Business Development Manager Fleet​/Heavy Duty Sales

Overview

Business Development Manager, Fleet & Heavy-Duty develops and expands sales for Fleet/Government & Heavy-Duty accounts. Responsible for communicating and executing Fleet/Government & Heavy-Duty strategic initiatives, new Fleet Elite member enrollment, Master Service Agreement program adoption, sales promotions, and product training.

• Completes registration and sign ups of all new MSA customers for Fleet & Government.
• Presents, communicates, and sells Fleet prospects on the value add for their business joining the NAPA Elite Fleet program.
• Calls Commercial Fleets and Governments and presents the total product offering of NAPA Light Duty and Heavy-Duty lines and programs.
• Works closely with NAPA Fleet HQ, providing feedback, ideas, and field insights to help drive program adoption, new accounts, Autotech training and sales goals.
• Works with NAPA Fleet HQ on all Government bids or RFQ opportunities for on time completion and submission.
• Works closely with the Commercial Operations Team on all registrations for Fleet and Government.
• Hosts meetings in assigned territory to provide training to local sales team on Fleet and Heavy-Duty programs and utilization.
• Achieves territory quotas on sales and new accounts, Fleet Elite, Commercial and Government Fleet.
• Assists local BDGs in meeting management, community events, and marketing to consumers and potential new members for Truck Service Centers.
• Provides top-notch customer service and communication to all NAPA Fleet and Government accounts in territory.
• Regularly visits current NAPA Fleet customers to assist in program adoption.
• Includes understanding NAPA Fleet customer needs, and effectively presenting programs and product offerings to address needs, building value in the program.
• Informs members of key program changes/enhancements.
• Demonstrates a thorough knowledge of the NAPA Fleet and Heavy-Duty programs and options for accounts.
• Ensures accounts assigned to all Commercial Fleet and Government accounts are registered properly in RAM in their assigned territory.
• Ensures correct pricing profiles for accounts are set correctly up in TAMS and correct category assigned.
• Ensures all MI filter registrations are complete for the accounts.
• Reviews NAPA Fleet and Heavy-Duty monthly initiatives with sales team to focus on the Fleet and Heavy-Duty program benefits.
• Executes weekly, monthly, and quarterly sales plans to achieve business growth opportunities consistent with the Company’s growth objectives.
• Executes Fleet sales programs/strategies aimed to improve the overall effectiveness of the territory, DC, District and/or area business activities.
• Conducts periodic account reviews to keep management updated on key progress indicators.
• Attends, organizes, and manages key events and trade shows.
• Regularly logs into NAPA Connect to check on new updates.
• Consistently meets or exceeds yearly targets.
• Performs other duties as assigned.

• 3-5 years of previous selling and account management experience. Solid track record of developing new business while growing existing business.
• Must possess a valid driver's license.
• Must be able to travel within assigned territory; travel to account meetings, sales meetings, and other meetings; drives long distances to make multiple sales calls daily including overnight stays as required by the territory.
• 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 and maintain relationships; influence others through clear communication.
• Resilience and Adaptability: ability to recover quickly from setbacks and adapt in a fast-paced sales environment.
• Results Orientation & Financial Acumen: drive to meet/exceed sales targets with understanding of how to structure deals to meet sales and profit objectives.
• Product Knowledge: deep understanding of product specifications, features, benefits, and differentiators.
• Technology Proficiency: comfortable using CRM systems, inventory management software, and other sales tools.

• Bachelor’s Degree or equivalent sales/marketing experience.

• Embodies values: serve, perform, influence, respect, innovate, team.
• Effective communication and motivation to drive customer success.
• Delivers results by focusing on outcomes and placing the customer at the center of decisions.
• Strategic thinking and forward planning.
• Develops high-performing teams through inclusive leadership and ongoing feedback.

• Operate a company vehicle safely for extended periods; travel in cities, job sites, highways, and interstates in all weather.
• Regularly stand, walk, use hands, reach, climb, balance, stoop, kneel, crouch, crawl, and talk/listen.
• Frequently lift and/or move up to 60 pounds.
• Vision abilities: close, distance, peripheral, depth perception, and focus adjustment.
• Ability to attend events after hours and/or weekends.
• Travel…