Business Development Manager Fleet & Heavy Duty Sales

NAPA Auto Parts - Indianapolis, IN

Full-time - Mid Level

Indianapolis, IN

Motor Vehicle and Parts Dealers

About the position

The Business Development Manager, Fleet & Heavy-Duty is a pivotal role focused on developing and expanding sales for Fleet, Government, and Heavy-Duty accounts. This position is responsible for executing strategic initiatives aimed at enhancing the Fleet and Heavy-Duty business segment. The manager will engage in new Fleet Elite member enrollment, promote the Master Service Agreement program, and facilitate product training to ensure that all stakeholders are well-informed and equipped to maximize the benefits of the programs offered. In this role, the manager will be tasked with completing the registration and sign-ups of all new MSA customers for Fleet and Government. They will actively present and communicate the value of joining the NAPA Elite Fleet program to potential clients, including Commercial Fleets and Government entities. The manager will work closely with NAPA Fleet HQ to provide valuable feedback and insights that will drive program adoption and sales goals. Additionally, they will assist in managing Government bids and RFQ opportunities, ensuring timely completion and submission. The Business Development Manager will also host training meetings for local sales teams, ensuring they are well-versed in Fleet and Heavy-Duty programs. Achieving territory quotas for sales and new accounts is a critical responsibility, as is providing exceptional customer service to all NAPA Fleet and Government accounts. Regular visits to current customers will be necessary to assist in program adoption and to understand their needs better. The manager will also be responsible for ensuring that all accounts are registered correctly and that pricing profiles are accurately set up. The role requires executing sales plans and strategies to improve overall effectiveness in the territory, conducting periodic account reviews, and managing key events and trade shows. The Business Development Manager must consistently meet or exceed yearly targets and perform other duties as assigned, contributing to the overall growth and success of the company.

Responsibilities

• Completes registration and sign ups of all new MSA customers for Fleet & Government.
• Presents, communicates, and sells Fleet prospects on the value add for their business joining the NAPA Elite Fleet program.
• Calls Commercial Fleets and Governments and presents the total product offering of NAPA Light Duty and Heavy-Duty lines and programs.
• Works closely with NAPA Fleet HQ, providing feedback, ideas, and field insights to help drive program adoption, new accounts, Autotech training and sales goals.
• Works with NAPA Fleet HQ on all Government bids or RFQ opportunities for on time completion and submission.
• Works closely with the Commercial Operations Team on all registrations for Fleet and Government.
• Hosts meetings in assigned territory to provide training to local sales team on Fleet and Heavy-Duty programs and utilization.
• Achieves territory quotas on sales and new accounts, Fleet Elite, Commercial and Government Fleet.
• Assists local BDGs in meeting management, community events, and marketing to consumers and potential new members for Truck Service Centers.
• Provides top-notch customer service and communication to all NAPA Fleet and Government accounts in territory.
• Regularly visits current NAPA Fleet customers to assist in program adoption.
• Informs members of key program changes/enhancements.
• Demonstrates a thorough knowledge of the NAPA Fleet and Heavy-Duty programs and options for accounts.
• Ensures accounts assigned to all Commercial Fleet and Government accounts are registered properly in RAM in their assigned territory.
• Ensures correct pricing profiles for accounts are set correctly up in TAMS and correct category assigned.
• Ensures all MI filter registrations are complete for the accounts.
• Reviews NAPA Fleet and Heavy-Duty monthly initiatives with sales team to ensure there is a focus on the Fleet and Heavy-Duty program benefits.
• Executes weekly, monthly, and quarterly sales plans to achieve business growth opportunities consistent with the Company's growth objectives.
• Executes Fleet sales programs/strategies aimed to improve the overall effectiveness of the territory, DC, District and/or area business activities.
• Conducts periodic account reviews to keep management updated on key progress indicators.
• Attends, organizes, and manages key events and trade shows.
• Regularly logs into NAPA Connect to check on new updates.
• Consistently meets or exceeds yearly targets.
• Performs other duties as assigned.

Requirements

• 3-5 years of previous selling and account management experience.
• Solid record of success developing new business while maintaining and growing existing business.
• Valid driver's license with no DWI convictions within the past four years and not over three moving violations or two at-fault accidents in the last three years.
• Ability to travel within assigned territory, including long distances and overnight stays as required.
• Willingness to work extended hours and weekends as needed.
• Proficient with standard corporate productivity tools (Qlik, PowerBI, MS Office, CRM applications, etc.).
• Should be in current role for at least six months and GPC for one year before applying.
• Last performance review should reflect meets or exceeds expectations.
• Should NOT be on a Performance Improvement Plan and/or had a written or final warning in the last 12 months.

Nice-to-haves

• Bachelor's Degree or equivalent sales/marketing experience.
• Leadership skills that embody values such as serve, perform, influence, respect, innovate, and team.
• Effective communication skills to motivate and inspire others.
• Ability to deliver results and drive customer success by focusing on outcomes.
• Strategic thinking and balanced decision-making skills.
• Experience in developing high-performing teams through inclusive leadership.