Position Summary
The Director Field Force is responsible for leading and scaling the U.S. field sales organization focused on independent automotive repair shops, regional workshop chains, and service networks. This executive role drives revenue growth, market penetration, and brand positioning by leading a high-performing field team promoting products, diagnostic solutions, and value-added services.
This role combines strategic leadership, operational excellence, and strong industry relationships to ensure sustainable growth in the highly competitive U.S. automotive aftermarket.
Key Responsibilities
Strategic Leadership
Develop and execute the U.S. field sales strategy aligned with North America growth objectives.
Define go-to-market models for workshops including independent garages, multi-shop operators, and franchise networks.
Identify market opportunities and drive expansion across regions and customer segments.
Lead pricing, promotion, and service bundling strategies in collaboration with Marketing and Product Management.
Field Force Management
Lead, coach, and scale a nationwide team of Regional Sales Managers and Field Sales Representatives.
Build a performance-driven culture with clear KPIs, accountability, and incentive alignment.
Implement territory planning and coverage models to optimize customer reach.
Establish structured sales routines, CRM utilization, and disciplined pipeline management.
Commercial Execution
Drive revenue growth, margin expansion, and market share gains.
Develop key account strategies for large workshop chains and buying groups.
Strengthen relationships with distributors and channel partners where applicable.
Oversee field execution of product launches, service programs, and promotional campaigns.
Customer and Market Engagement
Maintain executive-level relationships with strategic customers and industry associations.
Represent the company at major industry trade shows and events such as AAPEX and SEMA.
Monitor the competitive landscape and adjust field tactics accordingly.
Operational Excellence
Establish and monitor KPIs including revenue, sell-through, service adoption, customer acquisition, retention, and field productivity.
Lead forecasting and budgeting for the field organization.
Drive digital enablement including CRM systems, sales tools, and service platforms.
Ensure compliance with U.S. labor laws, safety regulations, and corporate governance standards.