National Account Manager-Automotive Aftermarket (Wheels & Tires)

About the role

The Wheel Group is a premier manufacturer and distributor of automotive wheels, tires, and vehicle accessories. This role is responsible for managing and growing strategic relationships with key national accounts.

Responsibilities

• Build and maintain executive-level relationships with assigned national accounts, including national retail chains, warehouse distributors, buying groups, and e-commerce platforms.
• Develop and execute strategic account plans that identify growth opportunities, SKU expansion, and program alignment across the TWG brand portfolio.
• Lead annual and seasonal program negotiations, including pricing, promotional calendars, co-op advertising, and new product launch commitments.
• Conduct regular business reviews (BRs) with key account stakeholders, presenting performance data, growth opportunities, and collaborative action plans.
• Develop and present annual account business plans to sales leadership, outlining growth targets, investment requirements, program strategies, and risk mitigation approaches.
• Drive revenue and margin growth within assigned accounts through brand expansion, category development, program compliance, and share-of-wallet expansion across the TWG portfolio.
• Pursue new national account opportunities, leading the full sales cycle from prospecting and proposal through contract negotiation and onboarding.
• Achieve defined KPIs related to revenue growth, margin performance, NPD sell-through, program compliance, and account retention.
• Manage account-level AR quality and pricing discipline, ensuring alignment with company profitability targets and contract terms.
• Collaborate cross-functionally with marketing, supply chain, product management, and customer service to ensure effective execution of account programs and promotions.
• Align national account strategy with broader company growth objectives, providing market intelligence and account-level insights.
• Maintain disciplined CRM documentation within HubSpot, including account plans, opportunity tracking, contract summaries, and activity logs.
• Represent TWG at key industry trade shows, customer summits, and national account events — including SEMA, AAPEX, and PRI — to strengthen strategic relationships and brand visibility.
• Manage account-level AR quality and pricing discipline, ensuring alignment with company profitability targets and contract terms.
• Work cross-functionally with marketing, operations, and supply chain in a matrixed organization.
• Travel of approximately 30–50% is required for customer visits, regional meetings, and industry events.

Requirements

• 5–8+ years of proven national account or key account management experience in the automotive aftermarket industry.
• Deep knowledge of the automotive aftermarket industry, including national retail, warehouse distributor, buying group, and e-commerce channels.
• Existing relationships with national accounts such as AutoZone, 4WP, Summit Racing, Advance Auto Parts, Discount Tire, Pep Boys, or comparable national retailers and distributors is a significant advantage.

Skills & Competencies

• Strong negotiation and contract management skills, including experience with national account programs, co-op agreements, and volume rebates.
• Comfortable presenting to and engaging with senior-level and C-suite stakeholders at major retail, distribution, or e-commerce organizations.
• Highly self-directed with the ability to manage long sales cycles and balance strategic account development with day-to-day execution priorities.
• Strong analytical mindset with the ability to interpret sales data, identify growth gaps, and build compelling business cases.
• Ability to work cross-functionally across marketing, operations, and supply chain in a matrixed organization.
• CRM discipline required (HubSpot experience preferred); proficiency in Excel, PowerPoint, and data-driven account reporting.
• Ability and willingness to travel 30–50%, including domestic and overnight travel.