Director, Strategic Accounts – Automotive Refinish

This is a fully remote position, open to applicants in United States.

📋 Description

• Enhance customer share growth and deepen portfolio engagement across current client relationships

• Collaborate with Sales, Distribution, Marketing, and Technical teams to pinpoint cross-selling and SKU expansion opportunities

• Spearhead initiatives for improving commercial margins, managing customer renewals, negotiating contracts, devising pricing strategies, and implementing value-based selling programs

• Advocate for technological transformation and the adoption of innovative solutions, including new products, services, digital tools, and technology offerings

• Work in partnership with Product Management, Marketing, Technical Services, IT, and Operations to expedite commercialization and market acceptance

• Create and refine organizational strategies, operating frameworks, resource allocation, coverage models, and operational capabilities

• Formulate long-term growth plans for segments that align with customer requirements, market trends, technology trajectories, organizational strengths, and Axalta’s strategic goals

• Set measurable performance metrics and accountability structures to drive growth, enhance profitability, and increase market share

• Oversee strategic account management for North America by directing planning, execution, and performance across vital customer collaborations

• Develop and execute comprehensive multi-year account strategies

• Build and sustain executive-level relationships with key strategic clients

• Collaborate with cross-functional teams to provide integrated solutions and optimize customer value

• Identify and pursue fresh business opportunities within existing strategic accounts

• Keep abreast of industry trends, customer behaviors, and the competitive landscape

• Ensure the consistent application of CRM tools and data analytics to monitor performance, project growth, and highlight areas for enhancement

• Promote Axalta’s core values while nurturing innovation, accountability, and a customer-centric approach

• Collaborate with the Refinish Senior Leadership Team to influence strategic initiatives and broader commercial strategies

• Report directly to the VP, Sales – Refinish NA

• Manage a team of 10 direct reports and approximately 50 indirect reports

• Travel up to 50%, primarily domestically, with some international travel

⛳️ Requirements

• A bachelor’s degree is required

• 10–15 years of progressive experience in sales, account management, or customer strategy positions

• Proven success in strategic account management, business development, or enterprise sales leadership, preferably within the refinish or automotive aftermarket sector

• Demonstrated ability to manage intricate, multi-tiered customer relationships and negotiate high-stakes agreements

• Strong business insight coupled with a thorough understanding of MSO operations, jobber networks, and the economics of the collision repair industry

• Outstanding negotiation and influencing capabilities

• Excellent communication and presentation skills

• Experience in leading cross-functional teams and fostering alignment among diverse stakeholders

• Proficient in MS Office and Salesforce

• Strong analytical and strategic thinking abilities

• Comfortable navigating dynamic, fast-paced environments with significant autonomy

• Willingness to travel internationally and domestically as necessary

🏝️ Benefits

• Health insurance

• Paid time off