Senior National Account Manager

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Date: Sep 11, 2024

Location: US

Company: Dorman Products

Dorman was founded on the belief that people should have greater freedom to fix motor vehicles. For over 100 years, we have been driving new solutions, releasing tens of thousands of aftermarket replacement products engineered to save time and money, and increase convenience and reliability. Founded and headquartered in the United States, we are a pioneering global organization offering an always-evolving catalog of automotive, heavy-duty and specialty vehicle products. Today, we have more than 3,500 employees across 28 different locations, with a family of brands that also includes SuperATV and Dayton Parts. Publicly traded under the stock ticker DORM, we had revenues surpassing $1.93 billion in 2023.

Everyone who works at Dorman is called a Contributor. We need everyone, regardless of role and experience, to contribute to our success. That means everyone has a unique ability to make an impact on the business. We encourage all our Contributors to bring their authentic selves to work. The freedom to pursue new ideas, offer different perspectives, and grow in your career is fundamental to working at Dorman.

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.

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

Dorman Products is an equal opportunity employer; we value a combination of ideas, perspectives, and cultures at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sex, gender identity, sexual orientation, age, marital status, veteran status, or disability status. EEO/AA Employer M/F/D/V. www.DormanProducts.com

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