District Sales Manager, Company Owned Stores - Hartford

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, and driving profitability for employees, customers, and key stakeholders.

Responsibilities

• Leads and motivates the Sales Pro team to achieve and exceed sales quotas for assigned accounts 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
• Ensures execution of HQ-directed sales programs and initiatives to drive growth and profitability.
• Mentors the Sales Pro team to implement effective sales strategies for revenue targets and market share growth.
• Analyzes market trends to identify opportunities for gross margin expansion and pricing maintenance.
• Collaborates with operational leadership to prepare business cases for store-level investments.
• Tracks sales metrics and KPIs, preparing reports and presentations for senior management to communicate progress and areas for improvement.
• Manages Sales Pro team prospecting of new accounts and fosters growth of underperforming accounts.
• Ensures proper registration of all assigned accounts in RAM.
• Builds and maintains relationships with store teams, customers, and executive leadership through collaboration and influence.
• Evaluates sales results of region and district stores to ensure delivery of strategic objectives within budget.
• Collaborates on accurate and achievable sales projections for the district.
• Accountable for recruitment, selection, and succession planning of sales team members while ensuring support for stores in the assigned territory.
• Motivates high-performing sales teams through coaching, feedback, and developmental opportunities.
• Conducts regular district sales meetings, encourages continual learning, and ensures completion of company-required training.
• Partners with store leadership to deploy strategies and tools for improving store efficiency and service levels to meet financial objectives.
• Oversees unmanageable debt collections and ensures expenses remain within established budgets.
• Demonstrates sound decision-making, adhering to company values and policies, and models professionalism for the team.
• Ensures a safe and healthy environment for customers and employees, complying with all applicable policies and regulations.
• Utilizes 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 of experience leading a sales team.
• In-depth understanding and mastery of basic selling skills, including preparing for sales calls, managing customer meetings, handling resistance, closing sales, and account maintenance.
• Strong knowledge of NAPA operations and systems or the ability to learn them quickly.
• Excellent results-oriented management skills, multitasking, time management, and team leadership abilities.
• Demonstrated strong interpersonal and leadership skills, including superior customer service, adaptability under pressure, and sound judgment in ambiguous situations.
• Strong analytical and critical thinking skills, with adaptability to changing business priorities.
• Excellent verbal and written communication skills, with the ability to synthesize detailed information into actionable recommendations.
• Initiative-taking, deliverable-focused, and able to prioritize and resolve multiple issues simultaneously with a sense of urgency.
• High-level ethical behavior in exercising judgment and discretion.
• Capable of driving change, transformation, and strategy execution to achieve business results.
• Collaborative mindset with the ability to build trust in a complex organization.
• Ability to inspire a shared vision, empower, and motivate a team, including remote leadership.
• Ability 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 and 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 and understanding of deal structuring for 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, including 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 the following values: serve, perform, influence, respect, innovate, and team.
• Effective communication through motivating and inspiring others with clear, proactive messaging.
• Delivery of results and customer success by committing to outcomes and centering decisions around the customer.
• Balanced decision-making and strategic thinking as a forward thinker.
• Development of high-performing teams through inclusive leadership, talent attraction, 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.
• Other physical tasks include pushing, reaching, climbing, and stooping.
• Local and air travel up to 50% - 75% of the time to perform duties.