Purpose of Job:To provide leadership internally and externally in managing and growing our largest National Account customers. This role represents leadership, accountability and stewardship over Tier 1 customers, however, in some select situations, the Senior National Account Manager (SNAM) may also have a combined portfolio of Tier 1-2 customers. This job is responsible for profitable growth and all elements related to serving our account base. Generally, these roles have estimated unit volume, for a combined portfolio exceeding 500,000 units.
WHAT THIS POSITION WILL DO: Meet or exceed unit and dollar volume, as well as financial goals and where applicable, support Account Managers assigned to them.
Manages National Tier 1, and sometimes includes a Tier 2 account, as part of SNAM's portfolio of customers.
Growth/Account Planning: Develop annual growth plans and customer-specific joint business plans that meet strategic objectives and deliver market share gains.
- Growth Plans (Internal) that stretch and achieve share gains greater than the industry.
- Specific, achievable, measurable and profitable.
- Updated quarterly and presented to leadership.
- Lead and managed monthly with support from a cross-functional core team.
- Account Plans (Shared externally) that tie to strategy and growth planning for both businesses. This includes quarterly business reviews to be presented to his/her customers.
- Specific, achievable, measurable and profitable.
- Updated monthly and presented to leadership.
- Lead and managed weekly with support from a cross-functional core team.
- Schedules and leads business meetings, QBR's, Line Reviews and where applicable; RFQs. Incorporates cross-functional team members as needed (i.e., Marketing, Category Management, Field Activation, Finance, etc.).
Other related deliverables include:- Complete customer engagement reports that are specific and justify travel related spend.
- Relationship mapping.
- Sell-in and execute annual pricing actions, well in advance of start date.
- Manage and lead core teams on all internal/external account deliverables
- Committed actions
- Schedule performance meetings and drive committed actions to completion
- Manage up - Inform management of poor performance and suggest mitigation
- Use CAP (Corrective Action Planning) to enable tasks or projects to complete on time
- Be an example; lead, deliver, win and celebrate success
- Pricing gaps, opportunities to leverage price should be priority and market based (retail and cost)
- Facilitate internal communication so that affected Interstate departments and Distributors are aware of relevant account development.
- Cultural: Be a champion within company and beyond for our Purpose and Values.
Qualifications: - Business degree or equivalent work experience.
- Experience working in the Automotive and Commercial aftermarket 3+ years in Sales Account Management or Category Management preferred.
- Battery and/or retail tire business knowledge a plus.
- Excellent verbal and written communication skills.
- Business Acumen that reflects vision, capabilities, accountability and performance with Interstate executive leadership and C-level account leadership. Identifies decision makers (Mobilizers vs Blockers).
- Leadership skills that are exceptional. Have the ability to lead cross-functional teams, build relationships internally and manage projects.
- Ability to balance multiple/simultaneous assignments.
- Exceptional analytical skills.
- Demonstrated ability to take initiative and be proactive in identifying issues and recommending solutions.
- Highly motivated individual with excellent negotiation, influencing, and interpersonal skills.
- Solid strategic and analytical skills. Deep understanding of financials, pricing and P&L impact of sales decisions.
- Ability to work a flexible schedule including early mornings, evenings and/or weekends as needed. (Travel required approximately 25-40% to ensure interaction with customers and HQ, as well as ensuring presence at customer events, etc.).
Scope Data - Self-motivated, detail oriented and results driven
- Results-driven, challenger mindset
- Change agent. Able to quickly assess business/account situation, identify and enroll needed resources and drive successful change management.
Work Environment:- Corporate Office (North Dallas)
Note: We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.
