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Territory Sales Manager Inside Sales
3 months ago
Job Summary
The Territory Sales Manager achieves maximum market penetration, market growth, and increases sales and profitability by creating a superior customer experience for the NAPA independent Store Owners. This role manages NAPA program implementations to enable the storeowners and their installer customers to increase their market share, profitability and return on investment. The role ensures that independent stores are ready to successfully compete in their market, with specific emphasis on inventory readiness.
Responsibilities
•Achieves territory sales quotas.
•Contributes to the achievement of overall Market Sales Quotas.
•Presents, communicates, and sells storeowners on the NAPA Sales, Merchandising, Marketing, and Training programs.
•Addresses sales and service questions, fixes any issues, and creates sales opportunities utilizing readily available tools.
•Promotes outside sales resources, CSR and/or CSA in conjunction with the Wholesale Manager.
•Facilitates special sales events like Filter, T&E and QTRLY HQ "Big Events."
•Works with store owners to establish monthly sales quotas.
•Collaborates with Sales Manager and Commercial Sales Manager(s) to create and execute annual sales plan: Retail/Wholesale.
•Ensures the proper use of the NAPA branding standards.
•Makes recommendations on Store Product Strategies, Increasing Min/Max counts, Hub & Spoke, etc.
•Ensures ISO accepts PULSE recommended stocking inventory pulls and orders.
•Promotes the use of ISO Analytics, supports HQ price profiles and pricing standards.
•Assists the store with ensuring proper commercial account registrations in the appropriate tools related to rebates and pricing.
•Leads store set up, training and updates to Store Console tools.
•Maintains and promotes competitive store hours in markets.
•Communicates and assists in execution of warranty policies, for example: CILOW.
•Ensures usage of the Sales Training Program - Product and Program Training.
•Guides the store through classification and ensures they are prepared from inception to completion each quarter.
•Supports use of NAPA Delivery Tracker tools.
•Assists storeowner and employees in fully utilizing NAPA Technology systems (i.e., NAPA Xpress, TAMS, PPSE. Storefront, SafePay, BOPIS and NDT).
•Reviews operating reports from TAMS (Asset protection, returns, pricing, etc.)
•Provides high level review of store financials.
Qualifications
•2+ years' experience in a customer focused role.
•High School Diploma or equivalent required.
•Understands and demonstrates basic selling skills such as preparing for sales call, managing customer/sales meetings, handling customer resistance, closing the sale, and account maintenance.
•Demonstrates professionalism, good judgment, and a strong work ethic.
•Ability to communicate, present, and influence.
•Possesses problem solving and decision-making skills.
•Demonstrates organizational and planning skills, practice time management, meet deadlines and display a sense of urgency.
•Proficient with standard corporate productivity tools.
Preferred Qualifications
•College degree or equivalent sales experience or successful NAPA experience preferred.
•Prior experience in a NAPA store or other retail experience in the automotive industry.
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 10% at any given time.
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