Location: Modesto, California and North BayDepartment: Sales
Type: Full-time
Job SummaryThe Account Manager is responsible for managing, growing, and retaining a portfolio of existing automotive aftermarket accounts while aggressively driving new customer acquisition. This role has direct P&L responsibility for assigned territory/accounts and is accountable for consistently hitting or exceeding aggressive sales quotas, gross profit targets, and new-business growth metrics.
Key Responsibilities- Own and achieve/exceed annual sales revenue, gross profit, and new customer acquisition targets for assigned territory or national/key accounts.
- Develop and execute strategic account plans that maximize wallet share, introduce new MOC product lines, and protect against competitive threats.
- Build and maintain strong, long-lasting relationships with decision-makers at dealerships, jobbers, WD's, fleets, and buying groups.
- Conduct regular business reviews with top accounts, identifying opportunities for program expansion, private-label initiatives, and value-added services.
- Prospect, qualify, and close new business opportunities to consistently grow the customer base year-over-year.
- Collaborate cross-functionally with marketing, technical support, operations, and product management to deliver exceptional customer experiences and resolve issues quickly.
- Forecast sales activity and revenue achievement accurately using CRM (Salesforce/NetSuite or similar).
- Manage pricing, margins, rebates, and promotional programs to protect profitability while remaining competitive.
- Represent MOC Products at industry trade shows, ride-along, training events, and customer functions.
- Monitor competitive activity and market trends; provide timely feedback to leadership.
- Problem solver with direct accounts and assist with corporate programs when needed.
Qualifications & Requirements- Bachelor's degree in business, Marketing, or related field (or equivalent experience).
- Minimum 5-7 years of B2B outside sales/account management experience in the automotive aftermarket (chemicals, detail products, equipment, tools, or accessories strongly preferred).
- Proven track record of consistently hitting or exceeding multimillion-dollar sales quotas and growing territory/account revenue.
- Strong existing relationships within fixed operations (service managers, parts managers, GMs) at dealerships and jobber stores is a major plus.
- Excellent negotiation, presentation, and closing skills.
- Demonstrated ability to manage complex, multi-location accounts and buying groups.
- Proficient with CRM systems (Salesforce preferred), Microsoft Office Suite, and sales analytics tools.
- Self-motivated, hunter mentality with a disciplined, results-driven approach.
- Ability to travel 50-70% within assigned territory (valid driver's license and clean record required).
