JOB PURPOSE

The Strategic Account Manager – WD is responsible for leading PHINIA’s relationships with key Independent Aftermarket partners, executing long term account strategies to drive revenue growth, category expansion, and program adoption. Reporting to the Sr. Sales Manager – National US WD, this role manages joint business planning, collaborates closely with internal colleagues, and delivers account specific solutions that support distributor performance and advance PHINIA’s strategic objectives.

KEY RESPONSIBILITIES

Key Responsibilities

• Lead strategic relationships with assigned warehouse distributor (WD) Strategic accounts and Buying Groups HQ’s, ensuring alignment on growth priorities, program execution, and long‑term objectives.
• Develop and execute joint business plans that include category strategies, program adoption, sales targets, marketing initiatives, and performance milestones.
• Drive growth through product expansion, program positioning, and alignment with customer purchasing and stocking strategies.
• Collaborate with field sales and regional teams to ensure effective execution of distributor initiatives at the local and branch levels.
• Analyze account performance and market conditions, identifying opportunities to increase share, improve distributor competitiveness, and strengthen PHINIA’s position in key product categories.
• Coordinate cross‑functional resources—including marketing, product management, operations, supply chain, finance, and customer service—to deliver account‑specific solutions and resolve issues.
• Lead regular business reviews with strategic accounts, presenting performance results, action plans, and forward‑looking growth strategies.
• Identify and address risks such as competitive threats, supply challenges, shifting market dynamics, or changes within distributor organizations.
• Gather and communicate market and competitive intelligence to inform account strategies, category positioning, and internal planning.
• Maintain accurate account planning, forecasting, and pipeline management using CRM tools and sales reporting systems.
• Develop demand forecasts in collaboration with key accounts and coordinate with supply chain demand planning teams.
• Lead contract negotiations and manage the execution of agreements with strategic customers and buying group headquarters.
• Maintain compliance with company policies, pricing guidelines, and sales processes.
• Represent PHINIA at key customer meetings, industry shows, and strategic planning sessions, strengthening the company’s presence and leadership position in the Independent Aftermarket.

What we’re looking for

• Bachelor’s degree in business, marketing, or a related field preferred; or equivalent experience.
• Minimum of 5 years in account management, sales, or business development in the automotive aftermarket or a related industry.
• Demonstrated success managing large, complex accounts—preferably warehouse distributors or major Independent Aftermarket partners.
• Understanding of aftermarket distribution models, category dynamics, and WD sales processes.
• Strong analytical skills with the ability to interpret sales data, identify trends, and translate insights into actionable strategies.
• Exceptional communication, negotiation, and executive‑level presentation skills, with the ability to influence decision‑makers at multiple levels.
• Experience coordinating cross‑functional resources, including operations, supply chain, marketing, product management, and customer service.
• Proficiency with CRM platforms (preferably Salesforce) and sales reporting/forecasting tools.
• Strong problem‑solving capabilities, including managing contract issues, clear communication and timely issue resolution.
• Self‑motivated and comfortable working in a remote, field‑based environment, managing multiple priorities with minimal supervision.
• Ability to travel up to 40% including overnight as required to meet business objectives and customer needs

WHAT WE OFFER

We provide compensation and benefits programs intended to attract, motivate, reward, and retain an incredibly talented, globally diverse workforce at all levels within our organization. Our compensation programs are informed by market data and business needs, and we are committed to providing equitable and competitive compensation. We are committed to providing our team with quality and competitive benefit programs, including health and well-being resources, family-centric policies, and an agile workplace program, where not precluded by collective bargaining agreements or national statutory plans. Plans are benchmarked for competitiveness and value. 

We provide formal development opportunities at all levels and stages of employee careers. These opportunities are delivered in a variety of formats to make our portfolio of solutions agile, sustainable, and scalable to support our employees in developing the skills needed to succeed. 

WHAT WE BELIEVE

• Product Leadership - Innovation that brings value to our customers 

• Humility - Seeking out diverse perspectives and working collaboratively 

• Inclusivity - Recognizing our differences makes us stronger; we are bold and intentional 

• Net-Zero - Committed to energy efficiency, waste reduction and beneficial reuse 

• Integrity - Taking responsibility for our decisions and doing what is right 

• Accountability - Taking ownership of our actions and driving results

SAFETY

You will consistently hear us say Safety First! We are committed to continually improving our strong safety performance supporting the health and wellness of our employees!  

We also believe employee health and safety is everyone’s responsibility. We encourage safety learning and collaboration to help employees understand and follow applicable safety policies, standards, and procedures and identify opportunities to minimize or eliminate risk. Work is expected to be conducted in a manner that stresses the importance of preventing incidents and illnesses, including attending all required safety meetings and trainings. It is expected that all incidents, near misses, and unsafe conditions are immediately reported to the direct manager, Human Resources, or Safety Representative.