Position Purpose: The Senior Account Manager is responsible for driving profitable growth and strengthening strategic relationships with key oil and gas distributors, Automotive Aftermarket Warehouse Distributors (WD's), and program group members. This role serves as a strategic business partner to customers, developing and achieving growth strategies, identifying new partnerships and opportunities, and aligning OWI solutions with customer priorities to achieve revenue and profitability objectives across an assigned territory.
Duties, Tasks, and Responsibilities:Sales Strategy and Execution- Develops and maintains successful partnerships with oil jobbers, Warehouse
- Distributors (WDs), and program group members to achieve mutual sales objectives
- Develop and execute strategic account plans that drive revenue, profitability, market share, and long-term customer growth
- Lead complex sales opportunities from prospecting through negotiation and close, identifying opportunities for incremental and new business
- Develop compelling customer value propositions and commercial strategies aligned with customer needs and OWI business objectives
- Analyze sales forecasts, market trends, competitive intelligence, and customer data to identify risks, opportunities, and growth strategies
- Lead pricing and commercial discussions, balancing customer requirements with OWI profitability objectives
Strategic Account Management- Build and maintain trusted, senior-level relationships with key customers and decision-makers
- Develop a deep understanding of customer strategies, business drivers, competitive landscape, and market dynamics to proactively identify opportunities
- Lead business reviews and customer presentations that communicate performance, identify growth opportunities, and strengthen strategic partnerships
- Serve as a subject-matter resource on OWI products, pricing, market trends, and industry dynamics
Cross-Functional Leadership- Partner with Sales, Marketing, Product, Operations, Supply Chain, and other cross functional teams to deliver customer solutions and execute growth initiatives
- Collaborate with program group leaders and the Adjacent Coolant Market team to identify and capture opportunities across markets and territories
- Influence internal stakeholders and coordinate resources to resolve complex customer challenges and support business continuity
Education, Skills and Abilities- Bachelor's degree required or equivalent account management experience
- 5+ years of progressive sales or account management experience, preferably within the oil and gas, automotive aftermarket, or related industry
- Proven success driving revenue growth, managing strategic accounts, and navigating complex sales cycles
- Strong negotiation, problem-solving, and commercial decision-making skills
- Business acumen with the ability to translate market and customer insights into growth strategies
- Executive-level communication, presentation, and relationship-management skills
- Strong cross-functional collaboration and ability to influence without direct authority
- Highly organized, analytical, self-directed, and able to manage multiple priorities
- Proficient in Microsoft Office, particularly Excel and PowerPoint, Power BI a plus
- Valid driver's license and personal credit card required
- Travel required up to 50%
This opportunity offers a competitive benefits package including:
- Medical, dental, and vision coverage with wellness benefits
- Company-matching 401(k) plan
- Company-paid life insurance and accidental death & dismemberment benefits
- Company-paid identity theft insurance
- Company-paid disability
- Flexible spending and health savings accounts
- Company-paid employee assistance program
- Paid time off and paid holidays
- Additional benefits included: voluntary life insurance, legal benefits, critical illness, accident insurance, hospital indemnity insurance, and pet insurance
