What are the responsibilities and job description for the Territory Sales Manager position at Genuine Parts Company?
Job Summary
The Territory Sales Manager achieves maximum market penetration, market growth, and increases sales and profitability by creating a superior customer experience for the NAPA independent Store Owners. This role manages NAPA program implementations to enable the store owners and their installer customers to increase their market share, profitability and return on investment. The role ensures that independent stores are ready to successfully compete in their market, with specific emphasis on inventory readiness.
Responsibilities
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.
The Territory Sales Manager achieves maximum market penetration, market growth, and increases sales and profitability by creating a superior customer experience for the NAPA independent Store Owners. This role manages NAPA program implementations to enable the store owners and their installer customers to increase their market share, profitability and return on investment. The role ensures that independent stores are ready to successfully compete in their market, with specific emphasis on inventory readiness.
Responsibilities
- Achieves territory sales quotas by assessing client needs and following defined selling process to contribute to the achievement of overall Market Sales Quotas.
- Possess in-depth product knowledge to present, communicate, and sell store owners on the NAPA Sales, Merchandising, Marketing, and Training programs.
- Maintains customer relationships to ensure exceptional service, resolving issues thru problem solving and identifies new sales opportunities.
- Coordinates with other sales representatives to promote outside sales resources, CSR and/or CSA in conjunction with the Wholesale Manager to ensure quotas are being met and company standards are being upheld.
- Partners with store owners to fully utilize NAPA programs, systems (i.e., NAPA Delivery
- Tracker, NAPA Xpress, TAMS, PPSE. Storefront, SafePay, BOPIS and NDT), and brand standards including guidance to establish monthly sales quotas and store hours to be competitive in their markets.
- Makes recommendations based on market of client needs on Store Product Strategies, Increasing Min/Max counts, Hub & Spoke, etc.
- Ensures ISO accepts PULSE recommended stocking inventory pulls and orders.
- Promotes the use of ISO Analytics, supports HQ price profiles and pricing standards.
- Assists the store with ensuring proper commercial account registrations with the appropriate tools related to rebates and pricing.
- Facilitates special sales events like Filter, T&E and QTRLY HQ “Big Events.”
- Leads store set up, training and updates to Store Console tools.
- Communicates and assists in execution of warranty policies, for example: CILOW.
- Ensures usage of the Sales Training Program - Product and Program Training.
- Guides the store through classification and ensures they are prepared from inception to completion each quarter.
- Reviews operating reports from TAMS (Asset protection, returns, pricing, etc.)
- Provides high level review of store financials.
- Performs other duties as assigned.
- 2 years’ experience in a customer focused role.
- High School Diploma or equivalent required.
- 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.
- College degree or equivalent sales experience or successful NAPA experience preferred.
- Prior experience in a NAPA store or other retail experience in the automotive industry.
- 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.
- 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.
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.