What are the responsibilities and job description for the Business Development Manager Autocare and Major Accounts position at USA GPC Genuine Parts Company?
Business Development Manager: Auto Care / Major Accounts
Position Mission:
NAPA Auto Parts is seeking a Business Development Manager (BDM) focused on growing our NAPA Auto Care and Major Account sales. The Major Account BDM will be responsible for communicating and executing strategic initiatives, program adoption, sales promotions, and program training for our NAPA Auto Care and Major Account segments.
Key Performance Metrics:
- NAPA Auto Care new member enrollment in assigned territory.
- NAPA Auto Care Gold Certified adoption in assigned territory.
- Auto Care program knowledge & adoption to members and fellow sales team in assigned territory.
- Business Development Group (BDG) participation growth.
- NAPA Auto Care co-branding growth in assigned territory.
- Drives AAA AAR/COR dual enrollments.
- NAPA Overall Sales, EBITA and CCC
- Major Account Sales out of ISO and COS
- Execute quarterly sales plans and strategic initiatives
- Conduct QBR’s with Top 10 Major Accounts within assigned territories
Responsibilities:
- Achieve assigned territory sales quota
- Present, communicate, and sell Auto Care prospects on the value add for their business to joining the NAPA Auto Care program.
- Work closely with NAPA Auto Care HQ, providing feedback, ideas, and field insights to help drive program adoption, new membership, AAA dual enrollments, Autotech training and sales goals.
- Host meetings in assigned territory to provide training to local sales team on Auto Care program adoption and utilization.
- Achieve territory quota on sales, new members, and co-branded projects.
- Assist local BDGs in meeting management, community events, and marketing to consumers and potential new members.
- Provide top-notch customer service and communication to all NAPA Auto Care centers in your territory.
Regularly visit current NAPA Auto Care members to assist in program adoption.
- Includes understanding NAPA Auto Care customer and their needs, and effectively presenting programs to address needs, building value in the program.
Informing members of key program changes/enhancements
- Demonstrates a thorough knowledge of the NAPA Auto Care program and options for members.
- Review NAPA Auto Care monthly initiatives with sales team to ensure there is a focus on the Auto Care program benefits.
- Execute weekly, monthly, and quarterly sales plans to achieve business growth opportunities consistent with the Company’s growth objectives.
Execute Auto Care sales programs/strategies aimed to improve the overall effectiveness of the territory, DC, District and/or area business activities.
Conduct periodic account reviews to keep management updated on key progress indicators.
- Attend, organize, and manage key events and trade shows.
Includes regular Auto Care meetings and NAPA Autotech market training – may include inviting Auto Care vendor partners to attend.
- Regularly logs into the Auto Care member site and NAPA Connect to check on new updates.
Ensures all members in their market have access to the member site.
- Present, communicate, and sell Major Accounts the benefits of NAPA Major Account programs.
- Work closely with Regional Sales Manager, providing feedback, ideas, and field insights to help drive program adoption and overall execution
- Insure Major Accounts are properly set up in RAM
- Work closely with the Commercial Operations Team on all registrations for Major Account Customers
- Host meetings in assigned territory to provide training to local sales team on Major program adoption and utilization.
- Provide top-notch customer service and communication to all Major Accounts in your territory.
- Demonstrates a thorough knowledge of the Major Account programs and options for members.
- Execute weekly, monthly, and quarterly sales plans to achieve business growth opportunities consistent with the Company’s growth objectives.
- Attend, organize, and manage key events and trade shows.
- Consistently meet or exceed yearly targets.
- Other duties assigned.
Experience, Education, and Abilities
- 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.
- Bachelor’s Degree or equivalent sales/marketing experience.
- Possess a valid driver's license with no DWI convictions within the past four years and not have over three moving violations or two at-fault accidents in the last three years.
- Must be able to travel within assigned territory: travel to account meetings, sales meetings, and other meetings; drive long distances to make multiple sales calls on a daily basis including overnight stays as required by the territory.
- Must be willing and able to work extended hours and weekends as needed.
- Proficient with standard corporate productivity tools (Qlik, PowerBi, MS Office, CRM applications).
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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.
