Business Development Manager, Fleet & Heavy Duty
Job Summary
The Business Development Manager, Fleet & Heavy-Duty develops and expands sales for Fleet/ Government & Heavy-Duty accounts. The Business Development Manager is responsible for communicating and executing Fleet / Government & Heavy-Duty strategic initiatives, new Fleet Elite member enrollment, Master Service Agreement program adoption, sales promotions, and product training.
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.
- Includes understanding NAPA Fleet customer and their needs, and effectively presenting programs and product offerings to address needs, building value in the program.
- 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 assigned.
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.
- 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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GPC conducts its business without regard to sex, race, creed, color, religion, marital status, national origin, citizenship status, age, pregnancy, sexual orientation, gender identity or expression, genetic information, disability, military status, status as a veteran, or any other protected characteristic. GPC's policy is to recruit, hire, train, promote, assign, transfer and terminate employees based on their own ability, achievement, experience and conduct and other legitimate business reasons.