Tracy Beecroft
CHICAGO
Summary
Dynamic Senior Sales Manager with a proven track record at Advanced Innovative Technologies, excelling in retail channel strategy and national accounts leadership. Expert in driving revenue growth through innovative pricing strategies and effective team leadership, achieving significant market expansion and enhancing customer engagement in the automotive aftermarket sector.
Overview
30
30
years of professional experience
Work History
Senior Sales Manager – Strategic Retail Accounts
Advanced Innovative Technologies - TrakMotive
01.2023 - Current
- Led national retail strategy for AutoZone, focusing on revenue growth, assortment planning, pricing strategy, and category expansion initiatives to enhance market presence.
- Led sales team in developing innovative strategies for market penetration.
- Collaborated with retailer merchandising teams on line reviews, promotions, and new product introductions, aligning cross-functional teams to successfully execute national retail programs.
- Collaborated with product development to enhance customer offerings and solutions.
- Analyzed market trends to identify new business opportunities and customer needs.
Senior Account Manager
Dana Incorporated
Maumee
12.2023 - 12.2024
- Developed strong relationships with strategic accounts, including Advance, AutoZone, O'Reilly, and APSG/Federated/Pronto to enhance account engagement.
- Managed and executed comprehensive strategic growth plans for over 40,000 stock keeping units (SKUs) across various product categories.
- Led request for quotation (RFQ) processes to displace significant competitor volume within a major automotive retail chain.
- Managed product lines for Victor Reinz and Spicer brands, aligning offerings with market demands to optimize sales performance.
- Streamlined aftermarket retail processes for traditional OE tier 1 suppliers, leveraging industry experience to improve operational effectiveness.
Retail Sales Director
BorgWarner
Auburn Hills
07.2021 - 08.2023
- Oversaw sales operations for AutoZone, managing $100M+ brand and private label programs to drive revenue growth.
- Managed and developed a team of two sales managers, defined overarching sales strategy for the business and supported in field training and sales activities
- Led direct import efforts for private label transition in fuel and engine management categories
- Identified new business development opportunities, delivering recommendations and proposals to senior leadership for strategic initiatives.
- Managed aftermarket operations at Delphi, ensuring product availability and enhancing customer satisfaction.
Senior Sales Manager, NA Retail and Ecommerce
Lumileds Holding B.V.
San Jose
01.2019 - 07.2021
- Led retail and ecommerce channel sales team ($20M+ in revenue with 3 direct/12 external rep partners)
- Spearheaded channel realignment to optimize e-commerce go-to-market strategy, resulting in improved market positioning
- Implemented program realignment initiatives, vendor renegotiation, and authorized reseller programs to enhance channel effectiveness
- Received vendor award at AutoZone MX in 2020 for excellence in account management and driving growth in new business segments
- Account base included AutoZone, Pep Boys, Amazon, Walmart, Menards, Mid States, and Ace Hardware
- Philips Automotive Lighting
Director of Sales, Business Development
J-B Weld Company
Marietta
07.2016 - 01.2019
- Managed portfolio exceeding $20M in revenue; fostered strong relationships with automotive retail customers including AutoZone, O'Reilly, Advance, Pep Boys, NAPA, Meijer, Orgill, Fred Meyer, and Grainger
- Drove top line growth in adhesives category through vendor contract negotiations, annual line reviews, and customer-centric relationship building
- Launched new exhaust accessories line with 10 products, positioned to double annual volume
Director of Sales
Focus Products Group Intl.
Lincolnshire
05.2015 - 06.2016
- Developed and executed sales strategy for Target, Walmart, and Sam's Club
- Secured $5 million annual sales revenue increase through strategic partnership agreements
- Drove $20M sales growth for small electrics, bakeware, and gadget lines including West Bend, Vinturi wine aerators, Hershey's, and Jelly Belly electrics
Regional Director
Trico Products Corporation
Rochester Hills
01.2012 - 05.2015
- Maintained $60M in business, and landed $10M in accretive business, including regional seasonal product test and 2 new modular products at Walmart, 2 new product introductions at Menard's, O'Reilly and Meijer
- Led sales for Eastern and Central regions across all channels, driving revenue growth
- Directed team of 25+ brokers and agency reps to maintain and grow regional sales, enhancing market presence
- Received O'Reilly 2012 Vendor of the Year award.
Key Account Director
UTIL Group
Toronto
11.2011 - 04.2012
- Managed sales strategies and new business development of braking components for US market; $30M in aftermarket sales to key brake manufacturers, including Bosch, TRW
- Improved sales policies and practices, developing standards for customer relationship management to strengthen client engagement
- Implemented forecasting and demand standards for manufacturing facilities in Mexico and Canada, enhancing product delivery efficiencies in US market
Key Account Manager
Robert Bosch Corporation
Broadview
07.1996 - 11.2011
- Led 3-person team to maintain and grow key retail accounts including AutoZone and O'Reilly, contributing to $150M in sales
- Sales growth exceeded 10% YoY and included front and back room product categories including: spark plugs, wiper blades, fuel pumps, sensors, filters, wire sets and brakes
- Secured multiple line extensions at AutoZone and O'Reilly, enhancing product offerings
- Sales Excellence Club award in 2006, 2008 and 2010
Education
Master of Business Administration -
Depaul University
Chicago05.2006
Bachelor of Science - Marketing
Illinois State University
Normal05.1993
Skills
- Retail channel strategy
- National accounts leadership
- Automotive aftermarket sales
- Category management and merchandising
- Retail line reviews and negotiation
- Pricing and promotion strategy
- New product launches
- POS analytics
- Retail distribution expansion
- Team leadership
- Sales Forecasting
Timeline
Senior Account Manager
Dana Incorporated
12.2023 - 12.2024
Senior Sales Manager – Strategic Retail Accounts
Advanced Innovative Technologies - TrakMotive
01.2023 - Current
Retail Sales Director
BorgWarner
07.2021 - 08.2023
Senior Sales Manager, NA Retail and Ecommerce
Lumileds Holding B.V.
01.2019 - 07.2021
Director of Sales, Business Development
J-B Weld Company
07.2016 - 01.2019
Director of Sales
Focus Products Group Intl.
05.2015 - 06.2016
Regional Director
Trico Products Corporation
01.2012 - 05.2015
Key Account Director
UTIL Group
11.2011 - 04.2012
Key Account Manager
Robert Bosch Corporation
07.1996 - 11.2011
Master of Business Administration -
Depaul University
Bachelor of Science - Marketing
Illinois State University