District Sales Manager Job Richmond area,Virginia USA,Sales

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Job Summary

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

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

Responsibilities

Leads and motivates Sales Pro team to achieve and exceed sales quotas by leveraging NAPA promotions, programs, and initiatives, including presentations, NAPA Auto Care Program, Major Account, Fleet, and Government sales, customer connectivity tools, Auto Tech training, and prospecting for IBS.

Ensures execution of HQ sales programs to drive growth and profitability.

Implements sales strategies to achieve revenue targets and market share growth.

Analyzes market trends for margin expansion and collaborates on business cases.

Tracks sales metrics, prepares reports, and communicates progress to senior management.

Manages prospecting and growth of accounts, ensuring proper registration in RAM.

Builds relationships with store teams, customers, and leadership to achieve success.

Evaluates sales results to meet strategic objectives within budget.

Recruits and supports sales team members, participates in succession planning.

Motivates sales teams through coaching, feedback, and training; conducts meetings.

Partners with store leadership to improve efficiency and service levels.

Oversees debt collection and expense management.

Ensures a safe environment and compliance with policies and regulations.

Uses CRM tools to monitor leads and schedule calls.

Key Performance Indicators

Sales quota attainment
Gross margin and profit expansion
Execution of sales programs
Number of presentations
Auto Care sales and membership growth
Major account and fleet sales growth
IBS growth
Bad debt percentage

Qualifications

High school diploma and 2+ years of sales team leadership experience
Strong sales skills and knowledge of NAPA operations or ability to learn
Results-oriented management skills, multitasking, leadership, and work ethic
Interpersonal and leadership skills, customer service focus, judgment, and adaptability
Excellent communication skills and ability to synthesize information
Proactive, deliverable-focused, and ethical
Ability to drive change and strategy execution
Collaborative, inspiring, and capable of working remotely
Willing to work within the business hours of the territory

Competencies

Sales acumen
Customer focus and communication
Resilience and adaptability
Results and financial acumen
Product knowledge
Technology proficiency

Preferred Qualifications

Bachelor’s degree in business or relevant field
Willing to relocate within the division

Leadership

Embodies company values: serve, perform, influence, respect, innovate, team
Motivates and inspires teams, delivers results, makes strategic decisions
Develops high-performing teams, provides feedback, builds trust

Physical Demands / Working Environment

Work in office, retail, and customer sites
Stand/walk frequently, lift up to 25 pounds, and perform physical tasks
Travel up to 75% of the time

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GPC is an equal opportunity employer, committed to diversity and inclusion in the workplace.

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