District Market Sales Manager

Job Summary

The Market Sales Manager leads assigned Territory Sales Managers (TSMs) and Business Development Managers (BDMs) to provide Independent Store Owners (ISOs) and Company Owned Stores (COSs) with sales resources to grow market share in both retail and wholesale business segments. This role champions TSM and BDM teams to deliver ISO market leading inventory readiness, training and competitive pricing strategies. The Regional Sales Manager will empower the TSM and BDM to drive sales. The RSM will hold the TSM and BDM accountable for great results in the market they service. The RSM will directly partner with ISO and COS to grow market share and provide partnership on new distribution opportunities.

Responsibilities

• Manages TSM and BDM teams on the Independent Store Owners (ISO) execution of HQ Retail and Wholesale strategies and initiatives.
• Supports COS commercial sales initiatives.
• Identifies and cultivates new customers: New Store Owners, IBS, Retail and Wholesale.
• Ensures TSM and BDM teams are actively engaged and completing necessary trainings.
• Evaluates TSMs/BDMs on their ability to delivery of the NAPA Commercial Value Proposition.
• Leverages CRM to maximize TSM/BDMs productivity and presentations.
• Establishes solid relationships with ISOs and large wholesale customers.
• Performs effective and efficient territory management to include pre-planning of weekly travel, including mandated notification to ISO of pending visitation.
• Conducts sales presentations to individuals as well as groups.
• Builds DC sales department bench strength through coaching and mentorship.
• Partners with HR in the areas of hiring, talent development, employee engagement and training.
• Reviews and understands DC/COS/ISO financial and operating information.
• Cultivates a culture enabling NAPA to be the preferred employee in markets served.
• Lead monthly group sales meeting
• Lead weekly one-on-one sales meetings

Key Performance Indicators

• Sales Quota attainment.
•  Gross Margin/Profit Expansion and Quota attainment.
• Execution of all ISO/COS store sales programs and initiatives, examples include Boiler Room sales, Spring & Fall filter sales and Auto Care sign up incentives.      
• BDMs averages eight presentations a day.
• New Distribution – IBS, Major Accounts, New ISO stores
• ISO inventory and store readiness
• AutoCare Center Sales and membership growth.
• Major Account Sales Growth.
• Fleet and Government Sales Growth.
• IBS Growth

Qualifications

• HS Diploma or equivalent required.
• 2-5 years direct sales experience.
• Proficient knowledge of CRM software and MS Office Suite.
• Strong knowledge of NAPA operations and systems and/or ability to learn.
• Demonstrated ability to grow customer base to consistently meet or exceed sales and profit quotas.
• Demonstrated ability to build and lead a high-performing teams.
• Sales driven and customer focused.
• Strong focus on exceeding customer expectations.
• Strong analytical/problem solving skills.
• Ability to multi-task, prioritize and effectively project manage initiatives.  
• Highly organized with exceptional follow-through.
• Effective written and verbal communication skills.
• Strong sense of urgency.
• Willing and able to relocate.
• Unquestioned values, judgment, and integrity.

Preferred Qualifications

• Bachelor’s degree.

Leadership

• Embodies the following values: serve, perform, influence, respect, innovate, team.
• Effectively communicates by motivating and inspiring others through clear and proactive communication.
• Delivers results and drives customer success by committing and focusing on outcomes to deliver results and making the customer the center of decisions.
• Makes balanced decisions and thinks strategically by being a forward thinker.
• Develops high-performing teams by providing inclusive leadership, attracting and developing world-class talent, providing ongoing feedback, and building trust across the organization.

Physical Demands / Working Environment

• Ability to operate a company vehicle safely and effectively for extended periods of time throughout cities, job sites, major highways and interstates (including tunnels and bridges) and in all weather conditions.
• Regularly required to stand, walk, use of hands, reach with hands and arms, climb or balance and stoop, kneel, crouch or crawl, and talk or hear.
• Frequently lift and/or move up to 60 pounds.
• Specific vision