District Sales Manager

Genuine Parts Company•Kansas City, KS

12d

About The Position

The District Sales Manager drives commercial sales through the Sales Pro team and grows NAPA’s Commercial Value Proposition. The role ensures the team understands and sells NAPA programs to assigned customers, communicates monthly wholesale strategies and tactics, sets goals, and holds sellers accountable. The manager builds high-performing teams and supports NAPA’s vision, values, and culture to advance employee and customer outcomes and profitability. The position leads sales strategy and execution across the district, develops team members through coaching and training, monitors sales performance and market opportunities, and partners with store and operations leadership to meet financial objectives. It also oversees customer relationships, account development, hiring and succession planning, budgets, collections, safety, and compliance. Work takes place in offices, retail stores, and customer sites, with local and air travel of up to 50%–75% of the time.

Requirements

High school diploma.
At least 2 years of work experience leading a sales team.
In-depth understanding and mastery of basic selling skills, including sales-call preparation, customer meetings, handling resistance, closing sales, and account maintenance.
Strong knowledge of NAPA operations and systems, or the ability to learn them.
Excellent results-oriented management, multitasking, and time-management skills; strong team leadership and work ethic.
Strong interpersonal and leadership skills, commitment to superior customer service, ability to react appropriately under pressure, and sound judgment in ambiguous situations.
Strong analytical and critical-thinking skills and adaptability to changing business priorities.
Excellent verbal and written communication skills, including the ability to turn detailed information into concise, actionable recommendations.
Initiative, focus on deliverables, ability to prioritize and resolve multiple issues, and a sense of urgency.
High ethical standards in exercising judgment and discretion in significant matters.
Ability to drive change, transformation, and strategy execution to achieve business results.
Collaborative mindset and ability to build trust and navigate a complex organization.
Ability to inspire a shared vision and empower and motivate a team, including remotely when needed.
Ability to work business hours within the territory or region to address customer needs and support sales growth.
Ability to travel locally and by air up to 50%–75% of the time.
Must be willing to relocate within the division.
Able to lift 25 pounds at times; perform tasks involving standing, walking, hand use, pushing, reaching, climbing, and stooping; and meet the stated vision requirements.
Sales acumen, customer-focused communication, resilience and adaptability, results orientation and financial acumen, product knowledge, and technology proficiency with CRM systems, inventory management software, and digital customer-engagement platforms.

Nice To Haves

Bachelor’s degree in business, operations, or a relevant discipline.

Responsibilities

Lead and motivate the Sales Pro team to meet or exceed sales quotas using NAPA promotions, programs, and initiatives, including effective customer presentations, Auto Care programs, major account, fleet and government sales, customer connectivity tools, AutoTech training, and IBS prospect identification.
Ensure headquarters-directed sales programs and initiatives are executed effectively to drive growth and profitability.
Develop and mentor the Sales Pro team to implement sales strategies that achieve revenue targets and market-share growth across locations.
Analyze market trends to identify opportunities for gross-margin expansion and ongoing pricing maintenance.
Collaborate with operations leadership on business cases for store-level investment.
Track sales metrics and KPIs, and prepare reports and presentations for senior management.
Manage prospecting for new accounts and growth plans for underperforming accounts; ensure assigned accounts are properly registered in RAM.
Build relationships and communicate effectively with store teams, customers, and executive leadership through collaboration and influence.
Evaluate sales results across regional and district stores against strategic objectives and budgets, and collaborate on accurate district sales projections.
Recruit and select sales team members, ensure stores in the territory receive appropriate support, and contribute to succession planning.
Coach and provide feedback and development to sales team members; conduct district sales meetings, encourage continual learning, and ensure completion of required company training.
Partner with store leadership on strategies and tools that improve store efficiency and service levels and achieve district financial objectives and quotas.
Oversee unmanageable debt collections and keep expenses within established budgets.
Model sound decision-making, professionalism, company values, and policy adherence.
Maintain a safe and healthy environment for customers and employees and comply with applicable safety, health, labor, and employment requirements.
Use NAPA CRM tools to monitor leads, log customer interactions, and schedule sales calls.