Job Summary
The Business Development Manager, Under Hood expands the company’s Under Hood product sales to current and new customers at all distribution levels. The BDM will be responsible for communicating and executing assigned Categories strategic initiatives, sales promotions, and training.
Responsibilities
- Presents, communicates, and sells storeowners and their installer customers on NAPA category strategic initiatives, promotions, value propositions and training materials.
- Partners closely with Regional Sales Manager, TSM/TMOD teams on ISO Store Readiness/Inventory levels and assessments.
- Attain assigned daily average assigned sales presentations to commercial customers
- Provides field insights to help drive sales and strategic Category initiatives.
- Achieves territory sales quotas and provides training to store employees on the proper implementation and utilization of NAPA Under Hood programs.
- Works as an advisor and business partner role with store owners to build long-term relationships.
- Manages, organizes and leads category specific sales blitz’s in assigned territory.
- Consistently meets or exceeds monthly, quarterly, yearly financial targets.
- Provides top-notch customer service and communication to all accounts in territory.
- Demonstrates a thorough knowledge of all aspects of assigned product lines.
- Provides classroom and/or “in-field” education and training to NAPA and ISO sales teams and customers on assigned product lines.
- Executes weekly, monthly, quarterly and HQ sales plans to achieve business growth opportunities consistent with the Company’s growth objectives.
- Schedule and partner with suppliers’ sales teams to create awareness and maximize product-specific sales to installer network.
- Manage and approve DEBI rack registrations.
- Conducts periodic account reviews to keep management updated on key progress indicators.
- Attend, organize, and manage key promotional events and trade shows.
- Participate with colleagues in sharing marketing intelligence about product opportunities that will grow sales.
- Performs other duties assigned.
Key Performance Metrics:
- Combined Sales: Under Hood product category sales
- DEBI Rack sales and registration
- NAPA Auto Parts combined Sales and EBITDA
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 and meets established company driving criteria
- 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.
- Proficient with standard corporate productivity tools (email, voicemail, MS Office, internet navigation, CRM applications).
Possess the required Key Competencies:
- 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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GPC conducts its business without regard to sex, race, creed, color, religion, marital status, national origin, citizenship status, age, pregnancy, sexual orientation, gender identity or expression, genetic information, disability, military status, status as a veteran, or any other protected characteristic. GPC's policy is to recruit, hire, train, promote, assign, transfer and terminate employees based on their own ability, achievement, experience and conduct and other legitimate business reasons.