Sr. Key Account Manager- PLT, National Distributor

Continental•Fort Mill, SC

11d•Hybrid

About The Position

The Sr. Key Account Manager has total responsibility for assigned accounts, including sales, margin, revenue, product planning, marketing support, and strategic planning. The role develops and executes national distributor sales and marketing strategies aligned with company growth objectives, and works closely with National and Regional Sales Managers to guide consistent field execution. It provides customer insights to the Channel Director for forecasting and budget assumptions and builds strong relationships with customer headquarters and field leadership. The position develops and maintains strategic account plans, communicates with customer teams up to principal owners, and works to achieve established sales and MOS objectives. It coordinates product introductions, forecasts sales by month, year, and article, and manages inventory and production planning against account forecasts and unit objectives. The role also prepares business proposals, negotiates and manages pricing, resolves operational and administrative issues, ensures price files are implemented, guides Inside Sales, recommends product development and testing activities, prepares management presentations, and coordinates national and customer-specific events. The role leads, coaches, and develops Key Account Representative team members and collaborates with National and Regional Sales Managers on execution. It provides input to budgeting and forecasting. The position requires a bachelor's degree in business or a related field, substantial professional sales and tire-industry experience, and people- or project-leadership experience. Legal authorization to work in the United States is required. Relocation may be offered if needed. The position follows a hybrid work arrangement with 60% in-office work.

Requirements

Bachelor's degree in business or a related field.
10 or more years of professional sales experience.
3 or more years of experience leading people or projects.
5 or more years of tire industry experience.
Ability to match products and services to prospective needs and opportunities, work with key decision makers, present features and benefits, address objections, close sales, and follow up.
Demonstrated ability to apply sales principles, practices, and methodologies together with knowledge of standard marketing programs to provide advisory services.
Ability to recommend strategic actions based on financials, think globally and act locally, and follow industry standards.
Advanced proficiency with Microsoft programs and specialized in-house systems, including the ability to develop reusable solutions and train others.
Advanced oral and written communication skills, including the ability to plan and deliver persuasive presentations and communications.
Ability to establish working relationships with outside agencies, organizations, and entities to meet established needs.
Advanced ability to work with internal and external customers and interact proactively with multicultural teams.
Strong conflict-management and negotiation skills, including the ability to mediate and counsel opposing views.
Legal authorization to work in the United States.

Nice To Haves

5 or more years of tire industry experience, preferably in the U.S. PLT replacement market.

Responsibilities

Take total responsibility for assigned accounts, including sales, margin, revenue, product planning, marketing support, and strategic planning.
Develop and execute national distributor sales and marketing strategies aligned with company growth objectives.
Collaborate with National and Regional Sales Managers to guide field teams in consistent execution of national distributor strategies.
Provide customer insight to the Channel Director to support accurate forecasting and budget assumptions.
Build strong working relationships with customer headquarters and field leadership.
Develop and maintain strategic plans for key accounts and communicate with customer teams up to principal owners.
Achieve established sales and MOS objectives for assigned accounts.
Coordinate with Product Planning to introduce new product lines and support account growth.
Forecast key account sales by month and year at the article level.
Coordinate, monitor, and manage inventory and production planning to meet account forecasts and unit objectives.
Establish business proposals and negotiate and manage pricing issues for key accounts.
Manage and resolve operational and administrative issues, including billing errors, shipping errors, and claims.
Ensure price files are implemented according to key account requirements.
Provide direction to Inside Sales on account handling.
Identify and recommend product development and testing activities.
Prepare management presentations and updates concerning future account business and strategy.
Coordinate national and customer-specific events.
Lead, coach, and develop Key Account Representative team members.
Provide accurate and timely input to budgeting and forecasting processes.

Benefits

Immediate benefits
Robust total rewards package
Paid time off
Volunteer time off
Tuition assistance
Employee discounts, including tire discounts
Competitive bonus programs
Employee 401(k) match
Diverse and inclusive work environment with more than 20 Employee Resource Groups
Employee Assistance Program
Future growth opportunities, including personal and professional growth
Relocation may be offered if needed