Territory Account Manager-Aftermarket

Company Overview

With approximately $800 million in revenue, The Carlstar Group, LLC (“Carlstar” or the “Company”) is a leading producer of specialty tires, wheels, and assemblies for diverse end markets including: lawn & garden, construction, power sports (primarily all-terrain vehicle tires), trailers, and agriculture.

Carlstar (and its predecessor) have been in the engineered rubber products business for over 100 years and sells its products under many of the most recognized brand names in their respective market segments including Carlisle, ITP, and Cragar, among others. In addition, the Company has one of the broadest distribution channels and the largest installed bases within its served North American markets. The Company is a strategic supplier to leading OEMs such as John Deere, Polaris, Husqvarna, Stanley Black & Decker, and BRP, and is sole sourced on a number of their leading platforms. Approximately 59% of Carlstar’s revenue is derived from higher margin aftermarket sales, leveraging the Company’s large installed base of OEM products. Carlstar has approximately 3,400 employees and operates four manufacturing facilities in both North America and China and twelve distribution centers.

Carlstar is engaged in serving lower volume, higher mix business where the Company must economically manage thousands of SKUs with low individual order quantities through a complex distribution network in a marketplace that highly values timely and accurate order fulfillment.

Through the implementation of efficient operational (enhanced SIOP, lean manufacturing, inventory planning, optimization of the distribution network, redesign and value engineering of compounds and products, improved process control, activity based costing, etc.) and intelligent commercial (dynamic pricing and material margin management, new product development, refined channel management, new account conquests, etc.) strategies, the company is targeting improving performance to over 12% EBITDA margins on substantially higher revenue over time. The company is on a very strong performance trajectory today.

To learn more about The Carlstar Group, please visit the company’s web site: https://www.carlstargroup.com/.

Position Summary:

The Territory Account Manager will professionally manage all sales functions for the company within a given territory under the direction of the Director of Aftermarket Sales.

The Territory Account Manager will independently develop and maintain favorable relationships with new and existing clients in order to increase revenue. The sales manager will ensure that products align with customer needs as well as continually educating customers on new products and programs. They are responsible for providing sales forecasts and meeting sales goals and objectives.

The position requires excellent customer focus, high energy and enthusiasm, forward thinking, strong analytical capability, excellent problem solving, the ability to manage change, solid execution and a commitment to help the company meet financial objectives and exceed customer expectations.

The position reports to the Director of Aftermarket Sales.

Pivotal Experience and Expertise:

Carlstar seeks an action-oriented, self-driven, proven sales leader, who has demonstrated the intellectual horsepower, energy and wherewithal to lead and transform a growing, dynamic business.

Represent the company in a professional manner
Maintain a thorough understanding of the customer's needs on various levels
Develop a deep understanding of the various distribution channels and market trends/ drivers
Continually update and maintain a thorough knowledge of competitors and the threats they pose including market pricing, products and programs
Develop and maintain top level relationships with strategic accounts
Ability to accurately plan and forecast sales by product segment and customer
Help identify and communicate product needs to the Product Management team
Identify and develop new markets and customers
Minimum five years of successful sales, sales management, business development, or strategic account management experience
4-year undergraduate degree (preferred)
Ability to travel a minimum of 50%

Leadership Capabilities & Culture Fit:

Results-oriented, self-starter, with a strong track record of achieving results.
A team player, who can work well with other departments across the organization at all levels.
Exceptional interpersonal communication skills
Strong analytical, creativity and problem solving skills
Strong bias towards satisfying customers
Clear and concise oral and written communication skills
Excellent organizational skills and attention to detail
He or she will embrace a philosophy of transparency, healthy debate and accountability.

The Carlstar Group Llc

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Territory Account Manager