Our National Accounts team has been hard at work, and we’re excited about our new National Account wins!
As you know, our most recent National Accounts to go live are Camping World and Pep Boys.
You can also expect to see more soon about the following new National Account wins:A big shout-out to our National Accounts team for bringing in these wins!!
Continental Battery Systems was at the Heavy Duty Aftermarket Week show in January. (Steve Mezan, Frank Tricarico, Trey Turner, John Rauco, Chris Pourroy and Bernie Gessner)
TSM New Structure and Focus
As everyone is now aware, we are restructuring our Territory Sales Managers for our local sales force. We have rolled out a new strategy that now aligns our local sellers (TSM’s) to be focused on existing customers, along with new customer generation. This new structure will help support our overall organic growth, along with helping retain our most important customers.
We understand that a new structure always brings its challenges. We are hyper focused
in this first quarter of getting each TSM’s book of business / territory right so that we are concentrating on the right customers to drive our business. The TSM’s are hard at work locally and have done a great job so far with this new structure. We are very bullish on what this will bring for our growth in 2023.
At the same time, our new Sales Ops team are building process and structure to support our TSM’s locally. We will have full visibility of each TSM’s territory by customers so we can start to better understand customer behaviors, buying habits, and catch any churn of customers before it happens.
New Sales Operations Team
We are building a new team to support and assist with National Accounts and Local Sales: the Sales Operations Team.
The Sales Ops team will build and support National Accounts on fill rates, on-time delivery metrics, customer-specific reporting requirements, Quarterly Business Reviews, implementation of new customers, and onboarding to the field.
They will also support the local salesforce with KPI reporting, commission reporting, process build for new customers going into TSM territories, new product launches, and municipality/government contracts.
We’re excited for where our new sales structure and teams will take us!