District Sales Manager

Genuine Parts Company•Phoenix, AZ

About The Position

The District Sales Manager drives commercial sales through the Sales Pro team to grow commercial sales and strengthen the NAPA Commercial Value Proposition. This role ensures the team understands and sells NAPA programs to assigned customers, communicates monthly wholesale strategies and tactics, assigns goals, and holds sellers accountable. The manager builds high-performing teams and advances NAPA’s vision, values, and culture to support employees, customers, stakeholders, and profitability. The position leads sales strategy and execution across the district, including customer presentations, NAPA programs, account growth, sales forecasting, performance analysis, and collaboration with store and operations leadership. It also recruits and develops sales talent, supports succession planning, maintains customer and internal relationships, and promotes safe, compliant, and professional working practices.

Requirements

High school diploma.
At least 2 years of experience leading a sales team.
In-depth understanding and mastery of basic selling skills, including sales-call preparation, customer meetings, handling resistance, closing, and account maintenance.
Strong knowledge of NAPA operations and systems, or 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 respond 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 when exercising judgment and discretion.
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, empower and motivate a team, including remotely when needed.
Ability to travel locally and by air, as required by the role.
Ability to lift 25 pounds at times and perform the physical tasks described for the role.

Nice To Haves

Bachelor’s degree in business, operations, or a relevant discipline.
Willingness to relocate within the division.

Responsibilities

Lead and motivate the Sales Pro team to meet or exceed account sales quotas using NAPA promotions, programs, and initiatives.
Conduct effective customer presentations and promote NAPA Auto Care, Major Account, Fleet, Government, and customer-connectivity programs, including NAPA PROLink and TRACS.
Lead NAPA AutoTech training classes and identify IBS prospects.
Ensure HQ-directed sales programs and initiatives are executed effectively.
Develop sales strategies to achieve revenue targets and market-share growth across locations.
Analyze market trends and identify opportunities for gross-margin expansion and pricing maintenance.
Collaborate with operations leadership on store-level investment business cases.
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 and maintain relationships with store teams, customers, and executive leadership through communication, collaboration, and influence.
Evaluate regional and district store sales results against strategic objectives and budgets, and collaborate on accurate district sales projections.
Recruit and select sales team members, ensure appropriate support for stores in the territory, and contribute to succession planning.
Coach, provide feedback to, and develop sales team members; conduct regular district sales meetings and ensure required training is completed.
Partner with store leadership to improve store efficiency and service levels and achieve district financial objectives and quotas.
Oversee unmanageable debt collections and keep expenses within established budgets.
Model professionalism and sound decision-making, ensuring compliance with company values, policies, and applicable rules and regulations.
Ensure the team maintains a safe and healthy environment for customers and employees.
Use NAPA CRM tools to monitor leads, log customer interactions, and schedule sales calls.
Work business hours within the territory or region to address customer needs and support sales growth.