Warehouse Distributor, Strategic Account Manager
Location
Michigan
Posted
4 days ago
Salary
0
Seniority
Senior
Job Description
Warehouse Distributor, Strategic Account Manager
PHINIA
• 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.
Job Requirements
- 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
Benefits
- Health insurance
- Family-centric policies
- Agile workplace program
- Development opportunities at all levels
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