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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 Interstate’s largest, most strategic customers, however, in some select situations, the Senior National Account Manager (SNAM) may also have a combined portfolio of mid-sized accounts.  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.
• Demonstrates a high degree of self-awareness, evidenced by strong, strategic, interactions with cross-functional internal teams, and across multiple levels of customer organizations.
• 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 understa