National Account Manager-Automotive Aftermarket (Wheels & Tires)

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National Account Manager-Automotive Aftermarket (Wheels & Tires)

The Wheel Group

Ontario, California

Contract Consultant - Business Analyst

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National Account Manager-Automotive Aftermarket (Wheels & Tires)

The Wheel Group

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Details

Posted: 08-Jul-26

Location: Ontario, California

Type: Full Time

Salary: Competitive compensation

Categories:

Administration

Executive Management

Operations

Salary Details:

Competitive base salary, commensurate with experience Performance-based incentive compensation tied to national account revenue growth, program execution, and margin performance Comprehensive benefits package including medical, dental, and vision coverage 401(k) with company match Paid time off and company holidays

Preferred Education:

4 Year Degree

Additional Information:

Hybrid/Remote is allowed.

Internal Number: TWG-NAM001

Join Our Growing Team at The Wheel Group!

Established in 1969, The Wheel Group (TWG) is a premier manufacturer and distributor of automotive wheels, tires, and vehicle accessories. Headquartered in Ontario, CA, our distribution spans 20 North American centers in major U.S. and Canadian cities with a global reach exceeding 40 countries. We strive to bring the latest, most innovative, and exciting products to the market that meet the high standards expected by our customers and dealers. Our portfolio boasts nine wheel brands, four-wheel accessory brands, two vehicle accessory brands, and one specialty off-road tire brand. For over half a century, we have been successful due to our strong belief that delivering quality products on time and beyond our customers’ expectations will drive a successful business.

As we continue to grow our brands, expand into new markets, and invest in our future, we're looking for talented professionals who want to grow with us. If you're passionate about the automotive aftermarket and are looking for a place where you can build a long-term career, we'd love to hear from you.

At The Wheel Group, we believe our people are the driving force behind our success. We're committed to developing talent, supporting career growth, and creating opportunities for our employees to make a lasting impact.

About The Role

We are seeking a National Account Manager to manage and grow strategic relationships with key national accounts across the automotive aftermarket. This high-visibility role is responsible for driving profitable revenue growth, developing enterprise-level account strategies, and delivering long-term value across the TWG brand portfolio. You will work cross-functionally with Branches, Marketing, Operations, and Product teams to support business growth and strengthen partnerships with national retail chains, buying groups, warehouse distributors, and e-commerce platforms.

Key Responsibilities

• Build and maintain executive-level relationships with assigned national accounts, including national retail chains, warehouse distributors, buying groups, and e-commerce platforms
• Develop and execute strategic account plans that identify growth opportunities, SKU expansion, and program alignment across the TWG brand portfolio
• Lead annual and seasonal program negotiations, including pricing, promotional calendars, co-op advertising, and new product launch commitments
• Conduct regular business reviews (BRs) with key account stakeholders, presenting performance data, growth opportunities, and collaborative action plans
• Maintain an active pipeline of opportunities through new customer acquisition, product and portfolio expansion
• Develop and present annual account business plans to sales leadership, outlining growth targets, investment requirements, program strategies, and risk mitigation approaches
• Drive revenue and margin growth within assigned accounts through brand expansion, category development, program compliance, and share-of-wallet expansion across the TWG portfolio
• Identify and pursue new national account opportunities, leading the full sales cycle from prospecting and proposal through contract negotiation and onboarding
• Achieve defined KPIs related to revenue growth, margin performance, NPD sell-through, program compliance, and account retention
• Manage account-level AR quality and pricing discipline, ensuring alignment with company profitability targets and contract terms
• Collaborate cross-functionally with marketing, supply chain, product management, and customer service to ensure effective execution of account programs and promotions
• Partner with sales leadership to align national account strategy with broader company growth objectives, providing market intelligence and account-level insights
• Monitor competitive activity, market trends, and account dynamics to proactively identify risks and opportunities
• Maintain disciplined CRM documentation within HubSpot, including account plans, opportunity tracking, contract summaries, and activity logs
• Represent TWG at key industry trade shows, customer summits, and national account events — including SEMA, AAPEX, and PRI — to strengthen strategic relationships and brand visibility
• This role requires frequent travel, estimated at 30–50%, including visits to national account headquarters, regional meetings, and key industry events such as SEMA, AAPEX, and PRI.
  
  

Success Metrics

• Revenue Growth & Retention: Year-over-year national account revenue growth and account retention rate within assigned portfolio
• New Account Acquisition: Revenue and margin contribution from new national accounts, as defined in the annual growth plan
• Share of Wallet & Portfolio Expansion: Growth in brand and SKU penetration across the TWG portfolio within existing accounts
• Margin Rate Performance: Account-level gross margin performance against targets, with discipline around pricing and contract adherence
• New Product & Program Execution: New product sell-through rates, program compliance, and promotional execution against commitments
• Account Health: Qualitative and quantitative assessment of executive relationship strength, account satisfaction, and strategic partnership depth
• CRM Compliance & Pipeline Visibility: Completeness and accuracy of HubSpot records, including account plans, opportunities, and activity logs
  
  

This is a remote position. Travel of approximately 30–50% is required for customer visits, regional meetings, and industry events.

Requirements

Experience

• 5–8 years of proven national account or key account management experience in the automotive aftermarket industry.
• Demonstrated track record of growing and retaining large, complex accounts with $5M revenue responsibility.
• Deep knowledge of the automotive aftermarket industry, including national retail, warehouse distributor, buying group, and e-commerce channels — required.
• Existing relationships with national accounts such as AutoZone, 4WP, Summit Racing, Advance Auto Parts, Discount Tire, Pep Boys, or comparable national retailers and distributors is a significant advantage.
  
  

Skills & Competencies

• Strong negotiation and contract management skills, including experience with national account programs, co-op agreements, and volume rebates.
• Comfortable presenting to and engaging with senior-level and C-suite stakeholders at major retail, distribution, or e-commerce organizations.
• Highly self-directed with the ability to manage long sales cycles and balance strategic account development with day-to-day execution priorities.
• Strong analytical mindset with the ability to interpret sales data, identify growth gaps, and build compelling business cases.
• Ability to work cross-functionally across marketing, operations, and supply chain in a matrixed organization.
• CRM discipline required (HubSpot experience preferred); proficiency in Excel, PowerPoint, and data-driven account reporting.
• Ability and willingness to travel 30–50%, including domestic and overnight travel.
  
  

Education

• Bachelor’s degree in Business, Marketing, or a related field preferred; equivalent professional experience considered.
  
  

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About The Wheel Group

Established in 1969, The Wheel Group (TWG) is a premier manufacturer and distributor of automotive wheels, tires, and vehicle accessories. Headquartered in Ontario, CA, our distribution spans 20 North American centers in major U.S. and Canadian cities with a global reach exceeding 40 countries. We strive to bring the latest, most innovative, and exciting products to the market that meet the high standards expected by our customers and dealers. Our portfolio boasts nine wheel brands, four-wheel accessory brands, two vehicle accessory brands, and one specialty off-road tire brand. For over half a century, we have been successful due to our strong belief that delivering quality products on time and beyond our customers’ expectations will drive a successful business.

Connections working at The Wheel Group

https://jobs.autocare.org/jobs/22408543/national-account-manager-automotive-aftermarket-wheels-tires

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