Business Development Manager Commercial

$58,750 - $58,750/Yr

NAPA Auto Parts - Syracuse, NY

Full-time - Mid Level

Syracuse, NY

1,001-5,000 employees

Motor Vehicle and Parts Dealers

About the position

The Commercial Business Development Manager is a pivotal role within the NAPA AutoCare division, tasked with achieving maximum market penetration and driving growth in sales and profitability for our Commercial Customers and NAPA Store Owners in the assigned sales territory. This position requires a dynamic individual who can represent multiple manufacturers across various product categories, including Undercar, EESG, Heating & Cooling, Filtration, and Heavy Duty. The successful candidate will be responsible for delivering the entire NAPA Value Proposition, ensuring high levels of customer service and training while effectively developing new business opportunities. In this role, the manager will be expected to develop and maintain strategies that align with growth objectives, becoming proficient in the selling points, features, and benefits of each product category. The manager will drive sales across all product categories and the complete NAPA Value Proposition for assigned accounts, while also developing tactical plans to protect the base, address competitive threats, and foster market development. Monitoring the sales plan and reacting swiftly to any shortfalls will be crucial, as will enhancing sales and service processes to improve closing ratios and drive revenue growth from both new and existing accounts. The position also involves establishing and nurturing relationships with key representatives from current and new accounts, understanding their business environments and needs, and providing top-notch customer service, training, and communication. The manager will be proactive in identifying trends and issues that may impact the market, communicating customer concerns and sales opportunities within the sales and management teams, and recommending solutions. Regular feedback regarding territory performance, including sales forecasts and competitive analysis, will be essential to inform management and guide strategic decisions. Additionally, the manager will be responsible for presenting and selling NAPA's various programs, ensuring that both the sales team and customers are well-informed about new product communications and NAPA initiatives.

Responsibilities

• Develops and maintains strategies to meet growth objectives
• Becomes proficient in the selling points, features and benefits of each product category
• Drives sales in all Product Categories and the entire NAPA Value Proposition for assigned accounts within territory
• Develops tactical plans for base protection, competitive threats, growth, and market development
• Develops, manages, and monitors the sales plan and reacts quickly with corrective action when sales are not meeting expectations
• Enhances sales/service processes to improve closing ratio and drive more sales and revenue growth from new and existing accounts
• Develops and broadens existing account base through use of current leads and contacts, utilizing established CRM database
• Provides top-notch customer service, training and communication to all high opportunity accounts in assigned territory
• Establishes relationships with key representatives from current and new account base while understanding their business environments and needs
• Develops trusting relationships and continuous dialogue with our accounts
• Addresses sales and service questions, problems and sales opportunities utilizing D.C. and manufacturer resources
• Develops strong ties with key customers and accounts and be proactive in understanding the trends and issues likely to impact the market in the assigned territory
• Communicates customer concerns, sales opportunities, implementations, and related issues within the sales and DC management team
• Recommends and coordinates implementation of solutions
• Identifies, reviews with management, and gains new customers, owners and revenue opportunities for the territory and implement initiatives to achieve
• Provides management with regular feedback about the territory including sales forecasts, market trends, competitive analysis, partner assessments, territory opportunity, etc.
• Provides input into pricing and positioning
• Presents, communicates and sells AutoCare, Major Accounts on the NAPA Sales, Marketing and Training programs
• Demonstrates a thorough knowledge of all aspects of all product categories
• Ensures sales team and customers are kept abreast of all new communications regarding products categories and NAPA programs
• Coaches and provides training to business owners and their employees on the proper implementation and utilization of NAPA programs
• Attends, organizes, and manages key promotional events and trade shows

Requirements

• College degree or equivalent experience required
• Prior experience in a NAPA store or other retail experience in the automotive industry
• 2+ years direct sales experience
• Possesses a relentless competitive drive
• Ability to execute and follow through
• Ability to forecast accurately the sales closures based upon realistic opportunity assessments
• Demonstrates professionalism, good judgment and a strong work ethic
• Strong listening, influencing and negotiating skills
• Experience developing and presenting clear and concise sales briefings/meetings
• Experience with conducting training - face to face, web, tablet, etc.
• Possesses problem solving and decision-making skills
• Must display considerable independence, creativity, and originality of thought
• Ability to interact cross-functionally and to act in a multi-cultural environment
• Ability to use organizational and planning skills, time management, and meet deadlines
• Demonstrated ability to take initiative and action when appropriate
• Must be familiar with Microsoft Office (Excel, Word, PowerPoint, Outlook, Teams)

Nice-to-haves

• Experience in the automotive industry
• Familiarity with CRM software
• Ability to conduct training sessions effectively
• Experience in managing promotional events and trade shows

Benefits

• Competitive salary
• Full-time employment
• Opportunities for professional development
• Comprehensive training programs