Regional Sales Manager


Date Posted:
Job Code:
United States of America
Business Development



General Summary:


Reporting to the Division Vice President, The Regional Sales Manager (RSM) will be actively involved in selling to Midas franchisees.  This includes selling tires, tire programs, parts programs, and franchisee best practices.  The RSM’s role will be responsible for both direct sales and selling intangibles.  The RSM will act as a change agent and execute business model transformation and will be accountable for improving store operations, growing sales and profits, increasing the value of our franchise network, and growing new stores (both conversions and new construction).


The RSM will hold a strategic role in the transformation of Midas to becoming a full service retail provider that actively buys, promotes/markets, and sells products and services for sale to retail consumers, small businesses and commercial fleet accounts; transforming individual Midas Stores into “MT20 Tire Destinations” that involve going from a zero inventory model to a model where individual stores stock and maintain required inventory levels. The incumbent will create a competency centered on “Owning the Wheel Well” and using tires as the catalyst to drive inspection of all wheel well components (brakes, shocks, struts, ride control, alignments, etc.) and adheres to Motorists Assurance Program (MAP) standards when recommending repairs. The RSM will also be responsible for employing strategies and tactics to grow the average daily car count within their assigned territory.


Primary Responsibilities:


  • Have a maniacal focus on growing car count at every assigned Midas by employing proper techniques that enable Midas franchisees to say yes to every customer.
  • Build and maintain strong business relationships with Midas Franchisees and their key management personnel. 
  • Lead Midas Franchisees in the improvement of store operations and operational excellence to promote the growth of retail sales, increase dealer profitability, and grow the franchisee’s business while upholding Midas’ best practices, polices, and procedures.
  • Coach Midas Franchisees in Change Management as they begin the transformation of their business. Teaching them how to lead their teams in becoming a tire destination and growing car count by saying yes to every customer.
  • Execute tactics and strategies to transform the Midas Business Model from a “basic service shop” to a full service tire destination and total car care retailer.  Coaching, training, and selling to our Midas Franchisees on how to become world class Tire Retailers in a service based environment.
  • Coach and teach Midas Franchisees to manage a P&L as a tire and service retailer.  Getting them to learn and embrace the concept of balancing Gross Profit Percent and Gross Profit Dollars.
  • Review franchisee’s monthly P&L and balance sheet statements and make suggestions for operational improvements.
  • Coordinate and lead regularly scheduled Midas dealer meetings by DMA.  Emphasize  improving retail execution, supplier initiatives, sharing best practices, implementing growth initiatives, and building a camaraderie amongst the dealers in the DMA. 
  • Installing the Retail Performance Management System (RPM) to become standard operating procedure in every Midas Store.
  • Lead Midas Franchisees to expand their number of stores.
  • Work with the Franchise Development team on all aspects of growing store count.  Focus includes but not limited to: saving stores, upgrading and transferring weaker dealers to stronger owners, and identifying new franchisees.
  • Participate in local Franchise Development sales events.
  • Cold Calling competitive independent tire and auto repair dealers to discuss converting their business to Midas or potentially selling their business to existing Midas dealers.
  • Work with new franchisees to orient them to The Midas Way, understanding the Midas System, working through start-up issues, and helping them become proficient with all things operational.  Convince existing franchisees to help mentor to new franchisees.
  • Become an expert in the Midas FDD, the Midas franchise agreement, and real estate and property control documents.
  • Hold all Midas Franchisees accountable to the terms and conditions in the Midas Franchise Agreement and Franchise Disclosure Document.  Specifically, the franchise renewal process and upholding standards.
  • Ensure that all Midas stores are upgraded to meet minimum Brand and POS Standards.  When appropriate, create an action plan that addresses brand standard inadequacies with a timetable of change.
  • Develop annual business plans with each franchisee with targets that have clear and measurable objectives with tactics for sales growth, profitability, expansion, car count, tire sales, customer service and satisfaction, and other TBC initiatives as warranted.  Develop succession plans with all Midas owners.  Review the results annually with each franchisee and make improvements and changes based on achievement levels of objectives.
  • Engage with TBC support departments to help achieve franchisee goals.  Departments include marketing, training, call center, accounting, real estate, construction, purchasing, and tire merchandising.
  • Actively work with local Carroll Tire/NTW warehouse and secondary tire suppliers to ensure high levels of service to assigned franchisees.  Engage tire suppliers in monthly dealer meetings and encourage making sales calls on dealers and being present at the monthly DMA meetings.
  • Partner with our key Tire Manufacturers and parts vendors to promote and schedule quarterly training sessions in all major DMAs.
  • Work with key parts suppliers to execute TBC programs with individual franchisees.  Include parts suppliers in monthly DMA meetings where/when appropriate.
  • Train store personnel on sales skills, RO Writer, phone techniques, proper courtesy inspections, VIP process, the Midas Way, and RPM training.
  • Plan and execute local guerilla marketing programs. 
  • Share and implement industry best practices with franchisees including staffing models, sales, marketing, management, real estate and other key business drivers.


Minimum Requirements


Education & Experience:


  • Bachelor’s degree in business administration preferred
  • Excellent selling and sales training skills
  • Public speaking skills
  • Ability to challenge, motivate, influence, and communicate effectively.
  • Results focused and orientated
  • Negotiating skills with proven capability to create “win-win” outcomes
  • Exceptional Microsoft Office Skills: PowerPoint, Word, and Excel
  • Demonstrated experience in multi-unit retail operations.  Including district/area management, store management, business planning, competitive analysis, and retail execution in a company owned and/or franchise environment.  Track record in anticipating market and client opportunities and responding appropriately.  Strong business acumen
  • Ability to effectively managing costs/expenses
  • P&L management in a competitive automotive environment. Thorough understanding of key financial metrics and ratios (cash flow, break-even, profitability, ROI, labor, controllable expenses, managing Gross Profit % vs. Gross Profit Dollars, etc.) and operational drivers with the ability to recommend and convince franchisees to make changes where appropriate.
  • Proven results in problem solving using common sense by framing up a situation, offering multiple solutions, and being able to present your ideas to both franchisees, TBC management, with a demonstrated ability to drive consensus across different TBC functional teams to optimize results.
  • Relationship building talent that gains the trust of franchisees to lead, motivate, change, and hold them accountable to all commitments.
  • Experience in operational design and change management; including, implementation of new policies and procedures.
  • Customer service orientation and a high level of professional integrity
  • Strong telephone, verbal, and written communication skills
  • Possesses the ability to work well under pressure and handle multiple tasks
  • Team player with a high level of ownership in running a sales territory
  • Preferred Experience:  Five+ years’ experience in management of retail tire and automotive service business.  Sales background in the automotive industry.  Multi-store and/or multi- state management experience a plus.  Franchise experience in automotive and/or other retail industries


Geographic, Work and Travel Requirements


  • RSM is required to reside within assigned region
  • Approximately 70-80% travel expected
  • Occasional nights and weekends is required to support franchisee special events

TBC Corporation TBC continuously offers strong career opportunities to those from inside as well as outside the auto services industry. We hire those with a passion for success and we will train them with proven processes that will take them there. Our employees share a very unique and lucrative opportunity to maximize their earnings with industry leading pay, incentives, and recognition programs when they deliver and exceed expected results.