District Sales Manager

Genuine Parts Company•Kansas City, MO

About The Position

The District Sales Manager drives commercial sales and the NAPA Commercial Value Proposition through the Sales Pro team. 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. It builds high-performing teams and supports NAPA’s vision, values, and culture to advance employee and customer experience and profitability. The manager leads sales execution across assigned accounts and district locations, including NAPA promotions and programs, Auto Care, major accounts, fleet and government sales, customer connectivity tools, AutoTech training, and identifying IBS prospects. The role analyzes sales and market performance, develops forecasts and business cases with operations leadership, monitors KPIs, and supports margin expansion and pricing maintenance. It also oversees account prospecting and registration, recruitment and succession planning, coaching and development, sales meetings and required training, store efficiency and service strategies, debt collections, and expense control. The position uses NAPA CRM tools to manage leads, customer interactions, and sales calls while maintaining safe, compliant, and professional operations. Work takes place in offices, retail stores, and customer sites. Local and air travel may account for 50%–75% of the time. The role includes frequent standing and walking in unairconditioned facilities and retail stores, and exposure to vibration, dust, and moderate-to-low noise levels.

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, and account maintenance.
Strong knowledge of NAPA operations and systems, or ability to learn them.
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 good 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 succinct, 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.
Ability to drive change, transformation, and strategy execution to achieve business results.
Collaborative mindset and ability to build trust in a complex organization.
Ability to inspire a shared vision, 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.
Ability to lift 25 pounds at times.
Vision abilities required include close, distance, color, peripheral, depth perception, and focus adjustment.
Ability to use hands and fingers regularly and handle or feel objects; ability to push, reach, climb, and stoop.

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 assigned-account sales quotas through effective presentations and NAPA programs, promotions, and initiatives.
Promote NAPA Auto Care programs, major account, fleet and government sales, and customer connectivity tools such as NAPA PROLink and TRACS.
Lead NAPA AutoTech training classes and identify IBS prospects.
Ensure HQ-directed sales programs and initiatives are executed effectively.
Develop and implement sales strategies to achieve revenue targets and market-share growth across locations.
Analyze market trends and identify opportunities for gross-margin expansion and ongoing 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 of underperforming accounts; ensure assigned accounts are registered in RAM.
Build and maintain relationships with store teams, customers, and executive leadership through communication, collaboration, and influence.
Evaluate regional and district store 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 and develop the sales team through feedback, district sales meetings, continual learning, and completion of required company training.
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 sound decision-making, professionalism, company values, and policy compliance.
Ensure a safe and healthy environment and comply with applicable safety, health, labor, and employment requirements.
Use NAPA CRM tools to monitor leads, log customer interactions, and schedule sales calls.