Senior National Account Manager

Job Summary

The Senior National Account Manager (NAM) is the primary sales contact for all assigned categories with our largest, most complex account. The Senior NAM should serve as the single point of contact for all customer activity, and work as a liaison with Dorman corporate to ensure the account receives best in class customer service. This position is a sales leadership role that will have exposure to the highest-level executives at the customer and Dorman’s internal organization.  This position is located in Memphis, TN and will require onsite presence.

Primary Duties

• Drive sales, profitability and awareness of Dorman Products with the assigned, high volume, complex account, in support of business plan achievement.  

• In an effort to increase sales, work closely with product management to optimize inventory/deployment and manage product lifecycles within existing categories and gain new/competitive share in non-supported categories.  

• Lead sales strategy and builds strong cross functional relationships with account and has a highly sophisticated understanding of customer needs and go to market strategy. 

• Partner with the key account to create and deliver upon joint business plans, implement promotional strategies and lead regular line reviews.  

• In order to increase sales, drive data analysis, reporting and forecasting activities and be well versed in fact-based sales techniques. 

• Work with customers in major customer events, including remote locations, factory visits and potentially attending industry events.  

• Proactively communicate any competitive risks, opportunities and new product ideas back to corporate.  

• Other duties as assigned  

Qualifications

• Potential to grow within Dorman in a short time frame (within 12 months) 

• Ability to thrive in an open ended & entrepreneurial environment 

• Ability to change approach based on customer’s profile 

• Expertise in Microsoft Office Suite and data analysis 

• Self-starter that thrives in a remote office 

• Fact-based competitive selling experience 

• Ability to travel 20%+ of the time  

• Physical Requirement: Capability to lift 20 pounds.  

• Working Conditions: While performing the duties of this job, the employee is regularly required to reach, swivel, carry items from one building to another, and speak and actively listen.  Noise level is usually moderate. 

Education / Experience

• Bachelor’s degree in business, automotive technology or a related field required, Master of Business Administration preferred 

• 10+ years of applicable experience 

• 3+ years of demonstrated leadership experience obtained through direct people management or indirect management of people through cross functional teams / projects 

• Role model and leader in planning and executing successful sales strategies for Dorman’s largest and most complex account 

• Experience leading a large & complex retail account 

• Educated in financial analysis capabilities, P&L responsibilities and monitoring the performance of publicly traded companies