Napa Key Account Manager

Job duties include contact with other employees and access confidential and proprietary information and/or other items of value and such access may be supervised or unsupervised. The Company therefore has determined that a review of criminal history is necessary to protect the business and its operations and reputation and is necessary to protect the safety of the Companys staff employees and business relationships.

CORE RESPONSIBILITIES AND TASKS

Sales

• Make sales calls to prospective and existing NAPA jobbers NAPA DCs and end-users. Through the sales process identify the customers needs and develop solutions in order to profitably grow sales.

• Develop a regular sales call schedule to ensure that the needs and expectation of the customer is met.

• Familiarize self with all products including their application and preparation.

• Develop sales presentations and promotions to facilitate growth in existing accounts and to open new accounts.

• Assist customer in proper selection and application of product to develop expert relationships.

• Work with Key Account Managers NAPA and other relevant parties in the creation of sales presentations/promotions for customers.

• Develop a strategy to grow sales & profits to new and existing customers and strive to meet them. Also identify items or product categories that require specific attention in support of this strategy.

• Identify sources of sales leads and follow through on these leads.

• Maintain a discipline in pre-call planning daily and weekly activity to ensure time is maximized. Conduct sales calls accordingly.

• Determine where customer is in the Automotive Finishes Sales Process and what steps are necessary to move the process along.

• Obtain approval for product placement plans with appropriate people (e.g. end user NAPA jobber NAPA DC etc.)

• Assist distribution sales team in the selling of Company product lines to end-users to ensure demand for product as supplied through NAPA jobber and/or NAPA distribution center.

• Access product/technical information to support customers application requirements.

• Complete expense reports at least on a bi-weekly basis.

• Understand servicing NAPAs strengths and weaknesses and communicate effectively with staff members to ensure that commitments made are within the Companys capabilities.

• Identify potential opportunities/issues.

• Handle customer complaints within lines of authority and manage process to resolution.

• Identify ways to deepen the business relationship with your customers.

• Enlist input from Key Account Managers on strategies and opportunities in marketplace.

• Schedule periodic meetings with DC Management and Region Sales Manager and conduct these meetings in a proficient manner.

• Collect and record reliable customer/territory information and estimate individual customer potential in to the NAPA Sales Planning (NSP) on-line application.

• Conduct competitive product comparisons and identify current competitors strengths and weaknesses and determine NAPAs competitive advantage.

Customer Service

• Assist customer in setup and implementation of mixing systems.

• Able to assist with NAPA returns which would require lifting 50-60 pounds at a time.

• Assist with opening new NAPA Store when needed which would require lifting 50-60 pounds on a recurring basis during any one day and up to 100 pounds on occasion.

• Allow self to be readily accessible to customer for advice/assistance through use of the Company issued communication devices.

• Communicate to customer current sales promotions new product development etc.

• Build/manage relationships with existing and potential NAPA customers/personnel.

• Identify potential problems and work through with sales support network.

• Give immediate attention to customer comments and complaints and advise Region Sales Manager of such.

• Address backorder issues as needed.

• Support customer with technical sales and marketing assistance as needed.

• Assist customer in determining inventory levels.

• Assist in color verification and field color formulations.

• Learn formal/informal networks of end user NAPA jobber NAPA DC and manufacturers to know procurement flow.

• Schedule periodic NAPA/end user sales/technical and product knowledge meetings and conduct these meetings in proficient manner.

• Accompany and assist NAPA sales force in selling/marketing of automotive refinishing products.

Additional Duties

• Conduct customer and market surveys.
• Assist in servicing NAPAs physical inventory.
• Other duties as assigned by Region Sale Manager or as documented on the annual performance appraisal.

POSITION REQUIREMENTS

1. FORMAL EDUCATION: (GENERALLY IF RELEVANT EXPERIENCE IS ACCEPTABLE THE CANDIDATE MUST HAVE THREE YEARS OF WORK EXPERIENCE FOR EVERY ONE YEAR OF COLLEGE EDUCATION REQUIRED)
   1. Required:

• High school education or equivalent required.
  1. Preferred:
• Prefer a bachelors in a business/marketing related field.
• Prior sales experience in related industry preferred

1. KNOWLEDGE & EXPERIENCE:
   1. Required:

• Knowledge of product technology and product application usually obtained through one or more years experience in the Automotive Division or other Company position or related experience in the Automotive Refinishing Industry is preferred.
• Must have working knowledge of Word Excel and Power Point computer skills and proficient with the use of general web-based applications.
• Ability to work all scheduled hours as needed.
• Employee must have a valid drivers license and acceptable driving record from the State Motor Vehicle Bureau.
• Employee must be licensed to operate vehicle in accordance with state law including commercial drivers license if required.

1. Preferred:
   • Some sales experience in coatings or related field is preferred.

TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)

• 75%