Bridgestone Americas, Inc Commercial Sales Manager - North Central Virginia in Winchester, Virginia


Nashville, Tenn.-based Bridgestone Americas, Inc. is the U.S. subsidiary of Bridgestone Corporation, the world’s largest tire and rubber company.

Bridgestone Americas and its subsidiaries develop, manufacture and market a wide range of Bridgestone, Firestone and associate brand tires to address the needs of a broad range of customers, including consumers, automotive and commercial vehicle original equipment manufacturers, and those in the agricultural, forestry and mining industries.

The companies are also engaged in retreading operations throughout the Western Hemisphere and produce air springs, roofing materials, and industrial fibers and textiles. The Bridgestone Americas family of companies also operates the world’s largest chain of automotive tire and service centers.

Guided by its One Team, One Planet message, the company is dedicated to achieving a positive environmental impact in all of the communities it calls home.

Position Summary

The Commercial Sales Manager is a part of the Truck, Bus, Radial and Retread (TBR&R) business within the Bridgestone Commercial Sales organization. The CSM role ensures the right distribution coverage and capabilities to meet the needs of a growing commercial customer base. Meeting the needs of B2B customers through sales and business planning throughout the assigned geographic region while also driving value add activities and generating sales insights at the customer level. Examples of these insight generating activities include vehicle inspection, product testing and regular business reviews with fleet and dealer customers.

This individual covers the North Central Virginia market. Major cities include: Martinsburg, WV; Winchester, VA; Charlottesville, VA; Ashland, VA; and Fredercksburg, VA. Interested individuals must currently live in or be willing to relocate to the area.


  • Present and articulate the full Bridgestone Commercial Solutions value proposition to end users and demonstrate a working knowledge of all new tire and retread TBR (Truck Bus Radial) and Small OTR (Off The Road) products, programs and solution offerings. Coach others to develop the ability to do the same.

  • Consult with end users and work through the BCS sales process to 1.) outline the customer profile and current tire and maintenance practices 2.) analyze the customer profile and identify opportunities for savings for a customer with the Bridgestone Commercial Solutions offering, 3.) effectively communicate a solution that benefits the customer and 4) implement a plan of action for implementation 5) incorporated with KPI’s to measure results.

  • Supports dealers to optimize franchise operation to increase sales, financial performance as well as operational efficiencies.

  • Responsible for learning, effectively using, and coaching others to use selling tools (BASys Fleet Analyzer,, BASys Manufacturing, BEN) provided by Bridgestone to identify and create selling opportunity to the fleet. Establish a thorough understanding of the collection process and coach the distribution partner on usage of these tools to maintain fleet business and importance of data integrity to customer satisfaction.

  • Routinely makes dealer and end user calls with CSRs (Commercial Sales Representatives) – relationship building and developing additional business opportunities.

  • Drives consistent, operational excellence of tools and programs in marketplace.

  • Manage Dealer, Fleet and Truckstops customers to ensure new and retread sales goals and profit targets are met for the regional area.

  • Outline a business plan for all dealers in the market area to jointly identify fleet opportunities and goals for the dealer, continually following up on the plan as the basis for discussions and holding them accountable to those goals and continuing to manage the distribution relationship. Coach CSRs at dealerships and act as an ongoing mentor to provide support, guidance, and leadership for product and solution offerings.

  • Ensure implementation of company initiatives and programs with all customers.

  • Ensure proper utilization of marketing tools and programs.

  • Drives consistent, operational excellence of tools and programs in marketplace.

  • Manages new product launches to increase speed to market, ensure smooth transition and realization of performance value.

  • Collects competitive market intelligence and communicates appropriately.

  • Up to 50% Travel


  • Bachelor’s degree in business or other related field

  • Strong analytical and organizational skills

  • Financial acumen and long-term strategic thinking




Employee Type Regular Full-Time

Degree Preferred 4 Year Degree

Requisition ID 2018-132202

Posted Date 4/17/2018

Location US-VA-Winchester

Zip Code 22601

Functional Area Commercial Sales/BBTS

Category Sales

As an Equal Employment Opportunity (EEO)/Affirmative Action employer, it is the policy of Bridgestone to consider for employment all individuals regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, gender, sex, sexual orientation, gender identity and/or expression, genetic information, veteran status, or any other characteristic protected by federal, state or local law.