General Manager of Sales and Stores

Position Mission

Read the overview of this opportunity to understand what skills, including and relevant soft skills and software package proficiencies, are required.

The primary objective of this position is to grow total market share in each market of responsibility. This includes ensuring all growth projects are profitable for the enterprise.

Additionally, the General Manager (GM) role should create a positive relationship with clients and stakeholders; create a culture of accountability which supports the organizational values.

This role is accountable for achieving market penetration goals with each NAPA Store. General Managers will be responsible for driving store initiatives with both company owned stores and independent stores with a focus on store readiness, market pricing, retail and commercial initiatives, customer service and customer experience, NAPA Store digital execution, and more.

This individual will teach and model the Company values, develop a strong team with an emphasis on building company bench strength, and protect company assets.

This individual will also need to think broadly, manage horizontally, and execute from the top-down. The ideal candidate will possess a bias for action and will be able to balance broad integration of program workstreams and low-enough level of details to proactively identify risks.

Position Performance Measures

• Sales & Profits Quotas
• Company Store Inventory Turnover Quota
• New Distribution Growth
• Reduce the number of Category 3 and 4 Stores
• Employee Engagement
• Talent Development
• Improve Store Readiness and Execution

Responsibilities :

The following section contains the primary responsibilities for this position. Job holder is responsible for performing any other duties as assigned by management.

• Responsible for leading and motivating the sales and district stores teams to deliver volume, share, profit, and productivity targets within the automotive aftermarket parts channel
• Develops and executes strategic plans to achieve company sales and profit targets
• Develops and maintains a personal relationship with top Major Accounts in territory to provide influence, direction and gather customer data
• Develops strategic level partnership with Major Accounts, AutoCare Centers, Independent Owners, and IBS customers that will enhance long-term growth of business
• Must be able to collaborate with DC management team to correct Independent Owners’ concerns on all things service related
• Facilitates feedback to different areas of USAG’s business regarding customer needs, operational needs, business opportunities and marketing / sales programs
• Enables stores and installers to grow their business (sales, financial, people, facilities) by gaining a stronger understanding of their individual needs, facilitating solutions, and assisting them to develop growth strategies and business plans
• Evaluates results of each territory, each district store / IBS location to ensure business objectives are met
• Monitors financial and inventory reports / status of store and IBS locations to identify potential issues or opportunities and takes action
• Maintains budget targets and holds team accountable to follow a labor budget specific to each location based on established labor model, sales history, and current trends
• Class Management Provides DC Operations team a quarterly class budget and manages class credits to target
• Creates and maintains strong supplier relationships, including problem resolution
• Partners with Operations leadership to evaluates the status of past due accounts (Jobber and store collections), and ensures appropriate action is taken to bring accounts current GM is responsible for resolving any and all past due balances.
• Leads expansion and business growth strategies to ensure healthy growth of new and existing customers
• Oversees the IBS contracts procurement process preparation of RFPs / RFQs / RFIs, ensures appropriate contact staffing and budget levels, understands the business case, and has an appreciation of financial / analytical issues and profit and loss implications, participates in the negotiation strategy and complex negotiations process
• Leads all aspects of market assessment in support of M&A transactions including understanding of market dynamics, industry-specific trends, and landscapes to bring new insights and solutions to grow sustainable business results
• Leads a team of leaders : Develop high performing, results driven teams through coaching, providing transparent insight and feedback, and meaningful developmental opportunities.
• Total development of human capital, through proper selection and education of employees and customers.
• Consistent communication of company priorities to sales and store management teams
• Outstanding collaboration, partnership, presentation, and influencing skills. This includes achieving success through others and running executive level communication.
• Partners with Operations leadership to plan and implement policies, objectives, and activities of Store Processes to ensure continuing operations, maximize returns on investments, and increase productivity
• Ensures management team maintains a safe and healthy environment for customers and employees. Complies with all applicable policies, rules, and regulations, including but not limited to those relating to safety, health, labor and employment
• Initiates regular communication with the DVP on business issues, plans, and results
• Demonstrates a high level of ethical behavior in exercising judgement and discretion in matters of significance
• Capable of driving change transformation and strategy execution to achieve specific business results

Experience, Education, And Abilities

• Bachelor’s degree and 10+ years of management experience in a large service-oriented operation
• Successful experience in sales, leadership, and service delivery
• Demonstrated track record of achievement managing a P&L, meeting budgets, and overseeing sales and store operations for assigned market
• Excellent results-oriented management skills, multi-tasking and time management capabilities, exceptional team leadership abilities, and a strong work ethic
• Entrepreneurially minded to drive sales and profitability within a corporate construct
• Demonstrated strong interpersonal and leadership skills including a willingness to consistently provide superior customer service, the ability to react appropriately under pressure, the ability to apply good judgment in ambiguous situations, and demonstrated flexibility / adaptability
• Demonstrates adaptability by adjusting to changing business priorities
• Excellent verbal and written communication skills, coupled with the ability to synthesize detailed information into succinct and actionable recommendations in presentations for our senior executives
• Self-motivated, deliverable-focused, strong work ethic, able to prioritize and resolve an array of issues simultaneously
• Collaborative mindset and ability to navigate and build trust in a complex organization
• Ability to inspire a shared vision, empower, and motivate a team and as needed, do this from afar

Physical Demands And Work Environment

• Work will be conducted in office, warehouse, retail stores, and customer site environments
• Frequent periods standing / walking in unairconditioned warehouse facilities and retail stores
• Exposed to vibrations and dust, with noise level at moderate to low decibels
• Must be able to lift up to 25 pounds at times
• Specific vision ability required by this job includes close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus
• Regularly required to use hands and fingers, and handle or feel objects
• Other physical tasks required include pushing, reaching, climbing, and stooping
• Local and air travel up to 50% - 75% of time to perform duties

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