National Account Representative
The National Account Representative is responsible for managing and expanding key customer accounts by fostering strong relationships, providing expert guidance on products and services, and coordinating communication to meet customer needs. This role plays a pivotal part in maintaining customer satisfaction and supporting regional and national sales efforts.
ESSENTIAL JOB FUNCTIONS:
Develop and nurture relationships within the assigned territory to ensure OE dealer locations promote and sell genuine OE lubricants.
Build a qualified account pipeline and serve as the primary point of contact for dealer locations, providing guidance and support.
Transfer knowledge and motivate dealership personnel to enhance product understanding and sales performance.
Provide accurate meeting minutes after each visit and maintain a consistent visit schedule to retailers.
Maintain high-level relationships with DPSM’s, zone managers, and retailer principals.
Generate timely and detailed reports for both internal and external customers to aid in program planning and execution.
Mentor and provide support to other team members within the GOC team.
Offer marketing and field sales support for national accounts, facilitating ongoing sales and marketing activities with OEM field and distributors.
Support and advance regional sales efforts for national accounts.
Coordinate the introduction of a nationwide OEM distribution program, working closely with OEM field sales, automotive dealerships, and distributor field sales representatives.
Develop and implement a regional rollout timetable for the distribution program.
Conduct OEM field training meetings and presentations, reporting field sales activities to national account management.
Coordinate dealer rollout meetings with OEM field sales and distribution sales and management.
Map out the geographical locations of OEM dealerships and align them with distributor coverage.
Collaborate with distributors to present program outlines and gather feedback for qualification and selection processes.
Maintain ongoing communication and activities with distributor representatives in the region.
Resolve regional issues with distributors and dealerships, collaborating with OEM district parts and service managers and client operations associates.
Assist in the development, launch, and support of marketing campaigns, projects, and promotions.
Education: BA/BS (technical degree preferred) or equivalent experience preferred. Certified Lubricants Specialist certification is a plus.
3-5+ years of senior-level Sales experience, with 3-5 years in PCMO, 4 years with OES OEM’s
3 years in Automotive Distribution and Automotive Dealerships (OEM parts and/or service field sales and support).
JOB KNOWLEDGE/SPECIAL SKILLS/ABILITIES:
Proficient in MS Office (Excel, Word, PowerPoint), CRM (Salesforce), and email (Outlook).
Strong written and verbal communication skills.
Comprehensive product knowledge of engine oils, transmission fluids, power steering fluids, compressor oils, and lubrication storage and tracking equipment.
Ability to process information logically and follow ethical business practices.
Exceptional customer service attitude and teamwork skills.
Leadership qualities, including mentoring abilities and teamwork.
Deep understanding of dealership operations and the interplay between sales, finance, service, and parts departments.
Excellent knowledge of sales tools, reports, and accounts receivable management.
Outstanding negotiation, self-motivation, and time management skills.
Strong organizational, planning, and project management skills.
Ability to work effectively in a multicultural work environment and adapt to a consensus-based decision-making management style.