Strategic Account Manager - Heavy Duty Aftermarket

About Us

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.

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.

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.

Reporting to the Sr. Sales Manager – Heavy Duty, the Strategic Account Manager – Heavy Duty role will focus on building and managing long-term relationships with key aftermarket clients, driving revenue growth, and ensuring the delivery of high-quality solutions that meet the unique needs of the aftermarket sector. The ideal candidate will have strong experience in the heavy duty aftermarket industry, with a proven track record in managing complex accounts, driving sales strategies, and developing strong customer partnerships.

This individual must be proactive, customer-centric, and able to navigate a fast-paced and evolving marketplace.

• Serve as the primary point of contact for strategic aftermarket accounts, including strategic independent aftermarket distributors and the OES channel, by fostering long-term and trusting relationships.
• Understand the unique needs, challenges, and goals of each customer to deliver tailored solutions that maximize satisfaction and value.
• Manage the full lifecycle of the customer relationship, from acquisition to retention, and ensure successful onboarding, support, and renewal processes.
• Develop and execute strategic business plans to drive revenue growth within assigned accounts.
• Identify new business opportunities within existing accounts and expand share of wallet through upselling and cross-selling.
• Achieve and exceed sales targets, KPIs, and other performance metrics set by the business.
• Stay informed about industry trends, competitor activities, and new product developments in the heavy duty aftermarket.
• Leverage industry insights to recommend solutions that address customer needs and position the company as a market leader.
• Collaborate with internal teams such as marketing, supply chain, finance and operations to deliver seamless and timely solutions to customers.
• Work closely with the OEM sales team to identify OES aftermarket opportunities, both branded and private label.
• Provide feedback from customers to help improve products, services, and processes.
• Coordinate with logistics and distribution teams to ensure products are delivered efficiently and in line with customer expectations.
• 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 truck maker headquarters.
• Ensure customer compliance with terms and conditions while maintaining profitable business relationships.
• Address contract issues and resolve…