Headquartered in Wadsworth, OH, Enthusiast Auto Holdings (EAH) is a highly successful primarily direct-to-consumer provider of specialty automotive aftermarket parts which goes to market via seven specialty brands / banners. EAH’s leading destination websites serve “enthusiast” owners of German, domestic, Japanese and Tesla vehicles, and related professional installers. Our banners include: ECS Tuning, Turner Motorsports, Pelican Parts, Rennline, Texas Speed & Performance, Z1 Motorsports and EVAnnex. With more than 2 million SKUs, EAH sells a mix of performance and repair parts under its own and third-party brands. EAH operates in six locations and ships from four warehouses, supplemented by large-scale drop shipping by its vendor partners.
Led by a strong leadership team, EAH generates excellent profitability and has experienced high rates of organic growth across economic cycles, including through the pandemic. Further, EAH has grown successfully via acquisition. EAH has just begun a significant facility expansion at its primary DC and is in the process of implementing enterprise-level ERP / WMS / OMS systems.
Since its partnership two years ago with Cortec Group, a premier private equity firm, Cortec has invested millions of dollars to expand EAH’s operations, facilities, technology and leadership. For more information on Cortec Group, visithttps://www.cortecgroup.com.
EAH is now seeking to strengthen its Sales & Dealer Operations division’s leadership with a Head of Sales & Dealer Operations position for ECS Tuning, Turner Motorsports and EVAnnex banners as the business continues to scale organically and via an aggressive acquisition strategy. This position is based out of Wadsworth, OH and the candidate will be required to be on-site at least 5 days per week.
Head of Sales & Dealer Opeartions (retail and wholesale channels) position will be responsible for leading a team of 30+ sales associates to serve our enthusiast customers and to drive sales and margin growth for ECS Tuning, Turner Motorsports and EVAnnex. The Head of Sales & Dealer Operations will be responsible for driving sales performance by capitalizing on sales leads (growing our wholesale and installers business across new territories), retaining existing customers, driving basket size and profitability initiatives, while providing customers with outstanding service.
Candidates will strive to balance sales revenues and margins as well as consistently delivering on a best-in-class customer experience. This position will be measured on a) Meeting the agreed upon Sales & Margin targets, b) Achieving customer experience metrics, c) Delivering on agreed upon budgets and d) continue to build a strong culture guided by our values and tenets, e) creating new and innovative programs to expand our installer and wholesale business across new territories.
Lead, develop, coach, motivate existing team members and recruit new associates as and when needed. Hold teams accountable for revenue, margin and customer experience and expansion into new territories for Installer/Wholesales team.
Lead Sales Team in seeking new relationships by finding opportunities to serve in social media and forum environments online.
Develop out-bound customer leads program for sales and wholesale channels to drive growth.
Assess market opportunities, conduct account analysis and develop plans to re-active installer and wholesales accounts and customers.
Lead Retail Call Center Teams to promptly handle all inbound customer contacts via phone, email, chat, and social channels to minimize abandon rates, while improving service scores and SLA’s.
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.
Strategizes, develops, implements, and monitors business goals, operating plans and budgets for top line sales, gross profit growth, customer acquisition and retention. Drives sales, margin and customer satisfaction through retail and wholesale sales channels to plan.
Monitors sales levels for assigned regions and targets areas for improvement.
Coordination and attendance at assigned trade/car shows to promote company products, as well as creating and maintaining customer relationships through networking opportunities.
Responsibilities & Initiatives:
Leadership/Coaching/Recruiting: Manages the overall performance and ongoing development of associates; identifies skill gaps and works with sales associates to coach and develop. Be able to motivate associates and provide regular constructive feedback and drive accountability. Responsible for recruiting associates including successful on-boarding and training.
Sales Program Development: Partnering with our Product/Marketing Team to identify new opportunities that will help promote and support our rapid growth goals for all Sales areas. Targeted messaging which focuses on specific brands, new releases and other product specific notifications. This includes but is not limited to Internal/Vendor offered SPIF, sales promotions, etc.
Sales Channel Management: Leading sales teams to meet or exceed on sales revenue and sales margin while managing expenses to plan and never compromising on customer satisfaction and experience. Working with the Installer and wholesales team to re-active accounts and develop framework to target new accounts.
Social Media/Forum Management – In this role, you will be responsible for leading the team in making sure that all customer inquiries, posts and related content are replied to in a timely and professional manner. Social media/forums serve as a very popular communication model and to be successful, we must provide timely, best in class service over these channels.
Payroll/Scheduling: Responsible for the planning and submission of payroll information to our HR team, as needed. Responsible for ensuring that we have the proper employee schedules which will allow us to properly handle customer demand, while minimizing abandonment rates and lengthy wait times. To be successful you must make schedule changes quickly which will allow us to properly service customers during an absence, or peak volume time.
Process Improvement: In this role you will be in charge of reviewing current process and procedures for the sales teams, including but not limited to existing workflow (manual/automated), functionality and integrations, looking for opportunities to improve our workflows to provide a better customer experience, while driving sales and efficiencies.
Monitoring/Reporting: Must be able to provide reporting data showing historical performance, trending data and must be able to report on the team’s performance on a daily, weekly, monthly, and annual basis.
Customer Support/Escalations: In this role, you will serve as a point of escalation for any customer in need of support.
Expansion B2B Footprint: In this role you will be responsible for the development and execution of programs where you will create, grow and leverage the installer network in the DIFM and IIFM markets.
What Success Looks Like:
Demonstrate the ability to be maniacally focused on serving enthusiasts as well as meeting and exceeding sales revenue and margin objectives.
Show ability to create, launch and deliver on B2B programs and Retail programs that drive results.
Be able to win back customers and accounts and Drive growth of the (Do-It-For-Me) DIFM and IIFM (Install-It-For-Me) markets.
Demonstrate the ability to hire, train and retain and engage customer centric sales force.
Bias for action regarding team performance including service quality, revenue, margin, phone/contact metrics, SPIF performance, etc.
10+ years of sales leadership in a direct to consumer market with a team size greater than 30 associates
5+ years of experience in B2B sales consisting of both domestic and international accounts
3+ years of experience managing a multisite/remote sales team
Enthusiast Auto Holdings (EAH) has grown from a family-owned Volkswagen repair shop in Wadsworth, Ohio into one of the largest specialty e-commerce companies in the automotive aftermarket industry. EAH designs, produces, and sells proprietary parts and kits for a rapidly growing number of automotive makes and models, and it partners with hundreds of other performance brands to bring the enthusiast community an unparalleled customer experience. Over one million enthusiasts follow EAH's banners on social media.
We care about our associates' lives and well-being, which is why we recently enhanced our benefits, paid time off, recognition and wellness programs, and incentive compensation plans. We continue to seek open and honest associate feedback in town hall meetings and through open-door policies. Our associates are also involved in giving back to the community; for example, our recent food drive donated 3,000 pounds of food and water to our local food bank.
You will have the opportunity to work with our talented team as we continue to pursue best-in-class service, an enjoyable work environment, and market-leading win-win vendor partnerships. We look forward to learning about you!