The North America Key Accounts Manager is responsible for leading and managing the team of Key Account Managers who drive parts sales to strategic customers across retail, big box, and wholesale distribution (WD) channels throughout North America. This role provides leadership, guidance, and operational oversight to ensure the team executes account strategies, grows revenue, and strengthens customer partnerships.
The North America Key Accounts Manager works closely with Product Management, Category Management, Wholesale Program Development, Marketing, and Supply Chain teams to align account strategies with corporate objectives and ensure consistent program execution across all key accounts.
Key Responsibilities:
Team Leadership and Development:
- Lead, coach, and develop a team of Key Account Managers across the U.S. and Canada.
- Set team goals, expectations, and performance metrics aligned with North American sales objectives.
- Foster a culture of accountability, collaboration, and results-driven performance.
Account Oversight and Strategy:
- Oversee the management of strategic accounts to ensure sales growth, program adoption, and customer satisfaction.
- Guide Key Account Managers on account planning, customer engagement, and program execution.
- Monitor account performance, identify risks or opportunities, and provide corrective or strategic recommendations.
- Sales Growth and Program Execution
- Ensure the team meets or exceeds revenue, margin, and market share targets across North America.
- Partner with internal teams to implement programs, promotions, and initiatives at the account level.
- Review pipelines, forecasts, and account plans to optimize team performance and results.
Cross-Functional Collaboration:
- Collaborate with Product Line Managers, Category Managers, Wholesale Program Developers, Marketing, and Supply Chain to ensure account needs are supported.
- Communicate customer insights, market trends, and competitive intelligence to internal teams to inform strategy.
- Ensure alignment between North American account execution and broader corporate objectives.
- Performance Monitoring and Reporting
- Track team KPIs, account performance, and program adoption metrics.
- Provide regular updates to senior leadership on team performance, strategic initiatives, and market insights.
- Implement best practices and continuous improvement processes to enhance team effectiveness.
Core Competencies:
- Leadership and Team Development
- Strategic Account Oversight
- Sales Planning and Execution
- Program Implementation and Adoption
- Cross-Functional Collaboration
- Market Insight and Customer Relationship Management
Basic Qualifications:- Bachelor's degree in Business, Marketing, or a related field. MBA preferred.
- Minimum 10 years of experience in key account management, sales, or business development, including leadership of a team.
- Proven success managing sales teams and achieving revenue targets in retail, big box, or wholesale distribution channels.
- Strong leadership, coaching, and team development skills.
- Excellent communication, negotiation, and strategic thinking abilities.
- Ability to travel across North America to support accounts and team activities.
