Business Development Manager Filter Heavy Duty Sales

Develops and expands sales for Fleet/Government & Heavy-Duty accounts, executing strategic initiatives, enrolling new Fleet Elite members, driving Master Service Agreement program adoption, and delivering product training.

Responsibilities

• Completes registration and sign-ups of all new MSA customers for Fleet & Government.
• Presents, communicates, and sells Fleet prospects on the value of joining the NAPA Elite Fleet program.
• Calls Commercial Fleets and Governments to present the total product offering of NAPA Light Duty and Heavy-Duty lines and programs.
• Works closely with NAPA Fleet HQ, providing feedback, ideas, and field insights to drive program adoption, new accounts, Autotech training, and sales goals.
• Collaborates with NAPA Fleet HQ on all Government bids or RFQ opportunities for on-time completion and submission.
• Works with the Commercial Operations Team on all registrations for Fleet and Government.
• Hosts meetings in assigned territory to train the local sales team on Fleet and Heavy-Duty programs and utilization.
• Achieves territory quotas on sales, new accounts, Fleet Elite, Commercial, and Government Fleet.
• Assists local BDGs in meeting management, community events, and marketing to consumers and potential new members for Truck Service Centers.
• Provides top-notch customer service and communication to all NAPA Fleet and Government accounts in territory.
• Regularly visits current NAPA Fleet customers to assist in program adoption, understanding their needs, and presenting programs to address those needs.
• Informs members of key program changes and enhancements.
• Demonstrates thorough knowledge of NAPA Fleet and Heavy-Duty programs and options for accounts.
• Ensures accounts assigned to Commercial Fleet and Government are registered properly in RAM in their assigned territory.
• Ensures correct pricing profiles for accounts are set up in TAMS and the correct category is assigned.
• Ensures all MI filter registrations are complete for the accounts.
• Reviews NAPA Fleet and Heavy-Duty monthly initiatives with the sales team to maintain focus on program benefits.
• Executes weekly, monthly, and quarterly sales plans to achieve business growth opportunities consistent with the Company’s objectives.
• Implements Fleet sales programs and strategies to improve territory, DC, District, and/or area business activities.
• Conducts periodic account reviews to update management on key progress indicators.
• Attends, organizes, and manages key events and trade shows.
• Regularly logs into NAPA Connect to check for new updates.
• Consistently meets or exceeds yearly targets.
• Performs other duties as assigned.

Qualifications

• 3-5 years of previous selling and account management experience.
• Solid record of success developing new business while maintaining and growing existing business.
• Valid driver's license.
• Ability to travel within assigned territory, including overnight stays as required.

Skills

• Sales Acumen: Demonstrates the ability to understand and apply sales principles, techniques, and processes effectively.
• Communication and Customer Focus: Identifies, understands, and meets customer needs to build strong, long-lasting relationships; influences others through clear and persuasive communication.
• Resilience and Adaptability: Recovers quickly from setbacks, maintains motivation, and adapts to changing circumstances in a fast-paced sales environment.
• Results Orientation & Financial Acumen: Strong drive to meet or exceed sales targets with a focus on measurable outcomes; understands how to structure deals to meet both sales and profit objectives.
• Product Knowledge: Deep understanding of product specifications, features, benefits, and differentiators between products and brands.
• Technology Proficiency: Comfortable using CRM systems, inventory management software, and other sales tools; leverages digital platforms for customer engagement.

Preferred Qualifications

• Bachelor’s Degree or equivalent sales/marketing experience.
• Leadership embodying 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 to outcomes and making the customer the center of decisions.
• Makes balanced decisions and thinks strategically as a forward thinker.
• Develops high-performing teams through inclusive leadership, attracting and developing talent, providing feedback, and building trust.

Physical Demands / Working Environment

• Ability to operate a company vehicle safely for extended periods in various conditions (cities, job sites, highways, tunnels, bridges, all weather).
• Regularly required to stand, walk, use hands, reach with hands and arms, climb or balance, stoop, kneel, crouch, or crawl, and talk or hear.
• Frequently lift and/or move up to 60 pounds.
• Specific vision abilities include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.
• Ability to attend events after hours and/or on weekends.
• Travel requirements upwards of 50% at any given time.