National Account Manager, Fleet

Sun Auto Tire and Service•Mesa, AZ

4d•$115,000 - $130,000•Remote

About The Position

Sun Auto Tire & Service is seeking a National Account Manager to manage sales and relationships with national strategic accounts in the commercial auto industry. The role manages and grows a portfolio of underleveraged accounts (25%) while emphasizing new business development, including winning and onboarding target accounts (75%). The position is US remote and requires 50% travel within the US. It reports to the Senior Director of Sales, Fleet. The National Account Manager develops account strategies, sales plans, pricing and promotional programs, and builds customer relationships to grow Sun Auto’s share and support strategic account growth. The role coordinates with internal teams—including fleet sales, service, operations, finance, marketing, sales management, and store locations—to address customer needs, forecast and align store traffic and service mix, and deliver account programs. It also supports Fleet Management Company (FMC) accounts by understanding their markets and growth goals, qualifying target fleets, developing tailored programs, and facilitating joint meetings. Sun Auto Tire & Service describes itself as a top-10 independent tire dealer in the US, with more than 425 stores operating under multiple brands. The company provides vehicle aftermarket tire and repair services and is expanding through organic growth and acquisitions.

Requirements

At least 5 years of relevant experience in sales, account management, or business development within the fleet management industry.
Bachelor’s degree in Business Administration, Sales, Marketing, or a related field.
Proven track record in fleet management, account management, or a related field.
Excellent communication, negotiation, and presentation skills.
Ability to analyze data and interpret market trends.
Strong project management skills and ability to multitask and prioritize effectively.
Experience working with cross-functional teams and managing complex stakeholder relationships.
Familiarity with CRM software and Microsoft Office.
Willingness to travel as required to meet client needs and attend industry events.
Strong analytical skills for fact-based selling.
Strong verbal and non-verbal communication and negotiation skills.
Organization, prioritization, time-management, detail, and accuracy skills.
Goal-oriented approach and ability to focus on objectives.
Ability to think strategically and make sound business decisions.
High level of integrity and technical aptitude.

Nice To Haves

Master’s degree.

Responsibilities

Develop sales strategies, programs, and plans for existing and new business with large strategic accounts.
Grow Sun Auto’s share and present the Sun Auto Tire & Service SAFE National Account Program, while increasing share within manufacturing partner and FMC programs.
Develop sales action plans, monitor results against plans throughout the year, and make adjustments as appropriate.
Conduct account business reviews and present them to management as appropriate.
Develop and manage account-specific sales, pricing, and promotional plans in coordination with finance, marketing, and sales management.
Identify opportunities for increased account penetration based on customer knowledge and evolving needs.
Establish account contacts and maintain an effective call program.
Handle inquiries, complaints, and service programs, liaising between customers and relevant internal Sun Auto groups, including fleet sales, service, operations, and store locations.
Forecast and partner with cross-functional teams to align store traffic and service mix.
Use insight selling to present programs that support both Sun Auto’s growth and strategic account growth.
Collaborate with others to achieve mutually agreeable outcomes and resolve potential conflicts.
Translate fleet service offerings into relevant benefits for accounts.
Lead customer meetings and trade conferences as appropriate.
Meet volume growth and market penetration objectives.
Develop a deep understanding of FMCs, including their market position, customer base, and growth goals.
Identify and qualify key targeted fleet customers by FMC.
Develop tailored programs to activate and grow qualified FMC accounts, collaborating with SMA NAM as needed.
Lead collaborative end-user and FMC meetings to explore growth opportunities.
Acquire new corporate-level business and develop business in existing accounts.
Be accountable for sales volume against quota and profit against budget.