Sr. National Account Manager

Our mission is to be a trusted workplace for team members to be their whole selves at work. A company that people love and positively impacts the lives of all whom we touch. be your best self At Interstate Batteries, you have the chance to be excellent at work and excellent at life. We know that professional success depends on personal wellbeing. That's why we want to enrich your life with the tools and services you need to succeed in every area of your life. Join us! Purpose of Job: Under general direction, the Sr. Account Manager (NAC) provides leadership internally and externally in managing and growing our Specialty National Account customers. This role represents leadership, accountability, and stewardship over National Specialty Accounts, however, in select situations, the Manager, NAC may also have a combined portfolio of OES and Retail accounts. This job is responsible leading the team towards profitable growth and all elements related to serving our account base. These roles have estimated unit volume, for a combined portfolio exceeding 1,200,000 units. To drive sustainable and profitable breakthrough growth through the management of a fifty or more customers with presence in the US and Canada representing multiple segments of Interstate Battery’ national account business (Installers, Equipment rental, retail, fleets, material handling, OEMs, others). The Sr. Account Manager manages a team of National Account Managers to pursues aggressive growth opportunities. In this role the Sr. Account Manager will drive collection of market information, determines business opportunities, understand customer requirements, aligns go to segment specific market strategy, prioritizes, deploys team member resources to secure existing accounts and onboard new customers. This role will lead internal customer presentations, the customer discovery experience, quotation, negotiation, and preparation for start of business with seamless transition to the Account Management team. What this position will do: Meet or exceed unit volume and revenue targets through management of existing accounts through improved operational excellence. This role will manage national account managers to provide additional value thru product mix, customer mix, and pricing execution. This position reports the to the Director of New Business development. The ideal candidate possesses a history of increasingly responsible sales roles, with demonstrated ability to perform at a high level and successfully interact with all customer contacts including C-level executives. This candidate is an exceptionally practical leader who “gets the job done” in an accurate, consistent, and timely manner. Experience in calling on, presenting to, and maintaining mutually beneficial relationships is strongly desired. Must have the capability to create and influence the business strategy while ensuring in the job process-oriented improvements, possess excellent planning, organizational and communication skills, with ability to relate to team members across the enterprise. 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. Includes the research and determination of target accounts, planning and execution of customer acquisition. Account Plans (Shared and aligned with internal cross-functional teams) that tie to strategy and growth plan. This includes weekly tracking and monthly/quarterly business reviews. Manages account managers in pursue of growing the business while optimizing existing resources based on defined strategy and methodology. Ensures team accountability and development while motivating the team. Growth and Account plans should be: Specific, achievable, measurable, and profitable. Lead and managed weekly with support from a cross-functional core team. Updated monthly/quarterly and presented to leadership. Understand customer requirements and works effortlessly to offer programs that supersede customer expectations. Schedules and leads business meetings, QBR’s, Line Reviews and RFQs/RFPs. Incorporates cross-functional team members as needed (i.e., Marketing, Category Management, Field Activation, Finance, etc.). Other related deliverables include: Preparation, completion, presentation, and execution of customer playbook upon leadership`s approval. Leads business negotiations, including but not limited to new business letters of intent, agreements and or contracts. Works jointly with the account managers to determine business forecasting and necessary preparation. Complete customer engagement reports through CRM tools that are specific and justify travel related spend. Customer relationship and decision-making 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 deficient 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. Identify 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. Supports the team with RFQ/RFP phases. Other projects as assigned by the New Business Development Manager. Cultural: Be a champion within company and beyond for our Purpose and Values. Qualifications: Bachelor’s Degree (or equivalent) Business degree or equivalent work experience. 4 years B2B/Commercial sales experience required. Experience working in the Automotive and Commercial aftermarket 3 years in Sales (Key) Account Management or Category Management preferred. Battery and/or retail tire business knowledge a plus. Top performer, award winner 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 work in cross-functional teams, build relationships internally and manage projects. Demonstrated ability to identify profitable new business opportunities and bring them to closure (seal the deal). 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.). Competent in the Microsoft Word, Excel, and PowerPoint skills Scope Data Self-motivated, detail oriented and results driven. Results-driven, process focused and challenger mindset. Change agent. Able to quickly assess business/account situation, identify and enroll needed resources and drive successful change management. 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 any form of unlawful employee harassment based on race, color, religion, gender, sex, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Interstate Batteries' employees to perform their expected job duties is absolutely not tolerated. Why Join Interstate Batteries? Your Health Comprehensive healthcare benefits, company supported wellness program, onsite fitness center*** Your Career Wide range of professional development opportunities, training, resources and tools Your Money Competitive pay and bonus structure, saving and investment options that help you reach your financial goals and plan for your future ***benefits vary by office What are you waiting for? Jump-start your career with Interstate Batteries today!