National Account Manager - NAPA
About The Position
The Role The National Account Manager owns the administration, negotiation, and renewal of Vendor Agreements between GM and NAPA and is accountable for sales and growth results for the account (e.g., sales target attainment, product/SKU expansion, and forecast accuracy). This role leads a cross-functional team to achieve targets and deliver outstanding customer service while partnering with NAPA to develop and execute growth initiatives. The National Account Manager supports initiatives including developing and implementing marketing programs, resolving supply chain issues, pricing new parts, and negotiating vendor contracts. This role works closely with CCA Supply Chain, Finance, Product, and Cataloging.
Requirements
- 3–5 years of experience managing national or key accounts, including negotiating vendor agreements, resolving pricing/supply issues, and driving sales and margin growth
- Demonstrated ability to build and maintain senior level customer relationships and influence cross-functional partners
- Proven ability to identify root causes and drive resolution of account issues (e.g., pricing, supply, claims, and product)
- Ability to analyze sales, margin, and inventory trends and translate insights into account actions (assortment, pricing, and promotions)
- Minimum 1 year experience using the IMS system, including running reports and supporting common account workflows (e.g., pricing, order status, and part release)
- Clear written and verbal communication skills, including leading QBRs and line reviews and documenting action plans
- Commercial acumen to evaluate trade-offs across sales, margin, and service levels
- Demonstrated ownership mindset and bias for action in driving growth initiatives from concept through execution
- Track record of meeting or exceeding sales and growth targets in a customer-facing role
- A demonstrated ability to deliver effective presentations
- Strong prioritization and time-management skills across multiple concurrent customer initiatives and deadlines
- Proficiency with Microsoft Office; advanced Excel skills preferred
- Overnight travel required
Responsibilities
- Strengthen customer relationships with assigned account(s)
- Own headquarters-level stakeholder relationships for assigned account(s) and maintain a regular business cadence
- Deliver sales objectives by expanding new products and SKUs within assigned account(s)
- Maintain knowledge of the aftermarket environment and competitors
- Deliver QBRs, line reviews, and agreed action plans
- Optimize promotional plans with account(s) to drive product sales
- Provide supply chain forecasts for planned product line expansions and promotions
- Manage promotional and return reserve budgets
- Process promotional fund claims, policy adjustments, and returns
- Lead new product setup and supersession processes
- Partner with Finance to develop and implement product pricing
- Resolve back-orders and reconcile past-due orders
- Minimize cancellations, deductions, and fines
- Maintain current knowledge of ACDelco bulletins, automotive systems, product lines, and sales programs
- Apply functional knowledge of policies and procedures
- Demonstrate GM core values and cultural priorities
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
Number of Employees
5,001-10,000 employees
