Warehouse Distributor Strategic Account Manager

PHINIA•Auburn Hills, MI

About The Position

PHINIA: Advancing sustainability today, powering a cleaner tomorrow. PHINIA is an independent, market-leading, premium solutions and components provider with over 100 years of manufacturing expertise and industry relationships, with a strong brand portfolio that includes DELPHI®, DELCO REMY® and HARTRIDGE™. With over 12,500 employees across 43 locations in 20 countries, PHINIA is headquartered in Auburn Hills, Michigan, USA. At PHINIA, we Provide fuel systems, electrical systems, and aftermarket products and solutions of the highest quality — developed and manufactured responsibly — that are designed to enhance efficiency and reduce the environmental impact of vehicles, industrial machinery, and other applications. In doing so, we contribute to a cleaner tomorrow, treat our people and surrounding communities with respect, and hold ourselves accountable to robust ethical standards. Our Culture PHINIA promotes and cultivates an inclusive culture and diverse perspectives, strives to maintain its reputation for excellence, thrives on the power of collaboration, and fosters the development of our talented employees. We believe in making a positive impact through our business and actions, and we take our collective responsibility seriously. Career Opportunities We believe in building a brighter tomorrow for our employees as well as our customers and encourage you to learn about our long history, strong culture, new technologies, and future vision. We offer a strong local presence and interesting global opportunities. Join us on this shared journey toward a brighter tomorrow. JOB PURPOSE The Strategic Account Manager – WD is responsible for leading PHINIA’s relationships with key Independent Aftermarket partners, executing long term account strategies to drive revenue growth, category expansion, and program adoption. Reporting to the Sr. Sales Manager – National US WD, this role manages joint business planning, collaborates closely with internal colleagues, and delivers account specific solutions that support distributor performance and advance PHINIA’s strategic objectives.

Requirements

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

Responsibilities

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.