Job Details

• Manages TSM and BDM teams on the Independent Store Owners (ISO) execution of HQ Retail and Wholesale strategies and initiatives.
• Supports COS commercial sales initiatives.
• Identifies and cultivates new customers: New Store Owners, IBS, Retail and Wholesale.
• Ensures TSM and BDM teams are actively engaged and completing necessary trainings.
• Evaluates TSMs/BDMs on their ability to delivery of the NAPA Commercial Value Proposition.
• Leverages CRM to maximize TSM/BDMs productivity and presentations.
• Establishes solid relationships with ISOs and large wholesale customers.
• Performs effective and efficient territory management to include pre-planning of weekly travel, including mandated notification to ISO of pending visitation.
• Conducts sales presentations to individuals as well as groups.
• Builds DC sales department bench strength through coaching and mentorship.
• Partners with HR in the areas of hiring, talent development, employee engagement and training.
• Reviews and understands DC/COS/ISO financial and operating information.
• Cultivates a culture enabling NAPA to be the preferred employee in markets served.
• Lead monthly group sales meeting
• Lead weekly one-on-one sales meetings

• Sales Quota attainment.
• Gross Margin/Profit Expansion and Quota attainment.
• Execution of all ISO/COS store sales programs and initiatives, examples include Boiler Room sales, Spring & Fall filter sales and Auto Care sign up incentives.
• BDMs averages eight presentations a day.
• New Distribution - IBS, Major Accounts, New ISO stores
• ISO inventory and store readiness
• AutoCare Center Sales and membership growth.
• Major Account Sales Growth.
• Fleet and Government Sales Growth.
• IBS Growth

• HS Diploma or equivalent required.
• 2-5 years direct sales experience.
• Proficient knowledge of CRM software and MS Office Suite.
• Strong knowledge of NAPA operations and systems and/or ability to learn.
• Demonstrated ability to grow customer base to consistently meet or exceed sales and profit quotas.
• Demonstrated ability to build and lead a high-performing teams.
• Sales driven and customer focused.
• Strong focus on exceeding customer expectations.
• Strong analytical/problem solving skills.
• Ability to multi-task, prioritize and effectively project manage initiatives.
• Highly organized with exceptional follow-through.
• Effective written and verbal communication skills.
• Strong sense of urgency.
• Willing and able to relocate.
• Unquestioned values, judgment, and integrity.

• Bachelor's degree.

• 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.

• 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.

PI280049342