NAPA Account Executive-Southeast

Sales

• Make sales calls to prospective and existing NAPA jobbers, NAPA DC’s, and end-users. Through the sales process, identify the customer’s needs and develop solutions in order to profitably grow sales.
• Develop a regular sales call schedule to ensure that the needs and expectation of the customer is met.
• Familiarize self with all products, including their application and preparation..
• Develop sales presentations and promotions to facilitate growth in existing accounts and to open new accounts.
• Assist customer in proper selection and application of product to develop expert relationships.
• Work with Key Account Managers, NAPA and other relevant parties in the creation of sales presentations/promotions for customers.
• Develop a strategy to grow sales & profits to new and existing customers and strive to meet them.  Also, identify items or product categories that require specific attention in support of this strategy. 
• Identify sources of sales leads and follow through on these leads.
• Maintain a discipline in pre-call planning daily and weekly activity to ensure time is maximized. Conduct sales calls accordingly.
• Determine where customer is in the Automotive Finishes Sales Process and what steps are necessary to move the process along. 

 

• Obtain approval for product placement plans with appropriate people (e.g., end user, NAPA jobber, NAPA DC, etc.)
• Assist distribution sales team in the selling of Company product lines to end-users to ensure demand for product as supplied through NAPA jobber and/or NAPA distribution center.
• Access product/technical information to support customers’ application requirements. 
• Complete expense reports at least on a bi-weekly basis. 
• Understand servicing NAPA’s strengths and weaknesses and communicate effectively with staff members to ensure that commitments made are within the Company’s capabilities. 
• Identify potential opportunities/issues. 
• Handle customer complaints within lines of authority and manage process to resolution. 
• Identify ways to deepen the business relationship with your customers. 
• Enlist input from Key Account Managers on strategies and opportunities in marketplace.
• Schedule periodic meetings with DC Management and Region Sales Manager and conduct these meetings in a proficient manner. 
• Collect and record reliable customer/territory information and estimate individual customer potential in to the NAPA Sales Planning (NSP) on-line application. 
• Conduct competitive product comparisons and identify current competitors’ strengths and weaknesses and determine NAPA’s competitive advantage.

 

 

 Customer Service

• Assist customer in setup and implementation of mixing systems.
• Able to assist with NAPA returns, which would require lifting 50-60 pounds at a time.
• Assist with opening new NAPA Store, when needed, which would require lifting 50-60 pounds on a recurring basis during any one day and up to 100 pounds on occasion.
• Allow self to be readily accessible to customer for advice/assistance through use of the Company issued communication devices.
• Communicate to customer current sales promotions, new product development, etc.
• Build/manage relationships with existing and potential NAPA customers/personnel.
• Identify potential problems and work through with sales support network.
• Give immediate attention to customer comments and complaints and advise Region Sales Manager of such.
• Address backorder issues as needed.
• Support customer with technical, sales, and marketing assistance as needed.
• Assist customer in determining inventory levels.
• Assist in color verification and field color formulations.
• Learn formal/informal networks of end user, NAPA jobber, NAPA DC, and manufacturers to know procurement flow.
• Schedule periodic NAPA/end user sales/technical and product knowledge meetings and conduct these meetings in proficient manner.
• Accompany and assist NAPA sales force in selling/marketing of automotive refinishing products.

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