District Manager, Sales

Overview

Job Summary The role of the District Manager, Sales is to drive sales through the Sales Pro team to grow commercial sales and overall NAPA Commercial Value Proposition. The leader is responsible for ensuring the Sales Pro team understands and sells NAPA programs to all assigned customers. Communicates monthly wholesale strategies and tactics to the Sales Pros, assigns goals and holds the sellers accountable.

This role is responsible for building high performing teams and ensuring NAPA's vision, values, and culture exceed expectations for employees, customers, and key stakeholders to drive NAPA’s profitability.

• Lead and motivate the Sales Pro team to achieve and exceed sales quota 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 Auto Tech 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 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 store level.
• Track sales metrics and KPIs, preparing 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 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 the delivery of strategic objectives within budget. Collaborate with others to produce accurate and achievable sales projections for the district.
• Responsible for recruitment and selection of sales team members while ensuring appropriate support for stores in the assigned territory. Key role in succession planning.
• Motivate high performing sales teams to achieve sales quota 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 unmanageable debt collections and ensure expenses remain within established budgets.
• Build and maintain relationships with store teams, customers, and executive leadership through collaboration and influence to achieve success through others.
• Demonstrate sound decision-making ensuring adherence to company values and policies; model high levels of professionalism for self and teams.
• Ensure the 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.

• Sales Quota attainment.
• Gross Margin/Profit Expansion and Quota attainment.
• Execution of company sales programs and initiatives.
• Sales Team averages ten presentations a day.
• Auto Care Center Sales and membership growth.
• Major Account Sales Growth.
• Fleet and Government Sales Growth.
• IBS Growth.
• Bad Debt %.

• 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 adaptability to changing business priorities.
• Excellent verbal and written communication skills, with the ability to synthesize detailed information into succinct and actionable recommendations.
• Initiative-taking, deliverable-focused, strong work ethic, able to prioritize and resolve multiple issues…