Director, Key Accounts - NAPA HQ

Atlanta, Georgia, us
Company: Gates Corporation
Category: Management Occupations
Published on 2021-07-30 22:04:05

Job Category:


Are you inspired by challenging the status quo? Do you thrive in collaborative environments that drive results? If so, Gates could be for you. 

Gates is a leading manufacturer of application-specific fluid power and power transmission solutions. We push the boundaries of material science to engineer solutions that continually exceed customer expectations.

Let's simplify it, think belts and hoses. Found in motorcycles, conveyor belts, cars, tractors, blenders, vacuum cleaners, bicycles, & 3D printers just to name a few. Because why not do it all? 


As an innovation leader, we look for ambitious, forward thinking, open-minded and well-rounded individuals to join our global team. In this role you will be working remotely, you will be responsible for driving profitable growth. This includes managing the NAPA HQ relationship, developing and executing growth strategies and liaising between NAPA HQ and Gates. 

  • You'll report to the VP Sales & Marketing for GPC.
  • You will be responsible driving growth initiatives in collaboration with the NAPA Field Sales Director.
  • In this position you will carry out corporate strategy and goals through the NAPA HQ contacts by making certain Gates products and programs are front of mind and focus.
  • You will be responsible for implementing "best in class' practices with NAPA and Gates teams to assist in improving overall Gates Products performance, including automotive, hydraulic and fleet/special markets products and programs.
  • You will work closely with Gates HQ product managers to bring product information and programs to the NAPA HQ team for implementation.
  • You will need to use your expertise and persuasiveness to get support and buy in for key Gates company initiatives and products/programs.
  • Key responsibilities (to name a few):

  • Accountable for short term (annual revenue quota) and long term (strategic plan revenue) objectives.
  • Develop trusting, collaborative relationships with all levels of the NAPA organization including corporate headquarters, operations management, regional sales and key team members.
  • Expand the relationship by continuously proposing solutions that help NAPA grow with GATES.
  • Acquire a thorough understanding of NAPA's culture, business model, needs and requirements and turn those into actionable growth programs.
  • Drive business primarily through HQ meetings and relationships, but also DVP, Key Jobber, field sales calls, blitzes and training at AutoCare shops, fleets and special markets. Focus on growing the IBS and Major Accounts and other national account opportunities.
  • Act as the ambassador for NAPA within GATES ensuring the voice of the customer is heard. This includes collaboratively engaging and navigating GATES corporate headquarters functions, plant operations & DCs and field sales team to support the NAPA business.
  • Liaise between the NAPA and GATES NAPA Field Sales Director coordinating and supporting sales activities and ensuring alignment and consistent messaging between everyone involved.
  • Conduct presentations with NAPA HQ product and operations teams through the quarterly and weekly as well as adhoc and impromptu meetings.
  • Identify sales growth opportunities and implement action plans including training in conjunction with the NAPA Field Sales Director and NAPA support team.
  • Work with NAPA HQ team members on GATES products benefits by focusing on the value proposition of the GATES premium offering including the product, coverage, quality and delivery.
  • Respond quickly to product and service issues and take ownership to drive corrective action.
  • Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics. This includes using CRM (Oracle) system to log and track opportunities as well as weekly and monthly sales reports.
  • Work with VP Sales and Marketing - GPC to manage, support and deliver on strategic projects.


  • 15+ years' of commercial experience with preference in the automotive aftermarket. NAPA experience is a plus.
  • Bachelors' degree is required, MBA is a plus.
  • Results oriented, self-starter that takes the initiative to look for and take advantage of opportunities.
  • Ability to manage multiple projects simultaneously with demonstrated organization and planning skills.
  • Strong analytical problem-solving skills with intellectual curiosity.
  • Exceptional interpersonal communication skills with ability to listen, partner and influence at all levels in an organization.
  • Demonstrated ability to work and navigate large, matrix organization. Knows how their role and/or function fit into the strategic plan and overall direction of GATES and NAPA.
  • Creates alignment with the NAPA organization and with the Gates organization so everyone understands the strategy and how their contribution furthers organizational success.
  • Good judgment and decision making that reinforce strategies, business plans and follow through with disciplined implementation plans and measures.
  • Change Agent; brings focus, purpose and agility to motivate customers and internal Gates associates to adapt quickly to changing business needs.
  • Proven ability to raise the performance bar creating, promoting and sustaining a high-performance culture that reinforces accountability. 
  • Ability to work with internal and external customers in a variety of formal presentation settings: one-on-one, small and large group, with peers, and senior leaders.
  • Excellent presentation skills and ability to make and deliver high impact presentations.
  • Demonstrated ability to utilize data to support sales and report metrics.
  • Strong command of Microsoft Office (Outlook, Word, Excel PowerPoint).
  • The travel required for this position is 40% - domestic. 
  • Must be legally authorized to work in the United States without company sponsorship.

  • Full-Time
  • SIP Eligible
  • Relocation is provided 
  • Medical, Dental, Vision insurance and other voluntary benefit options: benefits begin on the first day of the month immediately following your date of hire
  • Eligible for Flexible Time Off
  • 401(k): 3% company contribution and additional 3% company match
  • Tuition Reimbursement 
  • Learn more about the benefits we provide at 

    Founded in 1911 in Denver, Colorado, Gates is publicly traded on the NYSE. While we might operate in a vast amount of time zones we operate as “One Gates” and have a common goal of pushing the boundaries of materials science. We invest in our people, bringing real-world experience that enables us to solve our customers' diverse challenges of today and anticipate those of tomorrow. 

    While we expect the best, we also want to give you the best. That's why at Gates we provide an environment where people can succeed from our policy of “Dress for your Day” (yes - that means you can wear jeans), health club reimbursement, to our ownership of your work/life balance and more. Visit to learn more.


    While performing the duties of this job, the employee is frequently required to sit; use hands and fingers to work with objects, tools, or controls; and use office equipment including computers, telephones, and/or copiers/scanners. The employee must frequently lift and/or move up to 10 pounds. 

    Gates is an Equal Opportunity and Affirmative Action Employer and is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of race, sex, color, religion, age, disability, pregnancy, citizenship, sexual orientation, gender identity, national origin, protected veteran status, genetic information, marital status, or any other consideration defined by law. 



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