M's Automotive Aftermarket portfolio. The role is responsible for developing new business opportunities, strengthening existing customer relationships, managing channel partners, and expanding the adoption of 3M's innovative automotive repair and professional car care solutions.

The ideal candidate should possess strong field sales experience, excellent relationship-building skills, and a passion for delivering customer value in the automotive aftermarket industry.

Key Responsibilities

Business Development

• Achieve monthly, quarterly, and annual sales targets for the assigned territory.
• Identify and develop new business opportunities across collision repair workshops, body shops, detailing studios, dealerships, paint shops, and fleet customers.
• Increase market penetration by expanding customer coverage and acquiring new accounts.
• Develop and execute territory sales plans aligned with business objectives.
• Drive profitable revenue growth while maintaining healthy margins.

Channel & Distributor Management

• Develop and maintain strong relationships with distributors, dealers, and channel partners.
• Ensure optimum distributor inventory, product availability, and timely replenishment.
• Monitor distributor performance and implement initiatives to improve sales productivity.
• Conduct joint customer visits with distributors to strengthen market presence.
• Support distributors in achieving secondary sales targets.

Key Account Management

• Build long-term relationships with key automotive customers and decision-makers.
• Understand customer business challenges and recommend suitable 3M product solutions.
• Manage pricing discussions, negotiations, and commercial agreements within company guidelines.
• Ensure high customer satisfaction through proactive support and regular engagement.

Product Promotion & Technical Selling

• Demonstrate the value proposition of 3M Automotive Aftermarket products through customer presentations and live product demonstrations.
• Conduct product trials and technical training sessions for customers and distributor sales teams.
• Promote the adoption of new products and value-added solutions.
• Support product launches and marketing campaigns within the assigned territory.

Market Development

• Identify emerging market trends, competitor activities, pricing strategies, and customer needs.
• Gather market intelligence and provide regular feedback to the business.
• Recommend strategies to increase market share and improve customer engagement.
• Identify untapped markets and expansion opportunities.

Customer Engagement

• Maintain regular contact with body shops, collision repair centers, dealerships, paint workshops, professional car care centers, and industrial customers.
• Resolve customer issues promptly while ensuring a superior customer experience.
• Build trust-based relationships that lead to repeat business and customer loyalty.

Sales Operations

• Prepare accurate sales forecasts and territory plans.
• Maintain customer information and sales activities in CRM systems.
• Track sales performance and implement corrective actions wherever required.
• Ensure compliance with company policies, reporting requirements, and sales processes.

Cross-functional Collaboration

• Work closely with Marketing, Technical Service, Customer Service, Supply Chain, and Finance teams to deliver seamless customer support.
• Coordinate product demonstrations, promotional campaigns, exhibitions, and customer events.

Key Performance Indicators (KPIs)

• Achievement of monthly and annual sales targets.
• Revenue growth within assigned territory.
• New customer acquisition.
• Distributor sales growth.
• Secondary sales performance.
• Market share expansion.
• Product mix improvement.
• Customer retention and satisfaction.
• Forecast accuracy.
• Timely CRM updates and reporting.

Qualifications

• Bachelor's Degree in Engineering, Science, Business Administration, Marketing, or a related discipline.
• MBA in Marketing is an added advantage.

Experience

• 3–8 years of B2B field sales experience.
• Experience in Automotive Aftermarket, Collision Repair, Automotive Refinish, Paints, Abrasives, Adhesives, Industrial Consumables, Auto Care Products, or related industries.
• Proven track record of consistently achieving sales targets.
• Experience managing distributors and dealer networks.

Preferred Industry Background

Candidates with experience from the following industries are preferred:

• Automotive Aftermarket
• Collision Repair
• Automotive Refinish
• Paints & Coatings
• Abrasives
• Adhesives & Sealants
• Industrial Consumables
• Auto Detailing & Professional Car Care
• Automotive Chemicals
• Automotive OEM Aftermarket

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