District Sales Manager, Company Owned Stores - Cedar Rapids

About the Role

The District Manager, Sales drives commercial sales growth through the Sales Pro team by ensuring they understand and sell NAPA programs to assigned customers. This leader communicates monthly wholesale strategies, assigns goals, and holds sellers accountable while building high-performing teams aligned with NAPA’s vision, values, and culture to drive 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 execution of HQ-directed sales programs and initiatives to drive growth and profitability.
• Mentor the Sales Pro team to implement effective sales strategies for revenue and market share growth.
• Analyze market trends to identify opportunities for gross margin expansion and pricing maintenance.
• Collaborate with operations leadership to prepare business cases for store-level investments.
• Track sales metrics and KPIs, preparing reports for senior management to communicate progress and areas for improvement.
• Manage Sales Pro team prospecting of new accounts and growth of underperformers; ensure proper registration of assigned accounts in RAM.
• Build and maintain relationships with store teams, customers, and executive leadership through collaboration and influence.
• Evaluate district sales results to ensure strategic objectives are delivered within budget; collaborate on accurate sales projections.
• Lead recruitment, selection, and succession planning for the sales team while providing store support.
• Motivate high-performing teams through coaching, feedback, and developmental opportunities; conduct regular district sales meetings and ensure completion of required training.
• Partner with store leadership to deploy strategies and tools improving efficiency and service levels to meet financial objectives.
• Oversee unmanageable debt collections and manage expenses within established budgets.
• Demonstrate sound decision-making aligned with company values and policies; model professionalism and ensure a safe environment for customers and employees.
• Comply with all applicable policies, rules, and regulations related 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 %

Requirements

• High school diploma and 2+ years’ experience leading a sales team.
• 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, multitasking, time management, and team leadership skills.
• Demonstrated interpersonal and leadership skills, including superior customer service, adaptability under pressure, and sound judgment in ambiguous situations.
• Strong analytical and critical thinking skills with the ability to adjust to changing business priorities.
• Excellent verbal and written communication; 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.
• Ability 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 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 relationships; influence others through clear 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; ability to structure deals meeting sales and profit objectives.
• Product Knowledge: Deep understanding of product specifications, features, benefits, and brand differentiators.
• 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 a relevant discipline.
• Willingness to relocate within the division.
• Leadership that embodies NAPA values: serve, perform, influence, respect, innovate, team.
• Effective communication through motivating and inspiring others.
• Commitment to delivering results and driving customer success by focusing on outcomes and centering decisions on the customer.
• Strategic thinking and balanced decision-making.
• Ability to develop high-performing teams through inclusive leadership, talent development, 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 requirements: close, distance, color, peripheral, depth perception, and ability to adjust focus.
• Regular use of hands and fingers to handle objects; tasks may include pushing, reaching, climbing, and stooping.
• Local and air travel up to 50% - 75% of the time to perform duties.