Business Development Manager Autocare & Major Accounts

Business Development Manager, Major Accounts & Auto Care

Job Summary

The Business Development Manager, Major Accounts focuses on growing our Major Account and Auto Care sales. This role is responsible for communicating and executing strategic initiatives, program adoption, sales promotions, and program training for our Major Account and Auto Care segments.

Responsibilities

• Achieves assigned territory sales quota.
• Presents, communicates, and sells Major Accounts on the benefits of NAPA Major Account programs.
• Presents, communicates, and sells Auto Care prospects on the value of joining the Auto Care program.
• Works closely with Regional Sales Manager and Auto Care HQ team, providing feedback, ideas, and field insights to help drive program adoption and overall execution.
• Insures Major Accounts are properly set up in RAM. Regularly accesses Auto Care member site and NAPA Connect for new updates and ensures all AC members in their market have access to the site.
• Works closely with the Commercial Operations Team on all registrations for Major Account Customers.
• Reviews NAPA Auto Care Monthly initiatives with sales team to ensure focus on Auto Care program benefits.
• Hosts meetings in assigned territory to provide training to local sales team on Major Account and Auto Care program adoption and utilization.
• Provides top-notch customer service and communication to all Major Accounts and Auto Cares in assigned territory.
• Demonstrates a thorough knowledge of the Auto Care and Major Account programs and options for members.
• Executes weekly, monthly, and quarterly sales plans to achieve business growth opportunities consistent with the Company's growth objectives.
• Conducts periodic account reviews and keeps management updates on key progress indicators.
• Assists local BDG's in meeting management and marketing to consumers and potential new customers. Attends, organizes, and manages key events and trade shows.
• Consistently meets or exceeds yearly targets.
• Performs other duties as assigned.

Key Performance Indicators:

• NAPA Auto Care new member enrollment in assigned territory.
• NAPA Auto Care Gold Certified adoption in assigned territory.
• Auto Care program knowledge & adoption to members and fellow sales team in assigned territory.
• Business Development Group (BDG) participation growth.
• NAPA Auto Care co-branding growth in assigned territory.
• Drives AAA AAR/COR dual enrollments.
• NAPA Overall Sales, EBITA and CCC
• Major Account Sales out of ISO and COS
• Execute quarterly sales plans and strategic initiatives.
• Conduct QBR's with Top 10 Major Accounts within assigned territories.

Qualifications

• 3-5 years of previous selling and account management experience. Must have a solid record of success developing new business, while still being able to maintain and grow existing business.
• Must possess a valid driver's license.
• Must be able to travel within assigned territory:
  travel to account meetings, sales meetings, and other meetings; drives long distances to make multiple sales calls daily including overnight stays as required by the territory.
• Proficient with standard corporate productivity tools (Qlik, PowerBi, MS Office, CRM applications).
• Sales Acumen:
  Demonstrates the ability to understand and apply sales principles, techniques, and processes effectively.
• Communication and Customer Focus:
  Demonstrates the ability to identify, understand, and meet the needs of customers to build and maintain strong, long-lasting relationships influence others through clear and persuasive communication.
• Resilience and Adaptability:
  Demonstrates the ability to recover quickly from setbacks, maintain motivation, and adapt to changing circumstances in a fast-paced sales environment.
• Results Orientation & Financial Acumen:
  Demonstrates a strong drive to meet or exceed sales targets and objectives, with a focus on achieving measurable outcomes with an understanding of how to structure deals meet both sales and profit objectives.
• Product Knowledge:
  Deep understanding of the specifications, features, benefits, and differentiators between products and brands.
• Technology Proficiency:
  Comfortable using CRM systems, inventory management software, and other sales tools. Ability to leverage digital platforms for customer engagement.

Preferred Qualifications

• Bachelor's Degree or equivalent sales/marketing experience.

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 50% at any given time.

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