The Senior Commercial Manager at NAPA plays a critical role in driving profitable growth by developing and managing pricing strategies for our commercial customers, including our largest key accounts within the automotive aftermarket industry. They will lead the centralization and simplification of pricing discount matrices for NAPA Auto Parts’ commercial business. The Senior Manager will provide leadership and mentorship to a growing team of analysts and ensure thorough documentation of pricing processes. This role requires close partnership with sales, category management, finance, and supply chain teams to deliver competitive, customer-centric pricing solutions that support NAPA’s leadership in quality auto parts and services. You will leverage market insights, customer data, and cost analysis to optimize pricing programs for commercial customers, government accounts, national retailers, and commercial fleets.
Key Responsibilities:
- Develop and execute comprehensive pricing strategies for NAPA’s commercial accounts to maximize revenue, margin, and market share in alignment with company objectives.
- Collaborate closely with key account managers and sales leadership to support pricing negotiations, contract renewals, and promotional initiatives tailored to large automotive aftermarket customers.
- Develop, support, and implement strategic initiatives that drive profitability across NAPA’s book of commercial business.
- Lead, mentor, and develop a team of analysts (initially two, with potential expansion), fostering a culture of accountability, continuous learning, and data-driven decision-making.
- Analyze market conditions, competitive pricing, customer buying patterns, and product categories to identify trends and opportunities for price optimization.
- Lead pricing approval processes for major accounts ensuring compliance with NAPA’s pricing policies and financial goals.
- Partner with finance and commercial analytics to build pricing models, scenario analyses, and margin forecasts that guide decision-making.
- Support contract negotiations and strategic account planning with detailed pricing insights and margin impact assessments.
- Educate and enable sales teams through pricing tools, training, and guidelines to ensure consistent execution and adherence to approved strategies.
- Drive cross-functional initiatives focused on pricing efficiency, process improvements, and data-driven pricing governance.
- Stay informed of automotive aftermarket industry developments, competitor activity, and regulatory changes impacting pricing and profitability.
- Bachelor’s degree in Business, Finance, Economics, Marketing or a related discipline; MBA preferred.
- Minimum 5 years’ experience in pricing management or commercial roles, preferably in the automotive aftermarket, wholesale distribution, or related B2B sectors.
- Strong analytical skills with expertise in pricing modeling, competitive analysis, customer segmentation, and margin optimization.
- Effective negotiation, communication, mentorship and stakeholder management capabilities.
- Experience managing pricing for major/key accounts or strategic customers.
- Familiarity with contract pricing, rebate structures, and margin management.
- Ability to collaborate effectively across sales, finance, supply chain, and marketing teams.
- Proficiency with pricing software, financial modeling tools, and data analytics platforms (e.g., Excel, SQL, Tableau, or similar).
- Knowledge of ERP and CRM systems is advantageous.
- Passion for the automotive industry and alignment with NAPA’s values of quality, service, and integrity.
- Collaborative, fast-paced business environment supporting market leadership in automotive parts and services.
- Occasional travel to customer locations and company regional offices as needed.
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