Strategic Account Manager - Heavy Duty Aftermarket

PHINIA•Auburn Hills, MI

13d

About The Position

Reporting to the Sr. Sales Manager – Heavy Duty, the Strategic Account Manager – Heavy Duty role will focus on building and managing long-term relationships with key aftermarket clients, driving revenue growth, and ensuring the delivery of high-quality solutions that meet the unique needs of the aftermarket sector. The ideal candidate will have strong experience in the heavy duty aftermarket industry, with a proven track record in managing complex accounts, driving sales strategies, and developing strong customer partnerships. This individual must be proactive, customer-centric, and able to navigate a fast-paced and evolving marketplace.

Requirements

Bachelor’s degree in Business, Marketing or a related field (or equivalent experience).
Minimum of 5 years in key account management or business development in the heavy duty aftermarket or a related industry.
Proven track record of managing high-value, strategic accounts and achieving sales targets.
Strong understanding of the aftermarket supply chain, product offerings, and industry trends.
Excellent communication, negotiation, and presentation skills.
Strong analytical and problem-solving abilities with a customer-centric mindset.
Ability to work independently and as part of a team in a fast-paced, results-driven environment.
Proficient in CRM software (e.g., Salesforce), Microsoft Office Suite, and other sales-related tools.
Knowledge of heavy duty and/or automotive parts, accessories and channels.
Experience working with major heavy duty retail accounts, wholesale distributors and OEM truck makers for the OES channel.
Willingness to travel frequently (up to 40% of the time) to meet with assigned accounts.

Nice To Haves

MBA or advanced sales certifications are a plus.

Responsibilities

Serve as the primary point of contact for strategic aftermarket accounts, including strategic independent aftermarket d istributors and the OES channel , by fostering long-term and trusting relationships.
Understand the unique needs, challenges, and goals of each customer to deliver tailored solutions that maximize satisfaction and value.
Manage the full lifecycle of the customer relationship, from acquisition to retention, and ensure successful onboarding, support, and renewal processes.
Develop and execute strategic business plans to drive revenue growth within assigned accounts.
Identify new business opportunities within existing accounts and expand share of wallet through upselling and cross-selling.
Achieve and exceed sales targets, KPIs, and other performance metrics set by the business.
Stay informed about industry trends, competitor activities, and new product developments in the heavy duty aftermarket.
Leverage industry insights to recommend solutions that address customer needs and position the company as a market leader.
Collaborate with internal teams such as marketing, supply chain, finance and operations to deliver seamless and timely solutions to customers.
Work closely with the OEM sales team to identify OES aftermarket opportunities, both branded and private label.
Provide feedback from customers to help improve products, services, and processes.
Coordinate with logistics and distribution teams to ensure products are delivered efficiently and in line with customer expectations.
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 truck maker headquarters.
Ensure customer compliance with terms and conditions while maintaining profitable business relationships.
Address contract issues and resolve conflicts to ensure mutual satisfaction.
Actively monitor customer satisfaction through regular communication, surveys, and feedback loops.
Proactively resolve any customer issues, complaints, or concerns in a timely and effective manner.
Attend trade shows, industry events, and meetings to promote brand presence and network with key industry players.