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Purpose of Job:
To provide leadership internally and externally in managing and growing one of the large National Account customer. In this role, the National Account Manager (NAM) will provide leadership, accountability and stewardship over this account for a specific market. This job is responsible for profitable growth and all elements related to serving this customer with in the specified market.
Job Components:
Meet or exceed unit and dollar volume, as well as financial goals and where applicable, support. It will manage all aspects of this customer’s needs, and responsible for leveraging the cross-functional team to create a customer team model to support and grow this customer in the specified market. This position will also work within a larger overall account team that supports this customer’s entire business.
Growth/Account Planning:
Develop annual growth plans and customer-specific joint business plans that meet strategic objectives and deliver market share gains.
Growth Plans:
Manages Growth Plans (Internal) that stretch and achieve share gains greater than the industry utilizing the following metrics: 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:
Manages Account Plans (Shared externally) that tie to strategy and growth planning for both businesses utilizing the following metrics: Specific, achievable, measurable and profitable. This includes quarterly business reviews to be presented to his/her customer.
Presents updated Account Plans to leadership on a monthly basis.
Leads and manages Account Plans 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, Supply, etc.).
Other related deliverables include:
Complete customer engagement reports that are specific and justify travel related spend.
Responsible for 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
Responsible for 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
Responsible for 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.
3+ years’ experience working in the Automotive and Commercial aftermarket
3+ years Sales Account Management or Category Management experience.
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.
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% to ensure interaction with customer and HQ, as well as ensuring presence at customer events, etc.)
Bi-lingual French/English required
Scope Data:
SME on the assigned accounts and implement approved changes to the customer program.
Work with internal departments toward the completion of critical projects.
Manage Distributor compliance to NAC agreements.
Work Environment:
Ability to sustain posture in a seated position for prolonged periods of time.
Regularly required to use hands to grasp or handle, and talk and hear.
Specific vision abilities include close vision, depth perception and ability to adjust focus.
Travel required approximately 25%.
Note: We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.
Interstate Batteries provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sex, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Interstate Batteries complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Interstate Batteries expressly prohibits unlawful discrimination on the basis of age, race, color, religion, creed, sex, gender (including pregnancy, childbirth, breastfeeding or related medical conditions), sexual orientation, medical condition, genetic information, national origin, ancestry, disability (mental and physical), marital status, military status, veteran status, citizenship or any other characteristic protected under applicable local, state or federal law.
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