Key Account Manager - Aftermarket

FUCHS LUBRICANTS CO.; Cambridge; Sur place; CAD 100 000 - 130 000; Plein temps

Avantages offerts par ce poste

Competitive compensation package

Comprehensive benefits

Résumé du poste

FUCHS LUBRICANTS CO. is seeking a field-based sales leader in Canada to drive profitable growth in the Automotive Aftermarket segment. You will manage national accounts, develop markets for Euro workshop conversions in the GTA, and expand opportunities with independent workshops, dealer groups, and distributors.

The role emphasizes consultative selling, OEM knowledge, and cross-functional collaboration. Ideal candidates have 5+ years of B2B automotive aftermarket sales experience, strong

Qualifications

• 5+ years of B2B sales experience in automotive aftermarket or related industries.
• Proven success managing key customer relationships and developing new business.
• Strong consultative selling and negotiation capabilities.
• Experience with strategic account planning and growth initiatives.
• Ability to communicate technical and commercial value propositions.

Responsabilités

• Own and develop strategic aftermarket customer relationships and national/regional accounts.
• Develop and execute account growth plans focusing on revenue, margin, and product adoption.
• Lead executive business reviews and commercial negotiations with customer leadership.
• Align internal resources to support long-term customer success.
• Identify opportunities to increase share-of-wallet across locations.

Connaissances

B2B sales

Automotive aftermarket

Consultative selling

Territory management

CRM & forecasting

Travel readiness

Outils

CRM software

Description du poste

Salary

FUCHS offers a competitive salary commensurate with experience in a similar position. The salary range for this position is $100,000 to $130,000, but actual salary will vary depending upon a new hire’s experience and qualifications as well as internal equity.

Salary

FUCHS offers a competitive salary commensurate with experience in a similar position. The salary range for this position is $100,000 to $130,000, but actual salary will vary depending upon a new hire’s experience and qualifications as well as internal equity.

About The Role

This field-based position is responsible for driving profitable growth within FUCHS Canada's Automotive Aftermarket segment through a combination of strategic account management and direct market development. The successful candidate will serve as the primary commercial lead for key national aftermarket relationships, and other strategic accounts, while also actively developing the independent European workshop market throughout the GTA. Success in this role requires a consultative and value-based selling approach focused on understanding customer service operations, lubricant requirements, OEM specifications, profitability drivers, and workshop efficiency. The successful candidate will identify opportunities to convert competitive business to FUCHS TITAN products while building long-term customer partnerships that deliver sustainable profitable growth. This is not a traditional inside account management role. Significant time will be spent in the field developing relationships with independent workshops, dealer groups, distributors, service centres, fleet operators, and strategic aftermarket customers.

Key Responsibilities

Strategic Account Management

• Own and develop strategic aftermarket customer relationships and other national or regional key accounts.
• Develop and execute account growth plans focused on revenue expansion, margin improvement, product adoption, and retention.
• Lead executive business reviews, commercial negotiations, and performance discussions with customer leadership teams.
• Align FUCHS technical, marketing, supply chain, and commercial resources to support long-term customer success.
• Identify opportunities to increase share-of-wallet across existing customer locations and service networks.

Market Development & Customer Acquisition

• Develop and execute a territory growth strategy focused on Euro workshop conversions and TITAN product adoption throughout the GTA.
• Identify and pursue new business opportunities within independent European repair facilities, performance shops, multi-location service chains, and targeted distributors.
• Conduct customer visits, workshops, product presentations, technical reviews, field trials, and competitive conversion activities.
• Build a sustainable pipeline of opportunities that support long-term aftermarket growth objectives.
• Convert competitive lubricant programs to FUCHS-approved products while ensuring successful implementation and customer onboarding.

Channel Development

• Strengthen relationships with strategic distributors and channel partners through joint business planning and customer development activities.
• Support distributor sales teams through product training, sales calls, technical presentations, and market development initiatives.
• Work with marketing and segment leadership to execute promotional activities supporting aftermarket growth priorities.

Commercial Planning & Collaboration

• Maintain accurate CRM records, opportunity tracking, account plans, and forecasting.
• Provide regular pipeline updates, market intelligence, competitive insights, and growth forecasts.
• Collaborate with Business Segment Managers, Technical Service, Application Engineering, and Marketing teams to support growth strategies.
• Partner with Finance to support profitable growth, credit management, and responsible commercial decision-making.

Preferred Industry Experience

Experience within the automotive aftermarket is highly desirable. The following backgrounds would be considered strong assets:

• European vehicle aftermarket experience.
• Experience selling lubricants, automotive chemicals, filters, parts, or maintenance products.
• Experience supporting automotive dealerships, workshop networks, or distributor channels.
• Experience working with Mercedes-Benz, BMW, Volkswagen Group, Porsche, Audi, MINI, Jaguar Land Rover, or other European vehicle brands.
• Knowledge of OEM approvals, lubricant specifications, and Euro vehicle service requirements.
• Experience managing strategic customer relationships across multiple locations.
• Experience converting competitive business within the automotive aftermarket channel.

What We're Looking For

• 5+ years of B2B sales experience within automotive aftermarket, lubricants, automotive parts, or related technical industries.
• Proven success managing key customer relationships while developing new business opportunities.
• Strong consultative selling and negotiation capabilities.
• Experience with strategic account planning and customer growth initiatives.
• Ability to communicate both technical and commercial value propositions.
• Strong territory management, CRM, forecasting, and pipeline management skills.
• Ability to work independently while collaborating effectively across multiple functions.
• Valid driver's licence with the ability to travel regularly throughout the GTA and periodically elsewhere in Canada.
• Self-motivated, entrepreneurial, and comfortable operating in a growth-focused environment.

Success Measures

Success In This Role Will Be Measured Through

• Revenue and gross margin growth within Automotive Aftermarket accounts.
• Growth of the FUCHS TITAN Euro Line product portfolio.
• Expansion and retention of strategic accounts
• New workshop conversions and competitive business wins.
• Pipeline development, opportunity progression, and forecast accuracy.
• Distributor engagement and channel growth.
• Customer retention, share-of-wallet expansion, and documented value delivery.

CRM discipline, account planning, and execution of growth initiatives

These Are Your Benefits

FUCHS offers a challenging and rewarding working environment where employees are encouraged to develop and grow as professionals. In this role, you will have the opportunity to work on projects that will expand your experience and challenge your abilities in the global marketplace. The position also offers an excellent compensation package and a comprehensive suite of benefits. FUCHS Lubricants Co. is an equal employment opportunity (EEO)/AA employer and strongly supports diversity in the workplace (m/f/d/v).