Senior Key Account Manager, National Sales

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

Senior Key Account Manager will play a crucial role in managing and expanding key customer relationships through high touch, account management capabilities, and leading business solutions across sales, suppliers, supply chain solutions, and business planning. Senior Key Account Manager will manage the customer experience and drive cross-functional team supporting a large, key customer account. This position is responsible for all aspects of customer integration across TBC, leading both tire sales and supply chain integration. The primary responsibility is to develop and execute strategies to achieve sales targets and enhance customer satisfaction.

Job Responsibilities

• Serves as the primary and first line point of communication between NTW and customer
• Develops and implements strategic plans to achieve sales targets and increase market share
• Negotiates contracts, terms, and conditions including customer Distribution Agreements, Amendments, extensions, renewals, letters of intent, limited time offers. Manages any contractual pricing, compliance, etc. obligations and manages distribution agreement contract terms.
• Responsible for cross functional customer alignment, customer wiring, top-to-tops (drive bi-annual / annual customer meetings with C suite executives of customer and NTW/TBC). Engages with customer organization up to the highest level, including personnel outside the sourcing/replenishment organization
• Serves as the main point of contact for key clients, account management, understanding their business needs, and building strong, long-term relationships.
• Identifies and pursues opportunities to expand the company's product portfolio within existing key accounts.
• Conducts thorough analysis and develop plans for customer requirements, market trends, and competitor activities to identify opportunities for growth and address customer needs effectively.
• Leads business reviews, QBR’s, and operations reviews for assigned accounts

Additional Responsibilities

• Monitors and analyzes sales performance, prepares accurate sales forecasts, and provides regular reports to leader, highlighting key achievements, challenges, and recommendations.
• Ensures high levels of customer satisfaction by building relationships, promptly addressing customer inquiries, concerns, and issues, and providing effective solutions.
• Builds a strategic supply chain business plan that includes service levels, product assortment, inventory management, cost savings initiatives, and supplier strategy.
• Works to identify SCaaS opportunities Leads supply chain as a service ideation to drive synergies and cost reductions.
• Surfaces and resolve issues between customer and NTW, including its distribution centers
• Demonstrates strong account management skill, cultivating productive working relationships with customer, vendors and internal resource partners, works closely with the Supply Chain Management, Purchasing and Finance departments
• Identifies volume growth opportunities to achieve targets set and agreed to by the National Account Sales leadership team
• Other duties as assigned 

Qualifications

• 5+ years of proven sales experience with high-level, sophisticated account management
• Bachelor’s degree in business or marketing desired
• Excellent written and verbal communication skills
• Presentation and platform skills
• Excellent analytical and time management (organizational) skills
• Deep knowledge of Sales Force tool
• Highly proficient in Microsoft Office Tools
• Customer Focused, NTW centric
• Strong Business and financial acumen
• Solid understanding of business processes and logistics operations
• Strong interpersonal and relationship building skills
• Ability to collaborate across all departments and functions is critical
• Driven to achieve results in a fast-paced environment
• Bilingual language skills in Spanish / English are 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.