Strategic Account Manager

Overview

Here at Discount Tire, we celebrate the spirit of our people with extraordinary pride and enthusiasm. Our business has been growing for more than 60 years and now is the best time in our history to join us. We are opening more locations every year and we are always looking for qualified individuals to join us in our growth. We are a company that promotes from within, both in our retail and corporate operations.

Under general supervision, the Fleet Account Manager is responsible for helping Discount Tire Fleet grow profitable revenue with existing Fleet Management Companies & Strategic Customer business. The ideal candidate will be responsible for establishing, building and maintaining strong, long-lasting client relationships, ensuring a high level of customer satisfaction, and identifying growth opportunities within key strategic accounts. Fleet Account Manager will work closely with and report to the Strategic Growth Manager.

Essential Duties and Responsibilities:

• Work with clients to understand their goals and objectives. Develop customized strategies and plans to help clients achieve their fleet needs using our products/services.
• Lead contract negotiations and renewals, ensuring mutually beneficial terms and identifying opportunities for long-term partnerships.
• Work closely with our store employees, Fleet team, Auto Integrate, and FMC customers to grow our business.
• Work collaboratively with teams from Product, Accounts Receivable, Sales, Account Management Specialists, Region and others, this position has authority to make recommendations directly to FMC and strategic customers on tailored solutions for the purpose of customer retention or expanding the customer’s services.
• Manage ongoing support to customers ensuring optimum and effective use of products and services
• Monitor service performance and support needs to ensure the most inviting, easy, and safe experience for our Strategic Customers.
• Monitor and communicate changes in the trajectory of key performance indicators
• Advise Strategic Growth Manager & leadership team on customers’ product and service performance based on key metrics, trends, and patterns
• Work with internal teams to understand business requirements and in turn query, synthesize and effectively communicate customer insights into actionable business strategies
• Build and maintain relationships with day-to-day maintenance contacts in larger fleets and FMCs
• Ensure high customer service and responsiveness and address questions and concerns in a timely manner
• Work closely with the Strategic Growth Manager on Quarterly Business Reviews (QBRs) with key partners and Fleet Management Company (FMCs) partners
• Perform online meetings and relationship building
• Perform presentations and demonstrations, ensuring that the appropriate people are in the meetings with the appropriate information and knowledge for our prospects, clients, and internal resources
• Manage sales pipeline and priorities within Salesforce
• Stay current on industry trends and competitor offerings, providing feedback and recommendations for new product or service development to internal teams.
• Meet and exceed sales growth targets
  
  

Success Factors:

• Develop a clear understanding of Fleet management products and services that ensures you can properly train, answer client questions and support issue resolutions
• Client-centric approach with a focus on delivering value and building long-term relationships.
• Proactive, self-starter, and comfortable working in a fast-paced environment.
• Analytical mindset with the ability to derive insights from data to drive decision-making.
• The ideal candidate is a road warrior, they’re able to spend the majority of their week traveling to build & grow relationships in person, while balancing big-picture objectives, and quarterly projects.
• Strong negotiation and closing skills.
• Strategic thinker with the ability to understand and navigate complex business environments.
• Excellent communication, both written and verbal, with the ability to present ideas clearly to clients and internal teams
• Achievement of sales, profit margins, and strategic objectives of the Fleet department
• Accountable for the on-time implementation of the assigned sales targets and performance objectives
• Ensure updates are made in Salesforce with pipeline status changes, contact information, and sales activities
• Support Strategic Growth Manager in the development of quarterly and annual business reviews and presentations key clients
  
  

Key Job Responsibilities:

You will be responsible for driving sales growth. Accomplishing this will encompass the following responsibilities:

• Take responsibility for assigned accounts such that we have a deep understanding of our target accounts and what we need to do in the selling process to earn their business
• Schedule meetings (either in person, phone or on-line) to share our solutions with targeted customers
• Ensure our people are knowledgeable about our partners, systems and fleet products and services
• Work with the Store Managers, Store Assistant Managers, Region VP/AVPs, Strategic Growth Manager, Region Business Development Manager, and National Head of Business Development to deliver on our Fleet Strategy.
• Foster close, cooperative relationships with peers, management, outside sales team, internal acct team, and administrative personnel
  
  

Qualifications:

• A minimum of three years fleet management industry, and/or B2B Account Management or Enterprise Sales Experience
• Outstanding communication (written and verbal)
• Demonstrated ability to work well with a team, both on location and in a virtual mode
• Ability to build strong relationships and strategic account management skills
• Ability to travel often is required, (approximately 60% - 75%)
• Demonstrated proficiency with managing and organization activities
• Demonstrated ability on meeting or exceeding B2B sales targets
• Demonstrated ability to develop and manage multiple projects, comfort with the entrepreneurial culture of a fast-growing organization in an ever-changing fleet industry
• Proficiency with Microsoft Office solutions, internet, and customer relationship management systems (Salesforce)
  
  

Preferred Knowledge, Skills & Abilities:

• 2 years of Discount Tire Store Management Experience
• Experience with fleet solutions selling
• Experience with Auto Integrate or 3rd party approval platform
• Fleet industry sales experience
• Strong knowledge of fleet and retail operations
• Demonstrated proficiency managing analytically rigorous initiatives
  
  

Education:

A Bachelor’s degree or equivalent applicable experience is required

Work Days:

Normal workdays are Monday through Friday. Occasional Saturdays may be necessary.

Work Hours:

Normal work hours are 7:00 a.m. to 4:00 p.m. Occasional overtime (more than forty hours per week) may be necessary

Discount Tire provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local law.