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Job Description:
The National Sales Manager - Retail Business - for the 3M Automotive Aftermarket Division is responsible for leading the national retail sales strategy to drive profitable growth, strengthen strategic customer relationships, and expand market presence across the automotive aftermarket channel. This role oversees key retail accounts and distribution partners, ensuring excellence in execution across product categories such as paint finishing solution, coatings masking, abrasives, adhesives, appearance and related automotive aftermarket solutions.
The role requires strong commercial leadership, deep understanding of the retail automotive aftermarket environment, and the ability to translate market trends and customer needs into effective sales strategies and growth plans.
Key Responsibilities
Develop and execute the national retail sales strategy for the Automotive Aftermarket Division in alignment with 3M business objectives.
Lead commercial relationships with key retail customers, channel partners, and distributors in the automotive aftermarket space.
Deliver sales, profit, volume, and market share targets across assigned retail channels.
Identify new business opportunities, assortment expansion opportunities, and category growth initiatives.
Build and manage joint business plans with major retail accounts to support sustainable and profitable growth.
Partner with marketing, category management, and technical teams to support product launches, merchandising programs, and customer activation plans.
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Collaborate with supply chain, customer operations, and finance teams to improve forecast accuracy, inventory planning, and service performance.
Monitor sales trends, competitive activity, customer performance, and market developments within the automotive aftermarket sector.
Lead, coach, and develop field sales teams to improve execution and commercial capability.
Use sales data, market intelligence, and customer insights to guide decision-making and improve business performance.
Ensure compliance with 3M commercial standards, policies, and reporting requirements.
Key Competencies
Competency
Description
Automotive Aftermarket Knowledge
Understands channel dynamics, customer needs, and product applications
Strategic Sales Leadership
Develops and executes plans to achieve long-term growth
Customer Management
Builds trusted partnerships to develop the business
Commercial Acumen
Manages pricing, margin, promotions, and business performance
Team Leadership
Coaches and develops high-performing sales teams
Cross-Functional Collaboration
Works effectively with marketing, operations, finance, and technical teams
Data-Driven Decision Making
Uses sales and market data to shape business strategy
Execution Focus
Ensures strong in-market implementation and customer results
Performance Measures
Revenue and Gross margin achievement
Market share growth in automotive aftermarket retail channels
Success of national account plans and customer growth initiatives
Driving commercial excellence
Forecast accuracy and sales pipeline quality
Distribution gains and assortment expansion
Promotion and merchandising effectiveness
Customer relationship health and business review outcomes
Team performance and capability development
Your Skills and Expertise
To set you up for success in this role from day one, 3M requires (at a minimum) the following qualifications:
MBA (completed and verified prior to start) from an accredited institution.
Additional qualifications that could help you succeed even further in this role include:
At least 14 -15 years of experience in business roles (Sales/Marketing).
Significant experience in sales, leading the large team and retail channel leadership
Experience leading teams and working effectively in cross-functional environments.
Strong analytical, planning, and forecasting skills.
Strong communication and presentation skills.
Strong data analysis skills.
Preferred Qualifications
Experience in the automotive aftermarket industry or automotive retail channel.
Knowledge of automotive appearance, repair, detailing, abrasives, tapes, adhesives, or paint-related product categories.
Bachelor’s degree and MBA.
Significant experience in sales, leading the large team and retail channel leadership.
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