Sr. Key Account Manager

Company Overview

With $5 billion in revenue and 3,800+ employees in the U.S., Mexico and Canada, TBC Corporation is a leader in the mobility industry and one of North America’s largest marketers of automotive replacement tires through wholesale and franchise operations. TBC serves wholesale customers in the United States, Canada and Mexico through TBC Brands, NTW, TBC International, and TBC de Mexico. Additionally, TBC responds to the needs of consumers in search of total car care at more than 2,000 franchised tire and automotive service centers under the Big O Tires® and Midas®. TBC is headquartered in Palm Beach Gardens, Florida.

TBC markets on a wholesale basis to regional tire chains and distributors serving independent tire dealers throughout the US, Canada, and Mexico. TBC has 20 proprietary brands of tires specializing in passenger, commercial, farm and specialty tires. In 2005, TBC Corp. was purchased by Sumitomo Corporation of America (SCOA). SCOA is the largest subsidiary of Sumitomo Corporation, one of Japan’s major integrated trading and investment business enterprises. In 2018 Michelin, the largest tire manufacturer in Europe, invested in the company which is now a 50:50, privately held joint venture between Sumitomo and Michelin.

Our values are the foundation of our work, how we interact with each other, and the strategies we employ to fulfill our purpose. These are the practices we use every day – in everything we do:

• Integrity - We act honestly because nothing is more important than our reputation.

• Teamwork - We are better together.
• People-Focused - We put people first – our Associates, customers, franchisees, and partners – and cultivate a respectful, collaborative, and inclusive culture, top to bottom, inside and out.
• Accountability - We own our actions and decisions; we do what we say we are going to do.
• Leave Everything Better - We innovate to improve everything we touch, and we take actions now to protect the future.

Description

 The Senior Key Account Manager will be responsible for leading the development of sales for all TBC (Channel) products portfolios in their respective account portfolio which represent the largest most complex customers within the channel. This includes both prospecting for new customers as well as reinforcing existing customer relationships to grow tire and non-tire sales and representing the brands of TBC at industry and dealer events.

Ambitions will be achieved through maintaining a customer-centric approach and flawless collaboration with TBC support teams as well as maintaining accurate sales reporting.

Job Responsibilities

• Establishing relationship with ownership/senior personnel within each account to determine how TBC can build offers and solutions that meet the customers priorities, business challenges, and current/ future needs.
• Strategic capability to support customers with mid to long term solutions toward their evolving needs. Services existing accounts, obtains orders, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential sales outlets and other trade factors.
• Focuses sales efforts by studying existing and potential volume of dealers.
• Keeps management informed by submitting activity and results reports, such as call reports, territory analysis via salesforce.com.
• Ability to collaborate and lead internal cross functional teams to drive customer solutions and satisfaction.
• Responsibility to meet or exceed Senior Key Account Manager sales budgets; contributes to entire Group’s profitability by prudent management of accounts.
• Responsible for the full financial performance of their respective account portfolio to include unit/ financial forecast, product mix, and delivery channel mix. 
• Monitors competition by gathering current marketplace information on products, new products, delivery schedules, merchandising techniques, etc.
• Recommends changes in products, service, and policy by evaluating results and competitive developments.

Additional Responsibilities

• Understanding the ability to sell all that TBC has to offer across multiple delivery platforms and SCaaS solutions.
• Leverages CRM platform to manage customer, sales, marketing, and customer service interactions as well as fully utilizing the platform to enhance the customer experience and improve customer’s ease of doing business with TBC.
• Resolves customer complaints by investigating problems, developing solutions, preparing reports and making recommendations to management.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks and participating in professional societies.
• Contributes to team effort by accomplishing related results as needed.
• Capable and willing to mentor and support other Key Account Managers within the Channel sales team. 
• Collaborate with supplier partners to uncover customer-level opportunities.
• Other duties as assigned.

Qualifications

• Qualifying candidate is preferred to have ten (10) years B2B industry experience with a wide product portfolio knowledge.
• Previous experience managing senior level strategic accounts.
• Ability to build formal and informal customer support networks within TBC.
• Previous TBC product portfolio management requested.
• Proficient in computer programs including Microsoft Office, Salesforce, etc.
• Professional appearance and communication skills
• Valid driver’s license and MOTUS/CARDATA complaint vehicle
• Ability to work autonomously with limited supervision
• BS or equal preferred

• Bilingual in Spanish /English is a plus

Benefits

• Market competitive compensation
• 401(k) and Roth with company match. Immediate 100% vesting
• Comprehensive benefits including medical, dental and vision
• Company paid short term disability and employer subsidized long term disability
• Company paid life insurance
• Discounted tire purchasing
• Tuition reimbursement
• Employee assistance program
• Generous paid vacation and paid time off
• Customizable voluntary benefits
• and More!!!

Mission Critical Competencies

TBC seeks team members who excel in demonstrating our critical competencies to drive organizational capability. In this spirit we view the following as mission critical for this role:

• Strategic Mindset: seeing ahead to future possibilities and translating them into breakthrough strategies.
• Action Oriented: Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
• Cultivates Innovation: Creating new and better ways for the organization to be successful.
• Collaborates: Building partnerships and working collaboratively with others to meet shared objectives
• Customer Focus: Building strong customer relationships and delivering customer-centric solutions.
• Develops Talent: Developing people to meet both their career goals and the organization's goals.
• Ensures Accountability: Holding self and others accountable to meet commitments.
• Drives Engagement: Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
• Communicates Effectively: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Instills Trust: Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Change Management: effective Sponsorship, Change Agent and influencing skills. Adaptive, agile, flexible, open minded. Proven ability to build cross-functional commitment, lead, simplify and scale complex dynamic organizations through transformational change.