Job Description

Position Summary

The Strategic Account Manager (SAM) – New Vehicle Dealerships is responsible for managing and growing strategic new vehicle dealership accounts across the enterprise or assigned territory. This role serves as the strategic point of contact for all aspects of assigned strategic dealership relationships, including prospecting, closing profitable business, managing ongoing marketing programs, and recommending enhancements to supplier agreements specific to new vehicle dealerships.

The SAM develops and leads the execution of account-specific business plans, provides account leadership, and is accountable for achieving growth, profitability, and sales target goals. This individual works extensively and collaboratively with Commercial Sales Managers, Customer Account Managers, and cross-functional partners to source, onboard, and grow new vehicle dealership accounts.

In addition, the SAM acts as a subject matter expert for the commercial sales organization and represents Advance Auto Parts at company, client, and vendor events.

Key Responsibilities

· Serve as the strategic sales team point of contact and owner for assigned strategic new vehicle dealership accounts.

· Prospect, source, and develop new new-vehicle dealership relationships across the enterprise or assigned areas.

· Close profitable new business and negotiate supplier agreements and enhancements specific to dealership programs.

· Develop, execute, and manage account-specific business plans aligned with enterprise sales and growth strategies.

· Drive revenue growth, profitability, and achievement of sales and performance targets for strategic accounts.

· Manage ongoing marketing initiatives and recommend program, product, or service enhancements to improve customer satisfaction and sales potential.

· Partner closely with Commercial Sales Managers and Customer Account Managers to ensure effective account coverage, execution, and ongoing support.

· Act as a leader and subject-matter expert for the commercial sales team regarding new vehicle dealership strategy, programs, and best practices.

· Establish short- and long-term channel sales strategies and regularly evaluate the effectiveness of current programs.

· Provide education, coaching, and training support to field sales roles to drive sourcing, onboarding, and implementation of new vehicle dealership accounts.

· Represent Advance Auto Parts at internal meetings, customer meetings, industry events, and vendor engagements.

· Ensure alignment between dealership needs and internal teams including operations, merchandising, marketing, and supply chain.

Qualifications

· Bachelor’s degree or equivalent experience

· Proven experience managing strategic or enterprise-level accounts, preferably within automotive, dealership, or B2B commercial sales.

· Strong prospecting, negotiation, and deal-closing skills with a demonstrated ability to drive profitable growth.

· Experience developing and executing account-specific business plans.

· Exceptional relationship-building, communication, and influence skills across internal and external stakeholders.

· Strong understanding of channel sales strategies and program effectiveness measurement.

· Ability to work independently in an individual contributor role while collaborating cross-functionally.

· Comfortable presenting to customers, senior leaders, and large groups.

· Willingness to travel as required.

Role Characteristics

· Individual contributor role

· Strategic, customer-facing, and growth-oriented

· High visibility and cross-functional collaboration

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