The role of the District Manager, Sales is to drive sales thru the Sales Pro team to grow commercial sales and overall NAPA Commercial Value Proposition. The leader is responsible for ensuring the Sales Pro team understanding of and selling of NAPA programs to all assigned customers. Communicates monthly wholesale strategies and tactics to the Sales Pros, assigning goals and holding the sellers accountable. This role is responsible for building high performing teams and ensuring NAPAs vision, values, and culture exceed expectations for employees, customers, and key stakeholders to drive NAPA's profitability.
Responsibilities
Lead and motivate Sales Pro team to achieve and exceed sales quota of assigned accounts using NAPA Wholesale promotions, programs, and initiatives; Deliver consistent and effective presentations to assigned accounts; Leverage the NAPA Auto Care Program(s); Drive Major Account, Fleet and Government program sales; Manage all aspects of customer connectivity (NAPA PROLink, TRACS, etc.); Lead NAPA AutoTech Training Classes; Identify IBS prospects; Execute HQ-directed sales programs and initiatives at a high level; Mentor Sales Pro team to implement sales strategies, achieve revenue targets and market share growth across all locations; Analyze market trends to identify gross margin expansion and pricing opportunities; Collaborate with operations leadership on store-level investment business cases; Track sales metrics and KPIs and prepare reports for senior management; Manage team prospecting of new accounts and growth of underperformers; Ensure proper registration of assigned accounts in RAM; Build relationships with store teams, customers, and executive leadership; Evaluate sales results of region and district stores and produce sales projections; Oversee recruitment and selection of sales team members and succession planning; Motivate sales teams through coaching, feedback, and development; Conduct regular district sales meetings and ensure completion of required training; Partner with store leadership to improve store efficiency and service levels; Oversee unmanageable debt collections and keep expenses within budget; Ensure a safe and healthy environment and compliance with applicable policies, rules, and regulations; Utilize NAPA CRM tools to monitor leads, log customer interactions, and schedule sales calls
Requirements
High school diploma and 2+ years' work experience leading a sales team; In-depth understanding and mastery of basic selling skills (preparing for the sales call, managing the customer meeting, handling customer resistance, closing the sale, account maintenance); Strong knowledge of NAPA operations and systems and/or ability to learn; Excellent results-oriented management, multi-tasking, time management, team leadership, and strong work ethic; Strong interpersonal and leadership skills, superior customer service, ability to react appropriately under pressure and apply good judgment in ambiguous situations; Strong analytical/critical thinking and adaptability to changing business priorities; Excellent verbal and written communication skills and ability to synthesize detailed information into actionable recommendations; Initiative-taking, deliverable-focused, able to prioritize and resolve multiple issues simultaneously with a sense of urgency; High level of ethical behavior; Capable of driving change, transformation, and strategy execution; Collaborative mindset and ability to build trust in a complex organization; Ability to inspire a shared vision, empower and motivate a team, including from afar; Ability to work business hours within the territory or region to address customer needs
Nice to have
Bachelor's degree in business, Operations, or relevant discipline; Must be willing to relocate within the division
Stany Zjednoczone · Phoenix
