National Account Manager - Automotive Aftermarket Retail

Job Description

Job Description

National Account Manager – Automotive Aftermarket Retail

Location: Memphis, TN
Job Type: Full-Time

Position Summary

We are seeking an experienced National Account Manager to drive sales growth, category expansion, and strategic account development with major automotive and retail customers. This individual will represent multiple manufacturer partners and serve as the primary liaison to retail buyers, category managers, merchandise managers, inventory planners, and supply chain teams.

The ideal candidate combines strong retail account management experience with advanced analytical skills, category management expertise, and a proven ability to influence retail decisions, negotiate programs, and develop growth strategies that improve sales, profitability, and market share.

Qualifications

Required

• 3+ years of experience managing national retail accounts, category management, or strategic customer relationships.
• Experience working directly with retail buyers, category managers, merchandise managers, or purchasing teams.
• Proficiency in Excel, Power BI, retailer reporting systems, and sales analytics tools.
• Strong analytical, negotiation, project management, and presentation skills.
• Ability to manage multiple priorities while maintaining exceptional customer responsiveness.
• Automotive aftermarket experience in sales, logistics, or analytics.
• Experience supporting AutoZone, O'Reilly, Advance Auto Parts, NAPA, Carquest, Walmart, Tractor Supply, or similar retailers.

Preferred

• Familiarity with Circana/IRI, Nielsen, PartExpert, Epicor, and retailer reporting platforms.
• Bachelor's degree preferred; equivalent industry experience considered.

Key Responsibilities

National Account Management

• Build and maintain relationships with retail buyers, category managers, and key decision-makers.
• Serve as the primary contact between manufacturer partners and retail customers.
• Participate in line reviews, category planning sessions, annual business reviews, trade shows, and strategic meetings.
• Identify opportunities to expand assortment, product placement, promotional activity, and sales growth.

Analytics & Category Management

• Analyze sales, inventory, market share, replenishment, and promotional performance data.
• Utilize retailer and syndicated data to identify growth opportunities and operational improvements.
• Develop scorecards, business reviews, reports, and presentations for customers and leadership.
• Recommend actions to improve category performance, inventory productivity, and profitability.

Strategic Planning & Program Development

• Lead negotiations involving assortment changes, promotional programs, pricing strategies, inventory initiatives, and annual business plans.
• Collaborate with manufacturers and retailers to develop growth plans, forecasts, and sales objectives.
• Support merchandising, marketing, and supply chain initiatives that drive customer success.

Customer Support & Execution

• Resolve customer, inventory, and operational issues in a timely manner.
• Coordinate with internal teams and manufacturer partners to ensure successful program execution.
• Monitor key business metrics and proactively address performance gaps.
• Provide ongoing communication regarding new products, promotions, inventory positions, and business opportunities.

Core Competencies

• National Account Management
• Category Management
• Retail Analytics & Business Intelligence
• Strategic Planning & Forecasting
• Program Negotiation
• Inventory Optimization
• Customer Relationship Management
• Executive Presentations
• Project Management
• Cross-Functional Leadership
• Retail Operations & Supply Chain Support
• Problem Resolution

Compensation & Benefits

• Competitive base salary
• Performance-based bonus opportunities
• Health, dental, and vision insurance
• 401(k) with company match
• Paid time off and company holidays