Reporting to the EVP of Sales and Store Operations, the DVP will play a pivotal role in driving the strategic and operational success of the sales and store operations in their division. This role will implement NAPA’s North American sales and operations strategy by focusing on operational excellence, customer success and sales and operations workforce effectiveness. The DVP will lead a team responsible for creating and executing selling strategies, developing annual sales budgets and revenue goals, partnering with operations teams to ensure a customer-centric focus across all deliverables and relationship focused buying and selling.
Responsibilities
Lead the development and implementation of division-wide strategy, processes, and communication tools to create a seamless sales organization and ensure operational excellence to enhance the customer experience.
Serve as a strong and trusted partner with leaders across the Finance, DC Operations, Product, Supply Chain, Inventory, Customer Experience and People functions.
Build an integrated sales and store operational organization through the implementation of an effective organizational structure, recruiting, training, competitive compensation programs and performance metrics.
Drive revenue growth, market share and profitability through expectation and target setting, data analysis and making directional changes as necessary.
Develop and drive sales strategies to integrate new and grow existing product lines within the marketplace.
Stay at the forefront of the industry with a clear understanding of the customers' key decision drivers, financial requirements, compliance regulations, and technology gaps to enhance their overall market competitiveness and market position.
Assist with the execution of the company’s marketing and sales strategy.
Develop sales programs in partnership with EVP, Sales and Store Operations that will increase the customer awareness and use of company products and services.
Oversee the implementation of the national sales training program, working closely with the Learning and Development team.
Manage the effectiveness of the sales organization through appropriate management of all field sales leadership.
Lead field sales management team to build and develop a learning culture that optimizes individual and team talent by preparing and developing managers to execute business strategies as well as personnel growth strategies.
Meet the challenges of a changing business environment, regulatory compliance and create a competitive advantage for the company.
Responsible for implementing national strategic focused sales event(s) and other related sales meetings.
Define and manage monthly and annual sales objectives.
Develop and maintain relationships with key customers.
Manage the sales budget, including oversight of regional and area budgets.
Qualifications
Bachelor's degree in business, marketing or a related field.
Minimum of 10 years of experience in progressive sales or operational leadership roles, with at least 7 years in a leadership role.
Strong understanding of the automotive aftermarket industry and market trends.
Proven track record of driving revenue growth and expanding customer base.
Excellent communication, negotiation, and interpersonal skills.
Strong analytical and strategic thinking skills.
Strong working knowledge of competitive products and the industry or market.
In-depth knowledge of selling strategies and techniques.
Experience developing and executing tactical sales plans including quotas, territory alignment and targeting objectives.
Preferred Qualifications
Experience in an automotive independent owner model preferred.
Master’s degree in business, marketing or a related field preferred.
2 years’ experience in a senior leadership role preferred.
Leadership Skills
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
Must be able to work in a corporate office setting.
Must be comfortable in a retail/store setting.
Must be comfortable and aware of safety standards in a warehouse setting.
Domestic travel estimated 60% of the time.
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