Business Development Manager, Fleet & Heavy Duty
Job Summary
The Business Development Manager, Fleet & Heavy-Duty develops and expands sales for Fleet/ Government & Heavy-Duty accounts. The Business Development Manager is 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.
Responsibilities
- 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 and their 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 ensure there is a 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 assigned.
Qualifications
- 3-5 years of previous selling and account management experience. Must have a solid record of success developing new business, while still being able to maintain and grow 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: Demonstrates the ability to understand and apply sales principles, techniques, and processes effectively.
- Communication and Customer Focus: Demonstrates the ability to identify, understand, and meet the needs of customers to build and maintain strong, long-lasting relationships influence others through clear and persuasive communication.
- Resilience and Adaptability: Demonstrates the ability to recover quickly from setbacks, maintain motivation, and adapt to changing circumstances in a fast-paced sales environment.
- Results Orientation & Financial Acumen: Demonstrates a strong drive to meet or exceed sales targets and objectives, with a focus on achieving measurable outcomes with an understanding of how to structure deals meet both sales and profit objectives.
- Product Knowledge: Deep understanding of the specifications, features, benefits, and differentiators between products and brands.
- Technology Proficiency: Comfortable using CRM systems, inventory management software, and other sales tools. Ability to leverage digital platforms for customer engagement.
Preferred Qualifications
- Bachelor’s Degree or equivalent sales/marketing experience.
Leadership
- Embodies the following values: serve, perform, influence, respect, innovate, team.
- Effectively communicates by motivating and inspiring others through clear and proactive communication.
- Delivers results and drives customer success by committing and focusing on outcomes to deliver results and making the customer the center of decisions.
- Makes balanced decisions and thinks strategically by being a forward thinker.
- Develops high-performing teams by providing inclusive leadership, attracting, and developing world-class talent, providing ongoing feedback, and building trust across the organization.
Physical Demands / Working Environment
- Ability to operate a company vehicle safely and effectively for extended periods of time throughout cities, job sites, major highways, and interstates (including tunnels and bridges) and in all weather conditions.
- Regularly required to stand, walk, use of hands, reach with hands and arms, climb or balance and stoop, kneel, crouch or crawl, and talk or hear.
- Frequently lift and/or move up to 60 pounds.
- Specific vision abilities include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.
- Ability to frequently attend events after hours and/or on weekends.
- Travel requirements upwards of 50% at any given time.
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