Sales Manager Aftermarket Distributor

The Company
Goodridge is the world’s leading manufacturer of performance fluid transfer systems. We operate in the OEM, automotive, motorcycle, motorsport, defense, and specialist industrial sectors. This dynamic private company manufactures ten facilities globally and supplies customers around the world with a unique combination of design, innovation, reliability, and outstanding service. Goodridge has a turnover of over $47m and operates globally with manufacturing and distribution operations in the UK, USA, Mexico, and Europe, employing more than 400 people worldwide.

Location

Mooresville, NC

The Role

The Sales Manager Aftermarket Distributor is responsible for driving the growth of our business through existing and new North American two and four-wheel aftermarket distribution partners including Turn 14, LeMans Corporation, Myer Distributing.

The incumbent will build relationships with distribution partner influencers and decision makers across their sales, new product introduction, planning, procurement, marketing, and dealer training/support functions to:

Key Responsibilities

Continually evaluate our share of spend with each distribution partner on:

• existing listed products, against perceived equivalent products in same/similar categories.
• not yet listed or developed products in their top-selling Goodridge-addressable product categories, fastest growing vehicle/motorcycle models, listed competitor products, and parallel products such as brake pads and brake fluid.

Work with our programme management, product development/sourcing, and marketing teams to:

• address the above share-growth opportunities through the introduction of existing or newly developed products.
• introduce these new products into customer inventory and online/print product catalogues.
• develop/deliver training materials, for distribution partner sales staff and their dealers, to enable them to more effectively sell the benefits of Goodridge premium products.

Work with our marketing team to develop and deliver Goodridge USP training and POS materials for:

• training and communication events for distribution partner sales staff, their dealers, and their end customers.
• print and online product catalogues and point-of-sale displays at dealer sites and on e-commerce sales portals.
• social media of our distribution partners and their dealers.

Work with our distribution partners and our internal planning team to:

• manage Goodridge performance against agreed OTIF (On Time in Full) and quality metrics to ensure that customer perceives Goodridge as a strong product delivery, and customer service partner.

Key Deliverables

• Profitable growth in category share of spend with existing and new distribution partners.
• Build a strong short- to long-term pipeline of new business opportunities.
• Two to three days most working weeks, travelling for regular in-person discussions with relevant distribution partner stakeholders and their dealers.
• Manage an agreed upon budget for business/travel expenses following company policies and procedures.
• Follow our Sales and Order-to-Delivery processes.
• Successfully, and in a timely manner, close negotiations for necessary cost-driven price increases.
• Provide and support the preparation of accurate sales forecasts and trends for monthly and quarterly reporting as well as annual and five-year planning.
• Assist in managing a volume-based pricing structure that ensures market competitiveness while maintaining profitability.
• Quantified opportunities for our development of new products and services.
• Arrange and manage visits of distribution partner stakeholders to our manufacturing sites in the US and Mexico as appropriate.
• Realize opportunities to utilize our customer relationships and product offering in external and internal marketing.
• Participate in continuous improvement activities to build efficiency and effectiveness across our business.
• Ensure that Goodridge internal stakeholders are aware of changing technological, market, and customer requirements, ensuring that these are recorded and shared efficiently.
• Identify opportunities to develop added-value technologies, products, and services for existing and

Qualifications & Experience

• Must have a track record in selling mechanical or electrical parts/assemblies to at least one of these companies: Turn14, LeMans Corporation and Myer Distributing.
• Must have a relatively strong technical background.
• Ideally with experience of having delivered (not created) sales training to master distributor sales staff and their dealers.
• Willing to travel 1-2 days most weeks.
• Ability and willingness to work cooperatively with others.
• Proven ability to handle multiple projects simultaneously.
• Must be able to successfully prioritize multiple deadlines in a fast-paced environment.
• Attention to accuracy and details, highly organized.
• Excellent verbal and written communication skills required.
• Proficient Microsoft Office, including Teams, MS Excel, preferred Microsoft Word.

Benefits

• Medical
• Dental
• Vision
• 401K, employer match up to 4%
• Paid Vacation/Sick
• 13 Paid Holidays