District Manager, Sales

About the role

The District Manager, Sales drives sales through the Sales Pro team to grow commercial sales and strengthen the overall NAPA Commercial Value Proposition. This leader ensures the Sales Pro team understands and sells NAPA programs to all assigned customers, communicates monthly wholesale strategies and tactics, assigns goals, and holds sellers accountable. The role is responsible for building high-performing teams and ensuring NAPA’s vision, values, and culture meet or exceed expectations for employees, customers, and key stakeholders to drive profitability.

Responsibilities

• Lead and motivate the Sales Pro team to achieve and exceed sales quotas of assigned accounts by leveraging NAPA Wholesale promotions, programs, and initiatives with purchases of NAPA Auto Parts and services through:
  • Consistent and effective presentations to assigned accounts
  • Leveraging the NAPA Auto Care Program(s)
  • Major Account, Fleet, and Government program sales
  • All aspects of customer connectivity: NAPA PROLink, TRACS, etc.
  • Lead NAPA AutoTech Training Classes
  • Identify IBS prospects
• Ensure HQ-directed sales programs and initiatives are executed at a high level to drive growth and profitability
• Lead, motivate, and mentor the Sales Pro team to implement effective sales strategies to achieve revenue targets and market share growth across all locations
• Analyze market trends to identify opportunities for gross margin expansion and ongoing pricing maintenance
• Collaborate with operations leadership in preparing business cases for investment at the store level
• Track sales metrics and KPIs, prepare reports and presentations for senior management to communicate progress and identify areas for improvement
• Manage Sales Pro team prospecting of new accounts and/or fostering growth of underperformers
• Ensure proper registration of all assigned accounts in RAM
• Build and maintain relationships with effective communication with store teams, customers, and executive leadership through collaboration and influence to achieve success through others
• Evaluate sales results of region and district stores to ensure delivery of strategic objectives within budget
• Collaborate with others to produce accurate and achievable sales projections for the district
• Accountable for recruitment and selection of sales team members while ensuring appropriate support for stores in assigned territory; key role in succession planning
• Motivate high-performing sales teams to achieve sales quotas through coaching, feedback, and meaningful development
• Conduct regular district sales meetings, encourage continual learning, and ensure completion of all company-required training
• Partner with store leadership to identify and deploy strategies and tools to improve store efficiency and service levels to achieve and exceed district financial objectives and quotas
• Oversee uncollectable debt collections and ensure expenses remain within established budgets
• Demonstrate sound decision-making ensuring adherence to company values and policies; require and model high levels of professionalism of self and teams
• Ensure team maintains a safe and healthy environment for customers and employees
• Comply with all applicable policies, rules, and regulations, including those relating to safety, health, labor, and employment
• Utilize NAPA CRM tools to monitor leads, log customer interactions, and schedule sales calls

Key Performance Indicators

• Sales quota attainment
• Gross margin/profit expansion and quota attainment
• Execution of company sales programs and initiatives
• Sales team averages ten presentations a day
• AutoCare Center sales and membership growth
• Major Account sales growth
• Fleet and Government sales growth
• IBS growth
• Bad debt %

Qualifications

• High school diploma and 2+ years’ work experience leading a sales team
• In-depth understanding of and mastery of basic selling skills such as preparing for the sales call, managing the customer meeting, handling customer resistance, closing the sale, and account maintenance
• Strong knowledge of NAPA operations and systems and/or ability to learn
• Excellent results-oriented management skills, multi-tasking and time management capabilities, exceptional team leadership abilities, and a strong work ethic
• Demonstrated strong interpersonal and leadership skills including a willingness to consistently provide superior customer service, the ability to react appropriately under pressure, and the ability to apply good judgment in ambiguous situations
• Strong analytical/critical thinking skills and demonstrates adaptability by adjusting to changing business priorities
• Excellent verbal and written communication skills, coupled with the ability to synthesize detailed information into succinct and actionable recommendations
• Initiative-taking, deliverable-focused, strong work ethic; able to prioritize and resolve an array of issues simultaneously; works with a sense of urgency
• Demonstrates high-level ethical behavior in exercising judgment and discretion in matters of significance
• Capable of driving change transformation and strategy execution to achieve specific business results
• Collaborative mindset and ability to navigate and build trust in a complex organization
• Ability to inspire a shared vision, empower, and motivate a team, and do this from afar
• Ability to work business hours within the territory or region to address customer needs and support growth of sales

Competencies

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

Preferred Qualifications

• Bachelor’s degree in business, operations, or relevant discipline
• Willingness to relocate within the division
• 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, 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

• Work conducted in office, retail stores, and customer site environments
• Frequent periods standing/walking in un-air-conditioned facilities and retail stores
• Exposed to vibrations and dust, with noise levels at moderate to low decibels
• Must be able to lift twenty-five pounds at times
• Specific vision abilities required include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus
• Regularly required to use hands and fingers and handle or feel objects
• Other physical tasks required include pushing, reaching, climbing, and stooping
• Local and air travel up to 50%–75% of the time to perform duties

Pay

A competitive salary range of $80,000. Total compensation may vary based on individual skills, experience, and qualifications.

Benefits

• Health Insurance: Comprehensive medical, dental, and vision plans
• Retirement Plan: 401(k) with company match
• Paid Time Off: Vacation, personal days, holidays, sick days, and parental leave
• Additional Perks: Employee stock purchase plan, tuition reimbursement, professional development opportunities, and wellness programs