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Director of Sales & Marketing
Aftermarket
Technology Corporation
Downers Grove, Illinois
Sectors: Automotive
Status: Research Completed
(View
PDF Profile)
Company
Overview – Aaron’s Automotive Products, Inc.
Aaron’s Automotive Products, Inc. is located in Springfield,
Missouri and is recognized as a leading supplier of
remanufactured engines and transmissions in North America. The
company currently employs approx. 900 people. The company
remanufactures transmissions for DaimlerChrysler in their
268,300 square foot Westgate Rd facility and they remanufacture
engines in their 240,000 square foot Airport Commerce Avenue
location, both being located in Springfield, Missouri. Their
remanufactured products include engines, cylinder heads,
connecting rods, transaxles/transmissions, torque converters and
medium duty standard transmissions. In addition to their
remanufacturing facilities, the company maintains several core
storage facilities in excess of 250,000 square feet.
Aaron’s Automotive was started in 1959 as an automatic
transmission repair shop. Bob Wehr, the company founder, soon
expanded the company to 19 retail shops, scattered throughout
the Midwest. Aaron’s developed a comprehensive transmission
remanufacturing process whereby transmissions were completely
remanufactured to be as good as new. In 1983, Aaron’s began to
remanufacture engines. Aftermarket Technology Corp.(ATC) (Stock
Symbol – ATAC, Website – www.goatc.com) purchased the company in
1994. In 1997 Aaron’s became QS9000 certified. Over the last few
years Aaron’s has implemented lean manufacturing and continuous
improvement principles throughout its organization. The results
have been very encouraging and profits and overall shareholder
value has been increased.
The Division – PROFormance Powertrain
Products
PROFormance Powertrain Products – A division of Aaron’s
Automotive Products, markets and distributes to the independent
aftermarket under the PROFormance Powertrain brand. PROFormance
Powertrain’s products include all makes of engines and select
automatic transmissions. The division is located at 2720 N.
Airport Commerce Avenue and currently employs approx. 140 people
in a non-union environment. Sales in 2001 for the division
totaled $24 Million Dollars and the division is profitable. The
division markets it’s products primarily through two avenues -
warehouse distributors of engines and through strategic
alliances with national organizations such as the AAMCO dealers
association. In addition, approximately 10% of revenue is
generated through direct sales to OE’s.
The Position
The position is located in Springfield, Missouri and will report
directly to John Mitchem, Vice President of Aftermarket
Operations. Mr. Mitchem has been with the company since November
of 2001. Before joining the company he spent several years with
Honeywell (formerly AlliedSignal) in a variety of executive
level assignments within the Bendix Brake Systems Division. He
is currently reinvigorating the commitment to the new business
model adopted by Aaron’s and ATC and is vigorously pursuing one
of the most concrete opportunities facing the company today, the
independent aftermarket for automotive transmissions. Mr.
Mitchem reports directly to Paul Komaromy, President of Aaron’s
Automotive Products, Inc.
The Director of Sales & Marketing position is described as an
executive level management position within the organization. The
position will eventually have 12 direct reports, which will
consist of regional sales managers. The overall objectives of
the Director of Sales & Marketing position are three fold:
Increase sales & profits under the PROFormance Powertrain brand
name.
Increase distributor/dealer loyalty.
Increase “Customer Delight”
Position Responsibilities
Develop, refine, implement & manage a profitable marketing model
targeting the independent aftermarket for engines &
transmissions via:
• Warehouse distributors
• National & regional fleets
• Strategic alliances with associations. (ie. existing customer
– AAMCO dealers association)
(Perform market research to identify targets noted above,
forecast current and future business, position product and
brand, refine & negotiate pricing strategies and agreements with
customers, develop and refine marketing materials.)
Implement and oversee all procedural and operational structures
that will fully support customers & their sales staff.
Examples:
• customer sales training programs
• rebate programs
• promotional incentives for customers sales staff
• etc.
Build, train, motivate and coach a “world class” field sales
organization.
• Establish accountability and standards within the sales and
marketing department.
• Build “brand equity” for PROFormance through an effective
marketing communications strategy comprising of advertising, PR,
trade shows, etc.
• Elevate staff’s consultative selling skills by implementing a
comprehensive training program.
• Develop and administer motivational incentives for staff.
Candidate Qualifications
The ideal candidate would possess the following qualifications:
• Prior automotive aftermarket sales & marketing experience at
an executive/senior management level within a prominent
manufacturer/supplier.
• High sense of urgency in identifying opportunities &
challenges, gathering the right data and proposing a solution.
Ability to tactically implement change is crucial.
• Established experience in building and implementing a “WD”
business model and profitably selling through it. “Fleet” sales
management experience would also be a plus as the company plans
on expanding its efforts in this area.
• A strong skill set in training, motivating and coaching of
employees. The ability to build a cohesive sales team that is
well trained, motivated and heading in the same direction is
paramount to the overall success of the division. (ie. within
last 6 months the internal sales team has doubled in size and
the division is currently in the process of doubling the size of
the outside sales force.)
• Effective problem solving skills (ie. TQ or Six Sigma)
• Ability to establish and continuously improve customer
interface elements. (ie. order entry systems, call centers,
warranty administration systems.)
• Strong financial skills relative to product pricing and
experience creating profitable programs for customers.
• Proven track record of profitable growth.
• A bachelor’s degree in business, marketing, engineering or
other technical degree is required. A master’s level degree is
preferred.
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