National Accessory Sales Manager

ROLE SUMMARY

Manages national accessories sales to retailers and Independent Distributors.

Responsibilities include the achievement of corporate accessories sales and profit objectives, managing national programs designed to increase accessories sales and profitability, and growing the port- and retailer-installed accessory business at Subaru retailers.

CORE RESPONSIBILITIES


* Sales Performance:
+ Manages the sale of accessories by Regions to retailers through warehouses and ports.

Attains accessory sales goals, profit goals, and accessory penetration and Per New Vehicle Wholesaled (PNVW) objectives.

In addition:
+ Develops and manages national accessory sales promotions and incentives to motivate retailer sales growth.
+ Takes full responsibility for department activities and presence at the annual National Training Conference (NTC) (this may involve accessory walk-arounds, new product field surveys, and expo-type exhibits) to increase Field knowledge and motivation in support of expanding accessory sales.
+ Develops and conducts accessory sales presentations at various events (i.e.

NTC, Regional events, New Vehicle Fieldwork Events, etc.) to help drive sales performance.
+ Determines accessory discount strategy; may implement periodic accessory sales events to support product launches and/or slow-moving products.
+ Establishes profitable and effective accessory packages for each new model and on an annual basis.


* Sales Operations:
+ Functions as Parts Department accessory launch coordinator for each new vehicle accessory product launch.

Communicates accessory launch plans to Subaru Corporation (SBR) and Subaru of America (SOA) internal departments.
+ Utilizes PNVW sales rates, new product sales plans, and annual vehicle sales plan data to calculate accessory sales objectives for all Regions and Independent Distributors.

Communicates annual accessory sales objectives to SOA Field organization and Independent Distributors, including the split of sales by port, 100% port, and warehouse.
+ Determines target free on board (FOB) and manufacturer's suggested retail price (MSRP) pricing for all accessories, ensuring attractive pricing and margin structure to maximize SOA profitability.
+ Establishes port-installed pricing with final labor rates provided by Service and Sales Distribution/Port Operations.

Determines all final accessory pricing, passing all pricing structures and related information to the Parts and Accessory Pricing Manager for processing with SOA Accounting.

Oversees the creation of accessory pricing and application charts and all Retail Accessory Management (RAM) system activities.
+ Manages discount and royalty budgets.
+ Works closely with SOA Accessory Marketing team for the development of accessory brochures, accessory Spotlights, Drive Magazine articles, etc.

Works jointly with Accessory Marketing...