Director, Strategic Accounts – Automotive Refinish

🔥 13 hours ago

🇺🇸 United States – Remote

💵 $200k - $225k / year

⏰ Full Time

🔴 Lead

👔 Director

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Axalta

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1870

🏭 Manufacturing

🚘 Automotive

Manufacturing • Automotive • Industry

Axalta is a global leader in the coatings industry, with more than 150 years of experience in developing innovative surface solutions for a better and sustainable future. The company specializes in producing a range of coatings products including liquid, powder, and electrocoat solutions for various industries. Axalta serves markets including automotive refinish and OEMs, providing refinish products for body shops and advanced coatings for light and commercial vehicles. In addition to mobility solutions, Axalta's performance coatings are used in industrial applications such as oil and gas pipelines, rail cars, and agricultural equipment. Axalta aims to transform the industry through continuous innovation, offering high-performance products that enhance beauty and protect surfaces across the globe.

📋 Description

• Drive customer share expansion and portfolio penetration across existing customer relationships • Partner with Sales, Distribution, Marketing, and Technical teams to identify cross-sell and SKU expansion opportunities • Lead commercial margin improvement initiatives, customer renewals, contract negotiations, pricing strategies, and value-based selling programs • Champion technology transformation and innovation adoption, including new products, services, digital tools, and technology solutions • Collaborate with Product Management, Marketing, Technical Services, IT, and Operations to accelerate commercialization and market adoption • Design and optimize organizational strategies, operating models, resource deployment, coverage models, and capabilities • Develop long-range segment growth plans aligned with customer needs, market trends, technology roadmaps, organizational capabilities, and Axalta’s strategic objectives • Establish measurable performance indicators and accountability mechanisms for growth, profitability improvement, and market share gains • Lead strategic account management for North America by overseeing planning, execution, and performance across key customer partnerships • Develop and implement multi-year account strategies • Cultivate and maintain executive-level relationships with strategic customers • Collaborate with cross-functional teams to deliver integrated solutions and maximize customer value • Identify and pursue new business opportunities within existing strategic accounts • Monitor industry trends, customer dynamics, and competitive landscape • Ensure consistent use of CRM tools and data analytics to track performance, forecast growth, and identify improvement areas • Champion Axalta’s core values and foster innovation, accountability, and customer-centricity • Partner with the Refinish Senior Leadership Team to shape strategic initiatives and broader commercial strategy • Report to the VP, Sales – Refinish NA • Manage 10 direct reports and approximately 50 indirect reports • Travel up to 50%, mostly domestic with some international travel

🎯 Requirements

• Bachelor’s degree required • 10–15 years of progressive experience in sales, account management, or customer strategy roles • Proven track record in strategic account management, business development, or enterprise sales leadership, ideally within the refinish or automotive aftermarket industry • Demonstrated success in managing complex, multi-level customer relationships and negotiating high-value agreements • Strong business acumen with deep understanding of MSO operations, jobber networks, and collision repair industry economics • Exceptional negotiating and influencing skills • Exceptional communication and presentation skills • Experience leading cross-functional teams and driving alignment across diverse stakeholders • Proficiency in MS Office and SalesForce • Strong analytical and strategic thinking capabilities • Comfortable operating in dynamic, fast-paced environments with a high degree of autonomy • Ability to travel internationally and domestically as needed

🏖️ Benefits

• Health insurance • Paid time off