District Sales Manager

About the Role

The District Manager, Sales drives sales through the Sales Pro team to grow commercial sales and strengthen the 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 focuses on building high-performing teams, aligning with NAPA’s vision, values, and culture to exceed expectations for employees, customers, and stakeholders while driving profitability.

Responsibilities

• Lead and motivate the Sales Pro team to achieve and exceed sales quotas by leveraging NAPA Wholesale promotions, programs, and initiatives, including:
  • Consistent and effective presentations to assigned accounts
  • NAPA Auto Care Program(s)
  • Major Account, Fleet, and Government program sales
  • Customer connectivity tools (NAPA PROLink, TRACS, etc.)
  • NAPA AutoTech Training Classes
  • Identifying IBS prospects
• Ensure HQ-directed sales programs and initiatives are executed at a high level to drive growth and profitability.
• Mentor and guide the Sales Pro team to implement effective sales strategies for revenue targets and market share growth.
• Analyze market trends to identify opportunities for gross margin expansion and pricing maintenance.
• Collaborate with operational leadership to prepare business cases for store-level investments.
• Track sales metrics and KPIs, preparing reports and presentations for senior management to communicate progress and areas for improvement.
• Manage Sales Pro team prospecting of new accounts and foster growth of underperformers; ensure proper registration of all assigned accounts in RAM.
• Build and maintain relationships through effective communication with store teams, customers, and executive leadership to achieve success.
• Evaluate sales results of region and district stores to ensure delivery of strategic objectives within budget; collaborate on accurate sales projections.
• Oversee recruitment, selection, and succession planning for the sales team while ensuring appropriate store support.
• Motivate high-performing teams through coaching, feedback, and developmental opportunities; conduct regular district sales meetings and encourage continual learning.
• Partner with store leadership to deploy strategies and tools improving store efficiency and service levels to meet financial objectives.
• Oversee unmanageable debt collections and ensure expenses remain within established budgets.
• Demonstrate sound decision-making aligned with company values and policies; model professionalism and ensure a safe, healthy environment for customers and employees.
• Comply with all applicable policies, rules, and regulations, including safety, health, labor, and employment standards.
• 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 %

Requirements

• High school diploma and 2+ years’ experience leading a sales team.
• In-depth understanding and mastery of basic selling skills (preparing for sales calls, managing customer meetings, handling resistance, closing sales, and account maintenance).
• Strong knowledge of NAPA operations and systems or ability to learn quickly.
• Excellent results-oriented management skills, multitasking, time management, and team leadership abilities.
• Demonstrated interpersonal and leadership skills, including superior customer service, adaptability under pressure, and sound judgment in ambiguous situations.
• Strong analytical and critical thinking skills; adaptability to changing business priorities.
• Excellent verbal and written communication skills; ability to synthesize detailed information into actionable recommendations.
• Initiative-taking, deliverable-focused, and able to prioritize and resolve multiple issues simultaneously.
• High-level ethical behavior in exercising judgment and discretion.
• Capability to drive change, execute strategy, and achieve business results.
• Collaborative mindset with the ability to build trust in a complex organization.
• Ability to inspire a shared vision, empower, and motivate teams, including remote leadership.
• Willingness to work flexible hours within the territory or region to address customer needs and support sales growth.

Skills

• Sales Acumen: Ability to understand and apply sales principles, techniques, and processes effectively.
• Communication and Customer Focus: Ability to identify, understand, and meet customer needs to build strong, long-lasting relationships; influence others through clear, persuasive communication.
• Resilience and Adaptability: Ability to recover from setbacks, maintain motivation, and adapt to changing circumstances in a fast-paced environment.
• Results Orientation & Financial Acumen: Drive to meet or exceed sales targets with a focus on measurable outcomes; understanding of structuring deals to meet sales and profit objectives.
• Product Knowledge: Deep understanding of product specifications, features, benefits, and brand differentiators.
• Technology Proficiency: Comfort 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 a relevant discipline.
• Willingness to relocate within the division.
• Leadership: Embodies values such as serve, perform, influence, respect, innovate, and team.
• Effectively communicates by motivating and inspiring others through proactive, clear communication.
• Delivers results and drives customer success by committing to outcomes and centering decisions on the customer.
• Makes balanced decisions and thinks strategically as a forward thinker.
• Develops high-performing teams through inclusive leadership, talent development, ongoing feedback, and trust-building.

Physical Demands / Working Environment

• Work conducted in office, retail stores, and customer site environments.
• Frequent standing/walking in unairconditioned facilities and retail stores.
• Exposure to vibrations, dust, and moderate to low noise levels.
• Ability to lift up to twenty-five pounds occasionally.
• Specific vision abilities required: close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
• Regular use of hands and fingers to handle or feel objects; tasks may include pushing, reaching, climbing, and stooping.
• Local and air travel up to 50% - 75% of the time to perform duties.

Pay

Competitive starting salary 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.