National Account Manager

Account Manager

POSITION SUMMARY: Responsible for managing and growing key national accounts within the Automotive/PBE segment, with accountability for revenue growth, market share expansion, customer partnership development, and long-term account growth. This role owns two national accounts and is responsible for expanding distribution across shop networks, increasing share of wallet, and driving end-user demand for the Barr Brands portfolio.

KEY RESPONSIBILITIES:

• Drives revenue growth through strategic account management, customer development, and new business expansion.
• Customer & Account Leadership: Manage and grow two national accounts, developing and executing account strategies to drive revenue, distribution, and share growth.
• Develop and maintain strategic account plans, including growth targets, key initiatives, and customer engagement strategies.
• Increase awareness and adoption of the Barr Brands portfolio across distributors, jobbers, and end users.
• Drive product adoption and trial through targeted engagement with distributors, jobbers, and end users.
• Accountable for achieving annual sales targets and growth objectives.
• New Business Development & Market Expansion: Identify and develop new business opportunities to expand market presence and grow end-user demand.
• Execute targeted sales initiatives to increase penetration within key accounts and geographic markets.
• Develop and implement promotional and incentive programs to increase share of requirements.
• Identify unmet customer needs and partner cross-functionally to inform product innovation and portfolio expansion.
• Financial & Ownership: Manage account-level financial performance, including pricing, margins, and promotional investments.
• Owns and drives customer P&L performance, balancing revenue growth with profitability.
• Leverage data and insights to inform decision-making, forecasting, and account planning.
• Culture Forward Leadership: Operates within a high-performance, collaborative team environment built on accountability, ownership, and open communication.
• Contribute to a culture that values continuous improvement, customer focus, and delivering results as employee-owners.

EDUCATION AND EXPERIENCE: Education: Bachelor's degree in Business, Marketing, Finance, or related field (or equivalent experience) Experience / Skills Required: 5+ years of sales experience in automotive, PBE, industrial, or chemical products, with a strong understanding of distributor networks and two-step distribution models. Experience selling within key markets (e.g., Texas, California) is preferred. Proven track record of building and growing customer relationships and delivering sustainable sales growth. Strong communication and presentation skills, with the ability to influence and engage stakeholders. Strong analytical and forecasting skills, with the ability to translate data into actionable insights. Strong financial acumen, including experience managing pricing, margins, and promotional investments. Experience using CRM systems (e.g., Salesforce) and sales planning tools. Self-motivated, results-oriented, and able to operate effectively in a complex, fast-paced sales environment.

WORK ENVIRONMENT / PHYSICAL DEMANDS / TRAVEL: This role operates in a remote environment with frequent travel to customer sites and industry events. Ability to sit, stand, walk, reach, climb, stoop, talk, hear, and see and ability for hand/wrist use for extended periods of time. Ability to read, analyze, and interpret regulatory reports, policies, standards, government regulations, and legal documents. Ability to respond verbally and in writing to common inquiries or complaints from executive and management employees, regulatory agencies, or members of the business community; ability to effectively present information to top management or employee groups. Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to lift up to 25 lbs. as/if needed. Travel: Approximately 60%, primarily for customer engagement, trade events, and internal meetings.