National Account Manager, Fleet & Strategic Accounts

Marmon Holdings, Inc.•Cullman, AL

15d

About The Position

TSE Brakes, Inc. As a part of the global industrial organization Marmon Holdings—which is backed by Berkshire Hathaway—you’ll be doing things that matter, leading at every level, and winning a better way. We’re committed to making a positive impact on the world, providing you with diverse learning and working opportunities, and fostering a culture where everyone’s empowered to be their best. The National Account Manager, Fleet & Strategic Accounts, is responsible for building and growing TSE Brakes business with North American Class 6–8 fleets and the dealer and distributor networks that support them. This position leads to fleet specification and standard position pursuits, manages key fleet relationships, and coordinates dealers, OES, warehouse distributors, and OEMs to drive pull-through of TSE Brakes products. The focus is on premium products, share growth, and profitable programs with targeted fleets and their service channels.

Requirements

6–10 years of sales experience.
Significant sales experience in the North American commercial fleet market or closely related commercial vehicle segment.
Direct and indirect sales experience involving fleets and supporting channels (dealers, OES, WDs, OEMs).
History of managing long-cycle, multi-stakeholder sales processes and achieving sales goals.
High energy, self-starter, comfortable operating with limited structure and building account processes where needed.
Strategic thinker with experience in fleet account planning and complex deal management.
Strong commercial and financial skills, including comfort with pricing, contribution margin, and program profitability.
Comfortable with technical products and able to communicate technical value to fleets and channel partners.
Excellent interpersonal and communication skills, including presentations to senior fleet and customer audiences.
Strong organization, planning, and follow-through in a high-travel environment.
Proficient in Microsoft Office and CRM tools.

Nice To Haves

Experience in heavy duty trucks, trailers, or brake-related components.
Existing relationships with large national or regional fleets and related dealer networks.
Experience securing fleet specifications or standard positions.

Responsibilities

Own sales results for assigned fleet and strategic accounts, including revenue, gross margin dollars, and share growth for TSE Brakes product lines.
Develop and maintain relationships with key decision makers at national and regional fleets, including maintenance, purchasing, and operations leadership.
Build account plans for targeted fleets that align specifications, pricing, programs, and support the dealer, OES, and distribution networks that service those fleets.
Lead specification and standard position pursuits with fleets, including RFQ/RFP response, pricing recommendations, and business cases.
Coordinate and execute fleet test programs and product evaluations, work with Engineering to plan tests and report results to fleets and internal stakeholders.
Engage both direct and indirect channels (dealers, OES, warehouse distributors, OEMs) to support fleet programs and pull-through of TSE Brakes products.
Partner with Aftermarket National Account Manager(s) to align fleet programs with regional distributors and dealers in shared territories.
Support IAM, retail, OES, and OEM personnel at national and regional trade shows, training events, and customer meetings.
Participate in fleet-related industry associations and events (such as TMC and IANA) to maintain visibility and industry knowledge.
Provide quantifiable feedback to TSE Brakes management on fleet specifications, purchasing activity, program performance, and competitive movement.
Maintain accurate account, pipeline, and activity data in company sales tools and provide timely forecasts and reports.
Work cross-functionally with Operations, Engineering, and Marketing to support product launches, field issues, and warranty topics for fleet customers.
Other duties as assigned.