National Sales Manager - Trade

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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.
• 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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