Warehouse Distributor, Strategic Account Manager

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

📋 Description

• Establish and nurture strategic partnerships with designated warehouse distributor (WD) strategic accounts and Buying Groups headquarters, ensuring alignment on growth priorities, program implementation, and long-term goals.

• Create and implement collaborative business plans that encompass category strategies, program adoption, sales objectives, marketing initiatives, and performance benchmarks.

• Propel growth through product diversification, program positioning, and synchronization with customer purchasing and inventory strategies.

• Work alongside field sales and regional teams to guarantee effective implementation of distributor initiatives at local and branch levels.

• Examine account performance and market conditions to pinpoint opportunities for increasing market share, enhancing distributor competitiveness, and bolstering PHINIA’s standing in essential product categories.

• Coordinate cross-functional resources—including marketing, product management, operations, supply chain, finance, and customer service—to provide account-specific solutions and address issues.

• Conduct regular business reviews with strategic accounts, showcasing performance outcomes, action plans, and future growth strategies.

• Identify and mitigate risks such as competitive pressures, supply issues, changing market dynamics, or organizational shifts within distributor entities.

• Collect and relay market and competitive intelligence to guide account strategies, category positioning, and internal planning processes.

• Ensure precise account planning, forecasting, and pipeline management utilizing CRM tools and sales reporting systems.

• Collaborate with key accounts to develop demand forecasts and work with supply chain demand planning teams.

• Lead negotiations and oversee the execution of agreements with strategic customers and buying group headquarters.

• Uphold compliance with company policies, pricing standards, and sales procedures.

• Represent PHINIA at significant customer meetings, industry exhibitions, and strategic planning sessions, enhancing the company’s visibility and leadership in the Independent Aftermarket.

⛳️ Requirements

• Bachelor's degree in business, marketing, or a related field is preferred; or equivalent experience.

• At least 5 years of experience in account management, sales, or business development within the automotive aftermarket or a similar industry.

• Proven track record of managing large, complex accounts—ideally warehouse distributors or major Independent Aftermarket partners.

• Knowledge of aftermarket distribution models, category dynamics, and WD sales processes.

• Strong analytical abilities to interpret sales data, recognize trends, and convert insights into actionable strategies.

• Outstanding communication, negotiation, and executive-level presentation skills, capable of influencing decision-makers at various levels.

• Experience in coordinating cross-functional resources, including operations, supply chain, marketing, product management, and customer service.

• Proficient in CRM platforms (preferably Salesforce) and sales reporting/forecasting tools.

• Strong problem-solving skills, including managing contract issues, effective communication, and timely resolution of problems.

• Self-driven and comfortable working in a remote, field-based setting, juggling multiple priorities with minimal oversight.

• Willingness to travel up to 40%, including overnight stays as necessary to achieve business objectives and meet customer demands.

🏝️ Benefits

• Health insurance

• Family-centric policies

• Agile workplace program

• Development opportunities at all levels