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Business Development Commercial Manager
3 months ago
Commercial Business Development Manager
Position Mission:
The Commercial Business Development Manager is expected to achieve maximum market penetration, driving market growth, increased sales and profitability for the NAPA AutoCare, Major Accounts, Fleet and in total our Commercial Customers and NAPA Store Owners for assigned sales territory. This individual will represent multiple manufacturers (Undercar, EESG, Heating & Cooling, Filtration & Heavy Duty) in selling parts and be responsible for the entire NAPA Value Proposition in a defined territory by delivering high level of customer service and training while effectively developing new business.
Position Performance Measures:
Sales out-growth in both ISO and COS with Commercial Customers Sales out-growth in both ISO and COS with Major Account and AutoCare Installer Effectively add, delete, and update Account Registrations in RAM Increase usage and adoption for all NAPA Commercial programs (AutoCare, TRACS, etc.) Average monthly Commercial Presentations Total DC Sales including store purchases and District sales to foster a one team mindsetResponsibilities:
Develops and maintains strategies to meet growth objectives Becomes proficient in the selling points, features and benefits of each product category Drives sales in all Product Categories and the entire NAPA Value Proposition for assigned accounts within territory Develops tactical plans for base protection, competitive threats, growth, and market development Develops, manages, and monitors the sales plan and reacts quickly with corrective action when sales are not meeting expectations Enhances sales/service processes to improve closing ratio and drive more sales and revenue growth from new and existing accounts Develops and broadens existing account base through use of current leads and contacts, utilizing established CRM database Provides top-notch customer service, training and communication to all high opportunity accounts in assigned territoryEstablishes relationships with key representatives from current and new account base while understanding their business environments and needs Develops trusting relationships and continuous dialogue with our accounts Addresses sales and service questions, problems and sales opportunities utilizing D.C. and manufacturer resources Develops strong ties with key customers and accounts and be proactive in understanding the trends and issues likely to impact the market in the assigned territory
Communicates customer concerns, sales opportunities, implementations, and related issues within the sales and DC management team. Recommends and coordinates implementation of solutions. Identifies, reviews with management, and gains new customers, owners and revenue opportunities for the territory and implement initiatives to achieve Provides management with regular feedback about the territory including sales forecasts, market trends, competitive analysis, partner assessments, territory opportunity, etc. Provides input into pricing and positioning Presents, communicates and sells AutoCare, Major Accounts on the NAPA Sales, Marketing and Training programs Demonstrates a thorough knowledge of all aspects of all product categories Ensures sales team and customers are kept abreast of all new communications regarding products categories and NAPA programs Coaches and provides training to business owners and their employees on the proper implementation and utilization of NAPA programs Attends, organizes, and manages key promotional events and trade showsExperience, Education, and Abilities:
College degree or equivalent experience required. Understands and demonstrates basic selling skills such as preparing for the sales call, managing the customer/sales meeting, handling customer resistance, closing the sale, and account maintenance. Prior experience in a NAPA store or other retail experience in the automotive industry 2+ years direct sales experience. Possesses a relentless competitive drive Must have the ability to execute and follow through Ability to forecast accurately the sales closures based upon realistic opportunity assessments Demonstrates professionalism, good judgment and a strong work ethic. Strong listening, influencing and negotiating skills – Must have the "WOW" factor Experience developing and presenting clear and concise sales briefings/meetings. Experience with conducting training – face to face, web, tablet, etc. Possesses problem solving and decision-making skills Must display considerable independence, creativity, and originality of thought Ability to interact cross-functionally and to act in a multi-cultural environment Ability to use organizational and planning skills, time management, and meet deadlines. Demonstrated ability to take initiative and action when appropriate Must be familiar with Microsoft Office (Excel, Word, PowerPoint, Outlook, Teams –Ability to utilize technology provided to conduct business in an efficient manner Participates and completes all required training and certifications to stay current Geographically located within the assigned territoryWorking Conditions and Physical Demands
(The physical demands described here are representative of those that must be met to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)
Ability to safely and effectively operate a company vehicle 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