SUMMARY:  

The Automotive Sales Director is responsible for leading the development and execution of sales strategies aimed at growing the company’s automotive lubricant business across various market segments. The director will oversee a team of sales managers and professionals, collaborate with internal departments, and drive sales through key accounts, including automotive OEMs (Original Equipment Manufacturers), distributors, retailers, and service providers. This position requires a deep understanding of automotive lubrication technologies, market trends, and customer needs, with a focus on delivering value through high-performance products that optimize vehicle maintenance and operational efficiency. The Automotive Sales Director will also be responsible for expanding market penetration, enhancing brand awareness, and managing critical customer relationships.

ESSENTIAL DUTIES AND RESPONSIBILITIES include but are not limited to the following. The Company reserves the right to add to, delete, change, or modify the essential duties and responsibilities at any time.   All work is to be completed with minimum supervision and in accordance with Company standards. Other duties may be assigned.

• Sales Strategy Development: Create and implement comprehensive sales strategies to drive revenue growth and market expansion.
• Team Leadership: Lead, mentor, and manage, fostering a high-performance culture and ensuring accountability for results.
• Performance Monitoring: Set sales targets and KPIs, regularly monitoring team performance and providing coaching and support to meet objectives.
• Market Analysis: Conduct market research and analysis to identify trends, opportunities, and competitive landscape, informing strategic decisions.
• Client Relationship Management: Build and maintain strong relationships with key clients and stakeholders, ensuring exceptional customer satisfaction and loyalty.
• Collaboration: Work closely with marketing, product development, and other departments to align sales initiatives with overall business goals.
• Sales Forecasting: Prepare and present sales forecasts, reports, and insights to senior management, highlighting achievements and future opportunities.
• Negotiation and Closing: Oversee negotiations and close high-value contracts, ensuring alignment with customer needs and company objectives.
• Training and Development: Implement training programs to enhance the skills and effectiveness of the sales team, promoting continuous learning.
• Process Optimization: Continuously evaluate and improve sales processes, tools, and systems to increase efficiency and effectiveness.

COMPETENCY:

To perform the job successfully, an individual should demonstrate the following competencies:

• Problem Solving - identifies and resolves problems in a timely manner; develops alternative solutions.
• Customer Service - manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; meets commitments.
• Interpersonal - focuses on solving conflict, not blaming; maintains confidentiality; keeps emotions under control; remains open to others' ideas and tries new things.
• Oral Communication - speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills.
• Written Communication – demonstrates proficiency in writing clear and concise proposals and technical documents.
• Business Acumen - understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition.
• Technical knowledge – demonstrates technical proficiency within industry segment; continually develops skills and competencies necessary to fulfill job requirements.
• Diversity - shows respect and sensitivity for cultural differences; promotes a harassment-free environment.
• Ethics - treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.
• Dependability - takes responsibility for own actions; commits to long hours of work when necessary to reach goals.
• Initiative - takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.
• Judgment - displays willingness to make timely decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process.
• Motivation - demonstrates persistence and overcomes obstacles; measures self against standard of excellence; takes calculated risks to accomplish goals; demonstrates a passion for the business.
• Professionalism - approaches others in a tactful manner; reacts well under pressure; accepts responsibility for own actions.

QUALIFICATIONS: 

• Industry Experience: Strong past/present experience within finished lubricant and/or like-industry will provide valuable insights into market dynamics and customer needs.
• Sales Experience: Proven track record of 10+ years in sales management role, with significant experience in driving revenue growth.
• Leadership Skills: Strong leadership and team management experience, with a focus on mentoring and developing high-performing sales teams.
• Strategic Thinking: Ability to develop and execute comprehensive sales strategies that align with overall business objectives.
• Industry Knowledge: Familiarity with the specific industry (e.g., technology, healthcare, consumer goods) and its market dynamics.
• Analytical Skills: Proficient in data analysis, with the ability to interpret sales metrics and market trends to inform decision-making.
• Communication Skills: Excellent verbal and written communication skills, capable of effectively engaging with clients, stakeholders, and internal teams.
• Customer-Centric Approach: A strong focus on understanding customer needs and delivering exceptional service to enhance client satisfaction and retention.
• Negotiation Skills: Proven ability to negotiate contracts and close deals, ensuring favorable terms for the organization and its clients.
• Technical Proficiency: Familiarity with CRM systems, sales automation tools, and other technologies to manage sales processes and track performance.

EDUCATION/EXPERIENCE:

Bachelor’s degree in Business Administration, Marketing, Communications, Engineering, or a related field. Military experience and/or an equivalent business related acumen will be considered as well.

LANGUAGE SKILLS:  

Ability to read, analyze, and interpret common technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to write proposals and technical documents that conform to prescribed style and format.

MATH ABILITY:

Ability to work with mathematical concepts such as probability and statistical inference; to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume; and apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

REASONING ABILITY:

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. Ability to read and understand journal entries and the flow of information through a general ledger. Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

COMPUTER SKILLS:

To perform this job successfully, an individual should have demonstrated experience using Microsoft Excel, Microsoft Word, and PowerPoint. Salesforce is preferred.

WORK ENVIRONMENT: 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the office work environment is usually quiet.

PHYSICAL DEMANDS: 

The physical demands described here are representative of those that must be met by an employee 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 employee is regularly required to sit; talk or hear and use hands to finger, handle, or feel.  The employee is occasionally required to reach with hands and arms and stoop, kneel, or crouch.  The employee must regularly lift and/or move up to 10 pounds.  Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

EOE.