Business Development Manager Paint Body & Equipment

Job Summary

The Paint, Body, and Equipment Business Development Manager will drive new customer relationships, maintain existing accounts, and assist our mixing stores with product expertise and support. This person will come from a strong technical background in auto refinish, have prior outside sales experience, and understand how to sell the full PB&E solution both over the counter and directly to end users.

Financial Metrics

• PBE POS Sales Out
• PBE POS gross profit (GP)
• Paint Store Quota
• Mixing Accounts > $3k/month

Operational

• Assists category team with implementation of clear product strategy, minimizing duplication.
• Assists mixing stores with ongoing training & support to drive efficiency & consistency. 

Customer

• Creates and maintains relationships with all potential collision & industrial customers in-store and in the field.
• Sells the full NAPA solution and becomes a true partner with the shop/end-user.

Responsibilities

• Develops and maintains relationships with new and existing commercial & wholesale customers both in-store and in the field.
• Conducts regular sales calls and visits to body shops, dealerships, and industrial customers.
• Provides expert product knowledge and recommendations on NAPA’s PB&E products and services.
• Identifies customer needs across multiple sales channels and presents the full NAPA solution to increase category sales and improve customer satisfaction.
• Assists mixing stores by providing product knowledge, support, and training to existing store staff to improve walk-in service model.
• Monitors market trends and local competitor activities to identify new business opportunities in tandem with local supplier reps and existing NAPA personnel.
• Crafts and adheres to a strict business development plan in partnership with local supplier representatives.
• Initiates market-specific trainings, promotions, and product demonstrations with local supplier reps and the category team.
• Understands market sales & profit targets and presents up on forecasts and market analysis in monthly business review meetings.

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.
• Strong demonstrated knowledge in PB&E category.
• Must 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; drives long distances to make multiple sales calls daily including overnight stays as required by the territory.
• Ability to train and assist others.
• 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, etc.).
• 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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