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 Manager in activities that support sales of Subaru accessories.
• Sales Planning: Manages the Accessory and Subaru Performance Parts business including new product opportunity reviews and prioritization. This includes: 
  • Working with Associate Director - Product Planning & Development and Accessory Product Sourcing Manager to create new model development plans.
  • Meeting with current and prospective accessory suppliers to study new product opportunities and to finalize product plans and sales launch activities. 
  • Gathering research from resources such as Specialty Equipment Market Association (SEMA) Original Equipment (OE) roundtable and trade publications and utilizing the annual CES and SEMA shows to target suppliers and ideas to enhance our accessory lineup. 
  • Participating in new vehicle planning meetings with Parts & Accessory Pricing, Vehicle Sales, and Distribution team members. 
  • Attending enthusiast events to gather ideas for new products and to get feedback on current products and programs. • Meeting with representatives from SBR and Subaru Tecnica International (STI) to determine new product opportunities and sales potential.
• Sales Analytics: Oversees Accessory Sales team analytical tasks to accurately determine sales trends on existing products for the purpose of guiding strategy, operations, and decisions to maximize sales. Provides monthly PNVW analysis, quarterly District Parts/Service Manager (DPSM) bonus reviews, and develops action plans to address shortfalls/opportunities. This includes analysis of new product sales comparisons by Region.
• Accessory Sales Team: Manages the Accessory Sales team including Accessory Sales Operations Manager and specialists. Provides top-level review of their output in regard to accessory applications, pricing, and the Retail Accessory creation and Management system (RAM), as well as of final review of port-installed pricing. Reviews Accessory Sales Operations Manager’s recommended accessory pricing. 
•  

 ADDITIONAL RESPONSIBILITIES

• Assists Accessory Marketing team by coordinating the accessorization of National Business Conference (NBC) ride-and-drive vehicles and NBC accessory expo vehicles. Supervises accessory portion of the NBC ride-and-drive and accessory walk-around training.
• Assists the Accessories Inventory team as they create a list of “Accessory Closeout Specials” based on excess and out-of-model inventory. Determines targeted MSRP price reductions for noted accessories, ensuring attractive discount pricing and margin structures to facilitate the sales of products with excess stock. Communicates updates to “Accessory Closeout Specials” lists to the Regions and retailers on a periodic basis.
• Provides the motivation, support, tools, and accurate/timely information to all departments as necessary to achieve the accessory sales and PNVW objectives.

 

REQUIRED SKILLS & PERSONAL QUALIFICATIONS

• Bachelor's Degree required
• At least 10-12 years of experience required.
• Hands-on knowledge and experience that relates accessories to our customers’ needs and expectations.
• People and project management experience.
• Ability to complete detailed, comprehensive financial and quantitative data analysis and to review analysis projects completed by direct reports.
• Automotive knowledge including industry and competitor product knowledge, as well as knowledge of Subaru accessories.
• Proficient in Microsoft Office Suite (Word, Excel, and PowerPoint) and ability to gain competencies in various database applications.
• Excellent verbal and written communication, reporting, and group presentation skills.
• Ability to balance multiple priorities in a dynamic environment.
• Ability to flex focus quickly and effectively into various areas of the department that require attention based on management priorities and unexpected events.
• Experienced problem-solving skills.
• Retailer and District Manager experience in fixed operations (parts) and service preferred

  WORK EXPERIENCE

• Office Location: Camden, NJ apart of the Greater Philadelphia Area (Philly)
• Hybrid Role: Hybrid Role - Remote work 2 days per week (after 90 days) [Wednesdays & Fridays]

 

COMPENSATION: The recruiting base salary range for this full-time position is $115000 - $160000 / year. Within the range, individual pay is determined by factors, including job-related skills, experience, and relevant education or training. Additionally, this role is bonus-eligible, with a target bonus percentage that provides an opportunity to earn even more based on your performance. (Internal Job Grade: M2) 

 

WHY JOIN US? In addition to competitive salary and an incomparable culture, Subaru offers an amazing benefits package that includes:

   Total Rewards & Benefits:

          -  Medical, Dental, Vision Plans

          -  Pension, Profit Sharing, and 401K Match Offerings

          -  15 Vacation days, 5 Floating Holidays, 5 Sick days, and 9 Company Holidays

          -  Tuition Reimbursement Program: $15,000 yearly benefit

          -  Vehicle Discount Programs

   Learning & Development:

          -  Professional growth and development opportunities

          -  Direct partnership with senior leadership

          -  Formal Mentorship Program

          -  LinkedIn Learning License 

   Visit our careers landing page for additional information about our compensation and benefit programs.

 

ABOUT SUBARU

Love. It’s what makes Subaru, Subaru®. As a leading auto brand in the US, we strive to be More Than a Car Company®. Subaru believes in being a positive force in the communities in which we live and work, not just with donations but with actions that set an example for others to follow. That’s what we call our Subaru Love Promise®.

Subaru is a globally renowned automobile manufacturer known for its commitment to innovation, safety, and sustainability. With a rich history dating back to 1953, Subaru has consistently pushed the boundaries of automotive engineering to deliver vehicles that offer not only exceptional performance but also a unique blend of utility and adventure.

Subaru's company culture is built on collaboration, diversity, and a shared passion for our product. We foster an inclusive environment that encourages employees to bring their unique perspectives and talents to the table. Our team members are driven by a common goal: to create exceptional vehicles that inspire and delight our customers.