Territory Sales Manager

ABOUT US

PHINIA: Advancing sustainability today, powering a cleaner tomorrow.  

PHINIA is an independent, market-leading, premium solutions and components provider with over 100 years of manufacturing expertise and industry relationships, with a strong brand portfolio that includes DELPHI®, DELCO REMY® and HARTRIDGE™. With over 12,500 employees across 43 locations in 20 countries, PHINIA is headquartered in Auburn Hills, Michigan, USA. 

At PHINIA, we Provide fuel systems, electrical systems, and aftermarket products and solutions of the highest quality — developed and manufactured responsibly — that are designed to enhance efficiency and reduce the environmental impact of vehicles, industrial machinery, and other applications. In doing so, we contribute to a cleaner tomorrow, treat our people and surrounding communities with respect, and hold ourselves accountable to robust ethical standards. 

Our Culture 

PHINIA promotes and cultivates an inclusive culture and diverse perspectives, strives to maintain its reputation for excellence, thrives on the power of collaboration, and fosters the development of our talented employees. We believe in making a positive impact through our business and actions, and we take our collective responsibility seriously. 

Career Opportunities 

We believe in building a brighter tomorrow for our employees as well as our customers and encourage you to learn about our long history, strong culture, new technologies, and future vision. We offer a strong local presence and interesting global opportunities. Join us on this shared journey toward a brighter tomorrow.

JOB PURPOSE

Reporting to the Regional Sales Manager, the Territory Sales Manager is responsible for driving sales growth and market share within a defined geographic territory in the automotive aftermarket Warehouse Distributor channel. This role focuses on developing and managing relationships with distributors, jobbers, repair shops, and other key accounts to increase product sales, improve brand visibility, and ensure customer satisfaction.

KEY RESPONSIBILITIES

Key Responsibilities

• Drive the sale of our products within a designated territory.
• Conduct regular visits to customer locations to strengthen relationships and ensure satisfaction.
• Identify new business opportunities and build an enduring funnel through strategic prospecting, networking, and cold calling.
• Identify opportunities for additional product coverage and share of wallet gains.
• Expand market share by establishing new customer relationships and strengthening existing ones.
• Work closely with existing customers to drive sales growth, exceed revenue budgets and provide solutions tailored to their needs.
• Work closely with the AFM Strategic Account Manager responsible for buying group headquarters.
• Work with regional Field Installer Specialists on customer specific campaigns and organized field work.
• Serve as the main point of contact between PHINIA and territory customers.
• Create comprehensive and customized business plans for key accounts throughout the territory.
• Develop and maintain strong relationships with key decision-makers at warehouse distributors.
• Address customer concerns, provide product expertise, and offer technical support to enhance the customer experience.
• Report market trends, competitor activities and customer feedback to management and other internal teams.
• Maintain an in-depth understanding of the company’s products, features, and benefits.
• Train and educate customers on product features, selling points, and best practices.
• Ensure all product information is accurately communicated to stakeholders and is up to date with any new developments.
• Attend trade shows, industry events, and meetings to promote brand presence and network with key industry players.

What we’re looking for

• Bachelor’s degree in business, Marketing, or a related field (preferred), or equivalent industry experience.
• 5+ years of experience in the automotive aftermarket industry, preferably working as a factory representative.
• Proven success in managing a territory and achieving sales targets.
• Strong knowledge of automotive parts, accessories, and distribution channels.
• Exceptional communication and presentation skills.
• Must be able to efficiently use MS office programs, especially Excel and PowerPoint
• Ability to work independently and manage time effectively in a remote, field-based environment.
• Familiarity with CRM tools (Salesforce) and sales reporting software.
• Willingness to travel frequently (up to 60% of the time) within the assigned region.
• Candidates must reside within one of the following greater metropolitan areas to support regional business needs: Columbus, OH; Cincinnati, OH; Detroit, MI; Indianapolis, IN.

WHAT WE OFFER

We provide compensation and benefits programs intended to attract, motivate, reward, and retain an incredibly talented, globally diverse workforce at all levels within our organization. Our compensation programs are informed by market data and business needs, and we are committed to providing equitable and competitive compensation. We are committed to providing our team with quality and competitive benefit programs, including health and well-being resources, family-centric policies, and an agile workplace program, where not precluded by collective bargaining agreements or national statutory plans. Plans are benchmarked for competitiveness and value. 

We provide formal development opportunities at all levels and stages of employee careers. These opportunities are delivered in a variety of formats to make our portfolio of solutions agile, sustainable, and scalable to support our employees in developing the skills needed to succeed. 

WHAT WE BELIEVE

• Product Leadership - Innovation that brings value to our customers 

• Humility - Seeking out diverse perspectives and working collaboratively 

• Inclusivity - Recognizing our differences makes us stronger; we are bold and intentional 

• Net-Zero - Committed to energy efficiency, waste reduction and beneficial reuse 

• Integrity - Taking responsibility for our decisions and doing what is right 

• Accountability - Taking ownership of our actions and driving results

SAFETY

You will consistently hear us say Safety First! We are committed to continually improving our strong safety performance supporting the health and wellness of our employees!  

We also believe employee health and safety is everyone’s responsibility. We encourage safety learning and collaboration to help employees understand and follow applicable safety policies, standards, and procedures and identify opportunities to minimize or eliminate risk. Work is expected to be conducted in a manner that stresses the importance of preventing incidents and illnesses, including attending all required safety meetings and trainings. It is expected that all incidents, near misses, and unsafe conditions are immediately reported to the direct manager, Human Resources, or Safety Representative.

EQUAL EMPLOYMENT OPPORTUNITY

PHINIA is an equal employment opportunity employer such that all qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity/expression, national origin, disability or protected veteran status.

VISA SPONSORSHIP

PHINIA does provide sponsorship for employment visa status based on business need. However, for this role, applicants must be currently authorized to work on a full-time basis, in the country where the position is currently based.

NO UNAUTHORIZED REFERRALS FROM RECRUITERS & VENDORS

Please note that PHINIA does not seek or accept unsolicited resumes or offers from third party recruiters or staffing agencies associated with any published or unpublished employment opportunities. Any unsolicited information sent to PHINIA will be considered as unencumbered and free from any fee or charge whatsoever. Only members of our Human Resources Team have the authority to engage or authorize recruiting services, which must be agreed upon before the unsolicited resume or offer is received.

GLOBAL TERMS OF USE AND PRIVACY STATEMENT

Carefully read the PHINIA Privacy Policy before using this website. Your  ability to access and use this website and apply for a job at PHINIA are conditioned on your acceptance and compliance with these terms.

Please access the linked document by clicking here, select the geographical area where you are applying for employment, and review.

Before submitting your application you will be asked to confirm your agreement with the terms.

Career Scam Disclaimer: 

PHINIA makes no representations or guarantees regarding employment opportunities listed on any third-party website.  To protect against career scams, job applicants should take the necessary precautions when interviewing for and accepting employment positions allegedly offered by PHINIA. Applicants should never provide their national ID numbers, birth dates, credit card numbers, bank account information or other private information when communicating with prospective employers or responding to employment opportunities online. Job applicants are invited to contact PHINIA through PHINIA’s website to verify the authenticity of any employment opportunities.

Advancing sustainability today, powering a cleaner tomorrow. Join us on this shared journey to a brighter tomorrow. For more information about PHINIA, please visit www.phinia.com.