Vice President of Sales

Description

The Company and Opportunity

Enthusiast Auto Holdings (EAH) is a highly successful e-commerce company in the automotive aftermarket parts industry. EAH goes to market via ten enthusiast focused websites (banners) - ECS Tuning, Turner Motorsport, Pelican Parts, Rennline, Texas Speed & Performance, Z1 Motorsports, Z1 Off-Road, RCI Off-Road and EVANNEX. EAH serves automotive enthusiast customers who are passionate about how their vehicle looks and performs, by providing the parts, content, knowledge and support to make their vehicle come to life. We also serve a global network of specialty installer shops that solve for customers looking for a "Do it For Me" option. EAH’s leadership team has delivered strong rates of organic growth with market-leading profitability.  EAH has also completed multiple acquisitions and plans continued expansion of its served markets via acquisition.

EAH is owned and supported by Cortec Group, a premier private equity firm. Cortec has invested millions of dollars to expand EAH’s operations, facilities, technology, and leadership. Among other investments, EAH has recently completed a significant facility expansion at its primary distribution center and is in the process of implementing enterprise-level ERP / WMS / OMS systems.

EAH is seeking a Vice President of Sales (VP of Sales) to lead our retail, wholesale and installers (B2B) team. This position is based out of Wadsworth, OH and the candidate will be required to be on-site when not traveling for business to other banners.

Position Summary

The VP of Sales position will be responsible for leading a team of direct reports and 50+ indirect sales associates that serve our enthusiast customers to drive sales and margin growth in both sales contact centers and B2B programs across all EAH brands. Reporting to the CEO, The VP of Sales will be responsible for driving sales performance by providing a best-in-class customer experience, developing B2B expansion programs, retaining existing customers, driving basket size (upsell and cross-sells) and other revenue initiatives.

Key Responsibilities:

Drive Retail Customer Sales Teams: Manage the overall performance and ongoing development of Retail Call Center teams across all EAH banners to promptly handle all inbound customer contacts via phone, email, chat, and social channels to minimize abandon rates, while increasing revenue and improving service scores and SLA’s.

• Modify and/or standardize (as applicable) key metrics, processes and compensation plans.
• Lead, develop, coach, and motivate existing team members and recruit new associates as and when needed.
• Identify skill gaps and work to train and develop sales associates.

Expand B2B Opportunity:  Develop new B2B tactics for expanding the installer program to serve the needs of the (Do-It-For-Me) DIFM and IIFM (Install-It-For-Me) market across all served makes.

• Manage out-bound customer leads program for EAH sales and wholesale channels to drive growth.
• Assess market opportunities, conduct account analysis and develop plans to re-activate lapsed installer and wholesales accounts and customers.

Collaborate on New Product Initiatives: Collaborate with our Chief Product Officer to identify new products / initiatives that will help promote and support our rapid growth.

Drive Continuous Improvement: Implement and monitor business goals, operating plans and budgets for top line sales, gross profit growth, customer acquisition and retention.

• Ensure workflows (manual/automated) and compensation programs drive a better customer experience, while promoting sales growth and efficiencies.

Manage social media/Forums: Coordinate with Marketing to ensure sales team is trained and effective taking inquiries and soliciting leads from social media and forums.

Represent EAH banners: Attend select trade/wholesale/retail car shows to promote company products, as well as creating and maintaining customer relationships through networking opportunities.

Requirements

• 10+ years of sales leadership in a direct-to-consumer market with a team size greater than 30 associates in a multi-site environment.
• 5+ years of experience leading B2B sales with both domestic and international accounts, ideally in the auto aftermarket.
• A broad understanding of the automotive enthusiast market.
• Strong written and oral communication skills and can comfortably give/receive constructive feedback.
• Extremely collaborative. Comfortable with influencing change and working across a matrixed organization; not afraid to course correct when things are challenging.
• An analytical decision maker proficient in data analysis, and a creative problem solver.
• Degree in Business or Marketing is preferred
• 25%+ travel required between EAH banners and large wholesale/installer accounts.