Sr. Sales Manager – NAPA North America – GPC Global

The Sr. Sales Manager will build and manage the long-term relationship with NAPA North America and coordinate GPC's global business, focusing on driving revenue growth and delivering high-quality solutions. This role involves developing strategic business plans, identifying new opportunities, achieving sales targets, and collaborating with internal teams to ensure seamless customer solutions. The manager will also handle contract negotiations, monitor customer satisfaction, and represent PHINIA at industry events.

Must Have

• Serve as the primary point of contact for the NAPA North America account (US and Canada)
• Coordinate GPC’s global business
• Foster long-term and trusting relationships both internally and externally
• Understand the unique needs, challenges, and goals of NAPA North America and GPC global
• Develop and execute strategic business plans to drive revenue growth with NAPA US and Canada
• Coordinate 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
• Expand share of wallet through upselling and cross-selling
• Achieve and exceed sales targets, KPIs, and other performance metrics
• Stay informed about industry trends, competitor activities, and new product developments
• Leverage industry insights to recommend solutions
• Collaborate with internal teams such as marketing, supply chain, finance and operations
• Provide feedback from customer to help improve products, services, and processes
• Coordinate with logistics and distribution teams to ensure products are delivered efficiently
• Develop demand forecasts in collaboration with NAPA North America
• Coordinate with supply chain demand planning teams
• Lead contract negotiations and manage the execution of agreements
• Ensure customer compliance with terms and conditions
• Address contract issues and resolve conflicts
• Actively monitor customer satisfaction through regular communication, surveys, and feedback loops
• Proactively resolve any customer issues, complaints, or concerns
• Coordinate with internal teams for major customer events
• Participate in industry events and meetings, some global

Good to Have

• MBA
• Advanced sales certifications

Perks & Benefits

• Compensation and benefits programs intended to attract, motivate, reward, and retain talent
• Quality and competitive benefit programs, including health and well-being resources
• Family-centric policies
• Agile workplace program
• Formal development opportunities at all levels and stages of employee careers

ABOUT US

PHINIA: Advancing sustainability today, powering a cleaner tomorrow.

PHINIA is an independent, market-leading, premium solutions and components provider with over 100 years of manufacturing expertise and industry relationships, with a strong brand portfolio that includes DELPHI®, DELCO REMY® and HARTRIDGE™. With over 12,500 employees across 43 locations in 20 countries, PHINIA is headquartered in Auburn Hills, Michigan, USA.

At PHINIA, we Provide fuel systems, electrical systems, and aftermarket products and solutions of the highest quality — developed and manufactured responsibly — that are designed to enhance efficiency and reduce the environmental impact of vehicles, industrial machinery, and other applications. In doing so, we contribute to a cleaner tomorrow, treat our people and surrounding communities with respect, and hold ourselves accountable to robust ethical standards.

Our Culture

PHINIA promotes and cultivates an inclusive culture and diverse perspectives, strives to maintain its reputation for excellence, thrives on the power of collaboration, and fosters the development of our talented employees. We believe in making a positive impact through our business and actions, and we take our collective responsibility seriously.

Career Opportunities

We believe in building a brighter tomorrow for our employees as well as our customers and encourage you to learn about our long history, strong culture, new technologies, and future vision. We offer a strong local presence and interesting global opportunities. Join us on this shared journey toward a brighter tomorrow.

JOB PURPOSE

Reporting 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 RESPONSIBILITIES

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.

Requirements:

• 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 OFFER

We 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.

WHAT WE BELIEVE

• Product Leadership - Innovation that brings value to our customers
• Humility - Seeking out diverse perspectives and working collaboratively
• Inclusivity - Recognizing our differences makes us stronger; we are bold and intentional
• Net-Zero - Committed to energy efficiency, waste reduction and beneficial reuse
• Integrity - Taking responsibility for our decisions and doing what is right
• Accountability - Taking ownership of our actions and driving results

SAFETY

You 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.

EQUAL EMPLOYMENT OPPORTUNITY

PHINIA is an equal employment opportunity employer such that all qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity/expression, national origin, disability or protected veteran status.

VISA SPONSORSHIP

PHINIA does provide sponsorship for employment visa status based on business need. However, for this role, applicants must be currently authorized to work on a full-time basis, in the country where the position is currently based.

NO UNAUTHORIZED REFERRALS FROM RECRUITERS & VENDORS

Please note that PHINIA does not seek or accept unsolicited resumes or offers from third party recruiters or staffing agencies associated with any published or unpublished employment opportunities. Any unsolicited information sent to PHINIA will be considered as unencumbered and free from any fee or charge whatsoever. Only members of our Human Resources Team have the authority to engage or authorize recruiting services, which must be agreed upon before the unsolicited resume or offer is received.

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Please access the linked document by clicking here, select the geographical area where you are applying for employment, and review.

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Career Scam Disclaimer:

PHINIA makes no representations or guarantees regarding employment opportunities listed on any third-party website. To protect against career scams, job applicants should take the necessary precautions when interviewing for and accepting employment positions allegedly offered by PHINIA. Applicants should never provide their national ID numbers, birth dates, credit card numbers, bank account information or other private information when communicating with prospective employers or responding to employment opportunities online. Job applicants are invited to contact PHINIA through PHINIA’s website to verify the authenticity of any employment opportunities.

Advancing sustainability today, powering a cleaner tomorrow. Join us on this shared journey to a brighter tomorrow. For more information about PHINIA, please visit www.phinia.com.

ABOUT US

Join the PHINIA team and be a part of an industry-leading company in fuel systems, aftermarket distribution, and combustion technologies. As we drive the transition to alternative fuels and hydrogen combustion, we're seeking talents who want to have a positive impact on the future of transportation. Established relationships with global OEMs and a focus on balanced and synergistic exposure among multiple markets, PHINIA is the place to be.”

CAREER OPPORTUNITIES

We manage talent as seriously as we manage our businesses and encourage you to learn about our proud history, strong culture, technologies and future vision. We offer a strong local presence and interesting global opportunities. Start your future with PHINIA now!

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