Market Sales Manager

NAPA Auto Parts; Houston (TX); On-site; USD 70,000 - 90,000; Full time

Job summary

A leading company in the automotive parts industry is seeking a Market Sales Manager to lead teams and drive sales growth in both retail and wholesale segments. This role involves managing Territory Sales Managers and Business Development Managers to enhance market share. Responsibilities include executing sales strategies, developing customer relationships, and ensuring team accountability for results. The ideal candidate will have a strong sales background, excellent communication skills, and the ability to motivate teams.

Qualifications

• 2-5 years of direct sales experience required.
• Proficient with CRM software and MS Office Suite.
• Ability to build and lead high-performing teams.

Responsibilities

• Manages TSM and BDM teams for ISO execution.
• Identifies and cultivates new customers.
• Conducts sales presentations to individuals and groups.

Skills

Sales-driven

Customer-focused

Analytical

Problem-solving

Communication

Organizational

Education

High School Diploma

Bachelor’s Degree

Tools

CRM Software

MS Office Suite

Job description

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Job Summary

The Market Sales Manager leads assigned Territory Sales Managers (TSMs) and Business Development Managers (BDMs) to provide Independent Store Owners (ISOs) and Company Owned Stores (COSs) with sales resources to grow market share in both retail and wholesale business segments. This role champions TSM and BDM teams to deliver ISO market leading inventory readiness, training, and competitive pricing strategies. The Regional Sales Manager will empower the TSM and BDM to drive sales. The RSM will hold the TSM and BDM accountable for great results in the market they service. The RSM will directly partner with ISO and COS to grow market share and provide partnership on new distribution opportunities.

Responsibilities

1. Manages TSM and BDM teams on the Independent Store Owners (ISO) execution of HQ Retail and Wholesale strategies and initiatives.
2. Supports COS commercial sales initiatives.
3. Identifies and cultivates new customers: New Store Owners, IBS, Retail, and Wholesale.
4. Ensures TSM and BDM teams are actively engaged and completing necessary trainings.
5. Evaluates TSMs/BDMs on their ability to deliver the NAPA Commercial Value Proposition.
6. Leverages CRM to maximize TSM/BDMs productivity and presentations.
7. Establishes solid relationships with ISOs and large wholesale customers.
8. Performs effective and efficient territory management including pre-planning of weekly travel and mandated ISO visit notifications.
9. Conducts sales presentations to individuals and groups.
10. Builds DC sales department bench strength through coaching and mentorship.
11. Partners with HR on hiring, talent development, employee engagement, and training.
12. Reviews and understands DC/COS/ISO financial and operational information.
13. Cultivates a culture where NAPA is the preferred employer in markets served.
14. Leads monthly group sales meetings.
15. Leads weekly one-on-one sales meetings.

Key Performance Indicators

1. Sales quota attainment.
2. Gross margin/profit expansion and quota attainment.
3. Execution of ISO/COS store sales programs and initiatives, e.g., Boiler Room sales, Spring & Fall filter sales, Auto Care sign-up incentives.
4. BDMs to make an average of eight presentations a day.
5. Growth in new distribution channels: IBS, Major Accounts, new ISO stores.
6. ISO inventory and store readiness.
7. AutoCare Center sales and membership growth.
8. Major account sales growth.
9. Fleet and government sales growth.
10. IBS growth.

Qualifications

1. HS diploma or equivalent required.
2. 2-5 years of direct sales experience.
3. Proficient with CRM software and MS Office Suite.
4. Strong knowledge of NAPA operations and systems or ability to learn.
5. Proven ability to grow customer base and meet/exceed sales and profit quotas.
6. Ability to build and lead high-performing teams.
7. Sales-driven and customer-focused.
8. Strong customer service orientation.
9. Excellent analytical and problem-solving skills.
10. Ability to multi-task, prioritize, and manage initiatives effectively.
11. Highly organized with strong follow-through.
12. Effective written and verbal communication skills.
13. Sense of urgency.
14. Willingness and ability to relocate.
15. Unquestioned integrity, judgment, and values.

Preferred Qualifications

1. Bachelor’s degree preferred.

Leadership

1. Embodies values: serve, perform, influence, respect, innovate, team.
2. Motivates and inspires others through clear, proactive communication.
3. Delivers results and drives customer success focusing on outcomes.
4. Think strategically and make balanced decisions.
5. Develops high-performing teams through inclusive leadership, talent development, ongoing feedback, and trust building.

Physical Demands / Working Environment

1. Ability to operate a company vehicle safely over extended periods and in all weather conditions.
2. Regularly stand, walk, use hands, reach, climb, balance, stoop, kneel, crouch, crawl, talk, and hear.
3. Frequently lift/move up to 60 pounds.
4. Vision abilities required include close, distance, peripheral, depth perception, and focus adjustment.
5. Attend events after hours/weekends as needed.
6. Travel up to 50% as required.

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