Wholesale Manager
Job Summary
The Wholesale Manager position is focused on coordinating/implementing wholesale marketing programs within the assigned territory for both independent and company owned NAPA stores. The Wholesale Manager will use the NAPA Programs to assist NAPA Store Owners and Managers to drive sales, improve profitability, and increase their overall market share.
Responsibilities
- Work with existing NAPA stores to foster improved communications, build upon existing customer relationships, and expand their commercial sales effort to increased levels of market penetration to achieves market sales quotas.
- Maintains customer relationships to ensure exceptional service, resolving issues thru problem solving and identifies new sales opportunities.
- Develop plans to grow the average sales per customer of Auto Care and key Major Account customers. Provide leadership for directing sales and marketing programs that will provide real growth.
- Target new markets for expanding wholesale efforts through increased outside selling, targeting of Major Account customers, and the addition of new Auto Care members.
- Administer NAPA Wholesale Rebate Program information with HQ and coordinate field training programs.
- Work with NAPA vendors and manufacturer representatives to provide strategic organization and planning for all wholesale efforts. Duties to include working with manufacturers to target and blitz specific accounts for sales improvement with their respective products.
- Uses analytics to review sales trends and progress with store salespeople, owners, managers, and Distribution Center management team.
- Redirect and support wholesale selling efforts as needed.
- Performs other duties as assigned.
Qualifications
- 2+ years’ experience in automotive aftermarket sales and management experience at both the store and service dealer level.
- High School Diploma or equivalent required.
- 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
- College degree or equivalent sales experience or successful NAPA experience preferred.
- Prior experience in a NAPA store or other retail or shop productivity experience.
- Prior Sales Program administration experience.
- Understanding of financial statements (P&L, Balance Sheet).
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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