Warehouse Distributor, Strategic Account Manager

PHINIA

Strategic Account Manager overseeing warehouse distributor relationships at PHINIA. Driving revenue growth, category expansion, and program adoption within Independent Aftermarket partners.

Posted 6/30/2026full-timeRemote • Missouri • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Lead strategic relationships with assigned warehouse distributor (WD) Strategic accounts and Buying Groups HQ’s, ensuring alignment on growth priorities, program execution, and long‑term objectives.
Develop and execute joint business plans that include category strategies, program adoption, sales targets, marketing initiatives, and performance milestones.
Drive growth through product expansion, program positioning, and alignment with customer purchasing and stocking strategies.
Collaborate with field sales and regional teams to ensure effective execution of distributor initiatives at the local and branch levels.
Analyze account performance and market conditions, identifying opportunities to increase share, improve distributor competitiveness, and strengthen PHINIA’s position in key product categories.
Coordinate cross‑functional resources—including marketing, product management, operations, supply chain, finance, and customer service—to deliver account‑specific solutions and resolve issues.
Lead regular business reviews with strategic accounts, presenting performance results, action plans, and forward‑looking growth strategies.
Identify and address risks such as competitive threats, supply challenges, shifting market dynamics, or changes within distributor organizations.
Gather and communicate market and competitive intelligence to inform account strategies, category positioning, and internal planning.
Maintain accurate account planning, forecasting, and pipeline management using CRM tools and sales reporting systems.
Develop demand forecasts in collaboration with key accounts and coordinate with supply chain demand planning teams.
Lead contract negotiations and manage the execution of agreements with strategic customers and buying group headquarters.
Maintain compliance with company policies, pricing guidelines, and sales processes.
Represent PHINIA at key customer meetings, industry shows, and strategic planning sessions, strengthening the company’s presence and leadership position in the Independent Aftermarket.

Requirements

What you’ll need

Bachelor’s degree in business, marketing, or a related field preferred; or equivalent experience
Minimum of 5 years in account management, sales, or business development in the automotive aftermarket or a related industry
Demonstrated success managing large, complex accounts—preferably warehouse distributors or major Independent Aftermarket partners.
Understanding of aftermarket distribution models, category dynamics, and WD sales processes.
Strong analytical skills with the ability to interpret sales data, identify trends, and translate insights into actionable strategies.
Exceptional communication, negotiation, and executive‑level presentation skills, with the ability to influence decision‑makers at multiple levels.
Experience coordinating cross‑functional resources, including operations, supply chain, marketing, product management, and customer service.
Proficiency with CRM platforms (preferably Salesforce) and sales reporting/forecasting tools.
Strong problem‑solving capabilities, including managing contract issues, clear communication and timely issue resolution.
Self‑motivated and comfortable working in a remote, field‑based environment, managing multiple priorities with minimal supervision.
Ability to travel up to 40% including overnight as required to meet business objectives and customer needs

Benefits

Comp & perks

Health insurance
Family-centric policies
Agile workplace program
Development opportunities at all levels

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Sales Target DevelopmentMarket AnalysisDemand ForecastingProgram ExecutionContract Negotiation

Soft Skills

Exceptional CommunicationProblem-SolvingSelf-MotivatedInfluencing Skills