Sr. Sales Manager – NAPA North America – GPC Global

About Us

PHINIA is an independent, market-leading, premium solutions and components provider with over 100 years of manufacturing expertise and industry relationships. Our strong brand portfolio includes DELPHI®, DELCO REMY®, and HARTRIDGE™. With over 12,500 employees across 43 locations in 20 countries, PHINIA is headquartered in Auburn Hills, Michigan, USA.

We provide fuel systems, electrical systems, and aftermarket products and solutions of the highest quality—developed and manufactured responsibly—to enhance efficiency and reduce the environmental impact of vehicles, industrial machinery, and other applications. Our culture promotes inclusivity, collaboration, and accountability, with a commitment to sustainability and ethical standards.

About the Role

Reporting to the Director of Sales, Marketing, and Training, North America, the Sr. Sales Manager – NAPA North America/GPC Global will focus on building and managing the long-term relationship with one of PHINIA’s largest automotive aftermarket clients, driving revenue growth, and ensuring the delivery of high-quality solutions. This role requires strong experience in the aftermarket industry, with a proven track record in managing complex accounts, driving sales strategies, and developing customer partnerships.

Responsibilities

• Serve as the primary point of contact for the NAPA North America account (US and Canada) and coordinate GPC’s global business, fostering long-term and trusting relationships both internally and externally.
• Understand the unique needs, challenges, and goals of NAPA North America and GPC global to deliver tailored solutions that maximize satisfaction and value.
• Develop and execute strategic business plans to drive revenue growth with NAPA US and Canada while coordinating global business planning efforts with other PHINIA divisions.
• Work with other PHINIA global divisions to establish, track, and help execute goals to exceed GPC expectations.
• Identify new business opportunities at the product line level and expand share of wallet through upselling and cross-selling.
• Achieve and exceed sales targets, KPIs, and other performance metrics set by the business.
• Stay informed about industry trends, competitor activities, and new product developments within the account, both locally and globally.
• Leverage industry insights to recommend solutions that address customer needs and position PHINIA as a market leader.
• Collaborate with internal teams such as marketing, supply chain, finance, and operations to deliver seamless and timely solutions to customers.
• Provide feedback from customers to help improve products, services, and processes.
• Coordinate with logistics and distribution teams to ensure products are delivered efficiently and in line with customer expectations.
• Develop demand forecasts in collaboration with NAPA North America and coordinate with supply chain demand planning teams.
• Lead contract negotiations and manage the execution of agreements with strategic customers both locally and globally.
• Ensure customer compliance with terms and conditions while maintaining a profitable business relationship.
• Address contract issues and resolve conflicts to ensure mutual satisfaction.
• Actively monitor customer satisfaction through regular communication, surveys, and feedback loops.
• Proactively resolve any customer issues, complaints, or concerns in a timely and effective manner.
• Coordinate with internal teams for major customer events and participate in industry events and meetings, some global, to promote our presence and network with key customer and industry players.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience). MBA or advanced sales certifications are a plus.
• Minimum of 7 years in account management, sales, or business development in the automotive aftermarket.
• Proven track record of managing high-value, strategic accounts and achieving sales targets.
• Strong understanding of the aftermarket supply chain, product offerings, and industry trends.
• Excellent communication, negotiation, and presentation skills.
• Strong analytical and problem-solving abilities with a customer-centric mindset.
• Ability to work independently and as part of a team in a fast-paced, results-driven environment.
• Proficient in CRM software (e.g., Salesforce), Microsoft Office Suite, and other sales-related tools.
• Knowledge of automotive parts, accessories, and channels.
• Experience working with major retail accounts, wholesale distributors, and large aftermarket buying groups.
• Willingness to travel frequently (up to 40% of the time), occasionally at a global level, to meet with internal and external customer teams.

Benefits

We provide compensation and benefits programs designed to attract, motivate, reward, and retain a globally diverse workforce. Our programs are informed by market data and business needs, ensuring equitable and competitive compensation.

• Quality and competitive benefit programs, including health and well-being resources, family-centric policies, and an agile workplace program.
• Formal development opportunities at all levels and stages of employee careers, delivered in a variety of formats to support skill development.

PHINIA is committed to safety, inclusivity, and sustainability, fostering a culture of accountability and collaboration.