Regional Manager - Sales & Business Development

Job Summary

The Region Manager, NAPA Autotech Sales & Business Development leads field execution and regional growth of NAPA Autotech training programs. This role directly manages assigned instructors; ensures high-quality, customer-focused training delivery; and is accountable for regional training sales, profit, utilization, customer satisfaction, and operating results.

The Region Manager partners with NAPA field leadership, distribution centers, Major and Regional Accounts, System Sales, suppliers, and Autotech leadership to identify demand, build training commitments, expand participation, and strengthen the NAPA Autotech brand. The role balances customer requirements, instructor capacity, travel, expenses, safety, and training quality across an assigned territory.

Responsibilities

Regional Growth and Financial Performance

• Execute the regional Autotech operating and growth plan to achieve assigned sales, profit, training-volume, and customer-engagement objectives.
• Analyze regional sales, class, utilization, expense, and customer data; identify gaps and implement actions to improve results.
• Promote Autotech training programs to field leaders, customers, Major Accounts, Regional Accounts, suppliers, and other stakeholders to secure class commitments and attendance.
• Identify and develop new customer, market, sponsorship, and training-growth opportunities.
• Execute approved class and online pricing programs; escalate requested exceptions through the appropriate leadership channels.
• Support training initiatives that strengthen customer automotive and truck repair knowledge, diagnostic capability, service-sales effectiveness, and related parts-sales opportunities.

Training Operations and Customer Experience

• Lead efficient regional execution of instructor-led and applicable digital training programs in accordance with approved plans, budgets, policies, and customer requirements.
• Assess customer needs and allocate instructor, equipment, training-aid, and material resources to meet demand while optimizing quality, utilization, cost, and travel efficiency.
• Review, assign, and approve instructor schedules; monitor training days, customer coverage, class attendance, travel, and expense performance.
• Ensure training materials and demonstration aids are available and appropriately distributed for scheduled programs.
• Coordinate the transportation and setup of training aids, including mockups, as needed to support training delivery.
• Address customer concerns, training-delivery issues, and operational barriers promptly and professionally.
• Monitor competitor offerings and customer feedback to recommend regional improvements to programs, delivery methods, and market approach.

People Leadership and Talent Development

• Lead, coach, develop, and hold accountable assigned instructors.
• Manage recruitment, selection, onboarding, deployment, engagement, performance management, retention, and succession activities for assigned instructors.
• Establish clear performance expectations for instructional quality, customer experience, safety, utilization, communication, and operating results.
• Observe and evaluate instructor performance; provide timely feedback, coaching, recognition, development plans, and corrective action, as appropriate.
• Foster a respectful, inclusive, safe, collaborative, and customer-focused work environment.
• Communicate Autotech priorities, goals, quotas, policies, initiatives, and performance results consistently to the instructor team.

Partnerships and Communication

• Serve as the primary regional liaison among Autotech, NAPA field and headquarters teams, distribution center leadership, Major Account leaders, System Sales, suppliers, and customers.
• Maintain regular contact with regional decision-makers and provide timely updates on training opportunities, schedules, results, issues, and customer needs.
• Partner with field and headquarters teams on marketing, communications, and promotional activities that increase class commitments, attendance, and customer adoption.
• Present Autotech offerings at NAPA meetings, customer meetings, distribution-center meetings, conferences, trade shows, tool shows, owner meetings, and other promotional events.
• Communicate Major Account training plans and progress to the appropriate account-management stakeholders.
• Provide clear written communications, reports, presentation materials, and virtual sessions that keep field teams informed of Autotech programs and results.

Governance, Safety and Continuous Improvement

• Manage regional operating expenses, travel, inventory, vehicles, training equipment, and other assigned assets in accordance with budget and company policy.
• Ensure assigned vehicles, training aids, and equipment are maintained in safe working conditions and used in accordance with applicable safety requirements.
• Enforce company policies, standard operating procedures, pricing practices, safety requirements, and asset-control standards.
• Recommend and implement process improvements that improve productivity, instructor utilization, training quality, customer experience, and regional financial performance.
• Perform other duties as assigned.

Qualifications

• High school diploma or equivalent.
• 5+ years of experience as a working automotive technician.
• 5+ years of progressive leadership, sales, training, shop-operations, marketing, curriculum-development, or comparable business experience, including experience coaching, managing, or developing others.
• Demonstrated ability to sell, promote, or grow service-based or other intangible programs.
• Knowledge of automotive and/or truck repair operations, shop functions, diagnostic processes, automotive systems, and industry terminology.
• Experience leading teams, managing performance, and fostering employee engagement in a field-based or geographically dispersed environment.
• Strong business acumen and ability to interpret sales, profit, utilization, expense, and operating data to guide decisions.
• Strong customer relationship, communication, presentation, planning, organization, and problem-solving skills.
• Ability to prioritize multiple demands, exercise sound judgment, manage change, and execute with urgency.
• Proficiency with Microsoft Outlook, Word, Excel, and PowerPoint.
• Ability to travel extensively—up to 80%—by vehicle and commercial air, including overnight, weekend, and holiday travel as business needs require.
• Demonstrated integrity and commitment to a safe, respectful workplace.

Preferred Qualifications

• Bachelor’s degree in business, automotive technology, education, operations, or a related field.
• Experience in automotive technical training, technician development, aftermarket operations, or repair-shop management.
• Experience directly supervising automotive technical instructors or other field-based technical teams.
• Experience supporting Major Accounts, Regional Accounts, multi-location customers, franchise systems, or field-sales organizations.
• Knowledge of NAPA programs, operations, customers, and field structure.
• Working knowledge of repair-information systems, including Mitchell 1 or comparable platforms.
• ASE Master Automobile Technician certification and/or ASE Advanced Engine Performance Specialist (L1) certification.
• EPA Section 609 Refrigerant Handling certification.
• Experience using learning-management systems, virtual-training platforms, customer-relationship-management systems, or performance-reporting tools.

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

• Frequently communicate verbally and in writing with instructors, customers, field leaders, suppliers, and business partners; regularly present to small and large groups in person and virtually.
• Frequently use a computer, telephone, mobile device, and standard office equipment.
• Regularly remain stationary during office work, travel, meetings, training observations, and presentations.
• Frequently move within offices, training facilities, customer shops, distribution centers, conference venues, trade shows, and event sites.
• Travel extensively—up to 80%—by vehicle and commercial air, including overnight travel and occasional weekend or holiday travel.
• Regularly load, unload, transport, arrange, and set up training materials, demonstration aids, mockups, and related equipment.
• Occasionally inspect vehicles, training equipment, customer shop environments, and training locations; this may require standing, walking, bending, reaching, climbing stairs, and working around typical automotive-service activity.
• Occasionally lift, carry, push, pull, or move training aids and materials weighing up to 100 pounds.
• Work in office, classroom, training-center, customer-shop, warehouse, and event environments, which may involve exposure to noise, vehicle/equipment activity, fumes, and varying temperatures.

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