JOB PURPOSEReporting to the Director of Sales, Marketing and Training, North America, the Sr. Sales Manager - NAPA North America/GPC Global role will focus on building and managing the long-term relationship with one of PHINIA's largest automotive aftermarket clients, driving revenue growth, and ensuring the delivery of high-quality solutions. The ideal candidate will have strong experience in the aftermarket industry, with a proven track record in managing complex accounts, driving sales strategies, and developing strong customer partnerships. This individual must be proactive, customer-centric, and able to navigate a fast-paced and evolving dedicated customer.
KEY RESPONSIBILITIESKey Responsibilities- Serve as the primary point of contact for the NAPA North America account (US and Canada), and coordinate GPC's global business, by fostering long-term and trusting relationships both internally and externally.
- Understand the unique needs, challenges, and goals of NAPA North America and GPC global to deliver tailored solutions that maximize satisfaction and value.
- Develop and execute strategic business plans to drive revenue growth with NAPA US and Canada while coordinating global business planning efforts with other PHINIA divisions.
- Work with other PHINIA global divisions to establish, track and help execute goals to exceed GPC expectations.
- Identify new business opportunities at the product line level and expand share of wallet through upselling and cross-selling.
- Achieve and exceed sales targets, KPIs, and other performance metrics set by the business.
- Stay informed about industry trends, competitor activities, and new product developments within the account, both locally and globally.
- Leverage industry insights to recommend solutions that address customer needs and position the company as a market leader.
- Collaborate with internal teams such as marketing, supply chain, finance and operations to deliver seamless and timely solutions to customers.
- Provide feedback from customer to help improve products, services, and processes.
- Coordinate with logistics and distribution teams to ensure products are delivered efficiently and in line with customer expectations.
- Develop demand forecasts in collaboration with NAPA North America and coordinate with supply chain demand planning teams.
- Lead contract negotiations and manage the execution of agreements with strategic customers both locally and globally.
- Ensure customer compliance with terms and conditions while maintaining a profitable business relationship.
- Address contract issues and resolve conflicts to ensure mutual satisfaction.
- Actively monitor customer satisfaction through regular communication, surveys, and feedback loops.
- Proactively resolve any customer issues, complaints, or concerns in a timely and effective manner.
- Coordinate with internal teams for major customer events and participate in industry events and meetings, some global, to promote our presence and network with key customer and industry players.
What we're looking for- Bachelor's degree in Business, Marketing or a related field (or equivalent experience). MBA or advanced sales certifications are a plus.
- Minimum of 7 years in account management, sales, or business development in the automotive aftermarket.
- Proven track record of managing high-value, strategic accounts and achieving sales targets.
- Strong understanding of the aftermarket supply chain, product offerings, and industry trends.
- Excellent communication, negotiation, and presentation skills.
- Strong analytical and problem-solving abilities with a customer-centric mindset.
- Ability to work independently and as part of a team in a fast-paced, results-driven environment.
- Proficient in CRM software (e.g., Salesforce), Microsoft Office Suite, and other sales-related tools.
- Knowledge of automotive parts, accessories and channels.
- Experience working with major retail accounts, wholesale distributors and large aftermarket buying groups.
- Willingness to travel frequently (up to 40% of the time), occasionally at a global level, to meet with internal and external customer teams.
WHAT WE OFFERWe provide compensation and benefits programs intended to attract, motivate, reward, and retain an incredibly talented, globally diverse workforce at all levels within our organization. Our compensation programs are informed by market data and business needs, and we are committed to providing equitable and competitive compensation. We are committed to providing our team with quality and competitive benefit programs, including health and well-being resources, family-centric policies, and an agile workplace program, where not precluded by collective bargaining agreements or national statutory plans. Plans are benchmarked for competitiveness and value.
We provide formal development opportunities at all levels and stages of employee careers. These opportunities are delivered in a variety of formats to make our portfolio of solutions agile, sustainable, and scalable to support our employees in developing the skills needed to succeed.
SAFETYYou will consistently hear us say Safety First! We are committed to continually improving our strong safety performance supporting the health and wellness of our employees!
We also believe employee health and safety is everyone's responsibility. We encourage safety learning and collaboration to help employees understand and follow applicable safety policies, standards, and procedures and identify opportunities to minimize or eliminate risk. Work is expected to be conducted in a manner that stresses the importance of preventing incidents and illnesses, including attending all required safety meetings and trainings. It is expected that all incidents, near misses, and unsafe conditions are immediately reported to the direct manager, Human Resources, or Safety Representative.
