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Director Fleet Sales Channel in Eagan, MN at Factory Motor Parts

Date Posted: 1/25/2018

Job Snapshot

Job Description

Factory Motor Parts is currently seeking a driven, dynamic, automotive aftermarket Director of Fleet Sales Channel to provide strategic channel direction that will accelerate our aggressive growth strategy in the Fleet and Government Sales Channel of our automotive portfolio.

Factory Motor Parts, an over 72 year old Midwest, mid-market based company, is a unique hybrid of automotive brand owner, major OEM distributor, manufacturing enterprise, and 130+ warehouse location distributor located in 19 states embarking on an aggressive growth plan.

The Director of the Fleet Sales Channel will drive increased sales through the development, planning and execution of the Fleet and Government sales growth strategy and related support sales programs for all of FMP. Using influence in a matrixed environment provide sales leadership and expertise to sellers in a variety of regional markets and variety of customer needs. Collaborates with the Sr. Director DIFM Direct Sales Channel and his/her team. The successful candidate will be will ensure that all tasks necessary to meet the overall objectives of the entire enterprise will be executed as required to meet goals—either personally, through delegation or in collaboration with peers.


  • Key Strategic Focus: Long Term Growth of Fleet and Government Program
  • Key Tactical Focus: Ensure day to day results are achieved while simultaneously focusing on plans to meet strategies
  • Revenue Responsibility: All Fleet and Government revenue
  • Profit Responsibility: All Fleet and Government profit
  • Span of Control/Direct Reports: Influence sales managers and representatives throughout the company by providing influential leadership and resources to assist in the profitable selling of products to Fleet and Government Customers. One direct report.
  • Responsible for attaining Fleet and Government sales and GP% budgets and objectives, as well as implementing, managing, and communicating the directional focus to achieve them.
  • Tactical implementation of FMP selling process in all regions via the use of influence in a matrixed environment.
  • Ensure execution of FMP sales process, as well as the FMP Presentation Style Selling Process. Ensure there is clear direction and priorities for achievement of goals.
  • Prospecting: Personal involvement in top opportunity accounts in conjunction with assigned sales representatives. Participation in all stages of the selling process to enable sales are closed in an efficient and timely manner
  • Aggressively mine on-line opportunities for government RFP’s
  • Understand Fleet opportunities in all regions
  • Responsible to develop and recommend to management teams any sales tools or sales strategies designed to overcome sales obstacles (anticipated or existing).
  • Identify ways to differentiate FMP from the competition and put into workable sales tools for the Fleet and Government Marketers/sales reps.
  • Take proactive initiative with FMP Marketing department in the development of sales and marketing programs to support strategy and motivate the sales team to both educate and motivate customers to buy from FMP.
  • Work to build a total team environment, between Sales, Operations, and Corporate Staff.
  • Grow product sales including both OEM and private label.
  • Manage all contract compliance requirements.

Job Requirements


  • Strong leadership and interpersonal skills with the ability to led, manage, direct and coordinate the efforts of others in a highly matrixed organization.
  • Knowledge of the automotive industry as it relates to both government and feet channels, market conditions, economic and customer trends and competitive pressures with ability to create strategies and tactics for successful obtainment of goals.
  • Ability to create, execute and led sales efforts in both fleet and government environments in support of goals
  • Expertise in operations demonstrated by creating efficiencies & superior customer experiences
  • Create value proposition for customers and instill a customer focus throughout the company
  • Financial acumen to develop high level proposals and to lead/manage/control significant portions of the business


  • 1/4 Eagan, MN & 3/4 In-Market (National)


  • A qualified candidate will possess at least 10 years of progressive sales experience along with at least 5 years of experience in Fleet channel/division leadership. Must have proven sales results as well as the ability to effectively develop, lead, and train a successful, driven, goal oriented sales team. Strong preference will be given to a candidate with strong knowledge and experience in the automotive industry and/ or Fleet and Government marketing channels.


  • 10 years in the automotive industry, with special emphasis on parts sales, supply and distribution.

An industry leader, FMP offers a well-balanced compensation (Base + Commission) and benefits programs, including medical, dental, life, 401K with match, profit sharing, paid holidays/vacation/sick time + much more.

Salary is based on experience and job performance.

If you are ready for a new destination, we would like to hear from you. Please visit our website to apply online at

Drug screen and background check administered as a condition of employment.

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  • Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
  • Please view Equal Employment Opportunity Posters provided by OFCCP here.
  • The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)