National Accounts Manager

Yokohama-ATG; Houston (TX); On-site; USD 120,000 - 170,000; Full time

Benefits offered by this job

Medical Insurance

401(k) with company match

Paid time off (PTO) and company-paid?H

Short-term and long-term disability

Life insurance

Professional development opportunities

Job summary

Yokohama Off-Highway Tires America, Inc. (YOHTA) seeks a National Accounts Manager to lead strategic account growth across North America, focusing on national account channel development, rental fleet business, and partnerships with major distributors.

The role requires an active book of national accounts and deep knowledge of program structures, portals, rebates, and logistics. The successful candidate will manage contract negotiations, lead program design, and drive revenue growth through

Qualifications

• 5+ years managing national accounts in a B2B product environment, preferably within the tire industry.
• Tire industry experience required; off-highway tire, industrial tire, or related commercial tire background strongly preferred.
• Currently managing, or recently managed, a structured national account book of business, including multi-partner, multi-SKU programs and formal account agreements.
• Active and transferable book of business strongly preferred.
• Proven experience developing new national account channel partnerships, not only maintaining inherited accounts.
• Deep operational understanding of national account management, including vendor portals, EDI, compliance requirements, rebate structures, chargebacks, vendor scorecards, and front‑end and back‑end account processes.
• Documented track record of closing national or enterprise contracts and growing revenue year over year within a national account portfolio.
• Experience with rental fleet accounts or national fleet procurement is a significant plus.
• Bachelor’s degree required; business or technical discipline preferred.

Responsibilities

• Build and expand YOHTA's national account channel across North America—identifying, onboarding, and activating new national partners including distributors, buying groups, and program accounts.
• Develop structured national account programs: tiered pricing, rebates, co‑op funding, and compliance frameworks aligned to YOHTA's channel strategy.
• Own the full commercial relationship with key national partners — contract negotiation, annual program agreements, and performance reviews.
• Navigate national account portals, vendor compliance systems, B2B platforms, and procurement processes—front‑end and back‑end.
• Coordinate joint business planning with top national partners; set mutual revenue targets and GTM activation plans.
• Ensure pricing compliance, contract governance, and program utilization across all national accounts.
• Lead rental fleet strategy for North America — targeting national rental chains operating mixed fleets of forklifts, telehandlers, construction equipment, and UTVs.
• Identify, prospect, and close new rental fleet accounts; build relationships at both the corporate procurement and regional operations level.
• Structure fleet supply agreements covering product mix, pricing tiers, inventory positioning, and service commitments.
• Partner with Product Management to align tire specs and fitment data to rental fleet equipment profiles.
• Drive tire program conversions at national rental chains currently supplied by competitors.
• Build a pipeline of rental fleet opportunities with clear revenue forecasts and close timelines.
• Manage and grow YOHTA's relationships with major national distribution partners across the US.
• Develop and execute account‑specific marketing and demand‑generation programs in partnership with teams.
• Work with Supply Chain to ensure fill rates and delivery commitments are met for national accounts.
• Partner with BDMs and Segment Managers to align national account strategy with local execution.
• Maintain accurate CRM pipeline across all national accounts; report weekly on opportunity status, close probability, and revenue forecast.
• Lead the annual budgeting process for national accounts with detailed revenue and forecast targets by partner.
• Coordinate with Finance on pricing approvals, rebate accruals, and contract compliance.
• Provide voice‑of‑customer input from national accounts into product roadmap and NPD priorities.

Skills

Negotiation

Account management

Forecasting & analytics

Stakeholder management

CRM (Salesforce)

Cross-functional collaboration

Travel readiness

Education

Bachelor’s degree

Tools

Salesforce

SAP

Navision

Job description

About Us

Yokohama Off-Highway Tires America (YOHTA) is a global leader in the off-highway tire (OHT) industry, bringing together the Alliance, Galaxy, and Primex brands under one powerful umbrella. We are a fast-growing, ambitious organization focused on innovation, quality, and customer satisfaction. Our team is made up of highly skilled professionals committed to driving the future of OHT solutions.

About The Role

The National Accounts Manager owns and grows YOHTA's most strategically critical account relationships across North America, with a sharp focus on national account channel development, rental fleet business, and major distributor partnerships. This role is the commercial engine for scaling YOHTA's reach through structured national programs, enterprise contracts, and channel partnerships with the largest buyers of off-highway tires in the market. The ideal candidate brings an active book of national account business, deep knowledge of national account programs front-to-back (portals, rebate structures, compliance, logistics), and a proven ability to develop new channel partnerships from the ground up.

Essential Duties and Responsibilities

National Account Channel Development

• Build and expand YOHTA's national account channel across North America — identifying, onboarding, and activating new national partners including distributors, buying groups, and program accounts.
• Develop structured national account programs: tiered pricing, rebates, co‑op funding, and compliance frameworks aligned to YOHTA's channel strategy.
• Own the full commercial relationship with key national partners — contract negotiation, annual program agreements, and performance reviews.
• Navigate national account portals, vendor compliance systems, B2B platforms, and procurement processes—front‑end and back‑end.
• Coordinate joint business planning with top national partners; set mutual revenue targets and GTM activation plans.
• Ensure pricing compliance, contract governance, and program utilization across all national accounts.

Rental Fleet Business

• Lead rental fleet strategy for North America — targeting national rental chains operating mixed fleets of forklifts, telehandlers, construction equipment, and UTVs.
• Identify, prospect, and close new rental fleet accounts; build relationships at both the corporate procurement and regional operations level.
• Structure fleet supply agreements covering product mix, pricing tiers, inventory positioning, and service commitments.
• Partner with Product Management to align tire specs and fitment data to rental fleet equipment profiles.
• Drive tire program conversions at national rental chains currently supplied by competitors.
• Build a pipeline of rental fleet opportunities with clear revenue forecasts and close timelines.

Major National Channel Partner Management

• Manage and grow YOHTA's relationships with major national distribution partners across the US.
• Develop and execute account‑specific marketing and demand‑generation programs in partnership with teams.
• Work with Supply Chain to ensure fill rates and delivery commitments are met for national accounts.
• Partner with BDMs and Segment Managers to align national account strategy with local execution.

Pipeline, Forecasting & Cross‑Functional Execution

• Maintain accurate CRM pipeline across all national accounts; report weekly on opportunity status, close probability, and revenue forecast.
• Lead the annual budgeting process for national accounts with detailed revenue and forecast targets by partner.
• Coordinate with Finance on pricing approvals, rebate accruals, and contract compliance.
• Provide voice‑of‑customer input from national accounts into product roadmap and NPD priorities.

Qualifications

Must‑Have Experience

• 5+ years managing national accounts in a B2B product environment, preferably within the tire industry.
• Tire industry experience required; off‑highway tire, industrial tire, or related commercial tire background strongly preferred.
• Currently managing, or recently managed, a structured national account book of business, including multi‑partner, multi‑SKU programs and formal account agreements.
• Active and transferable book of business strongly preferred.
• Proven experience developing new national account channel partnerships, not only maintaining inherited accounts.
• Deep operational understanding of national account management, including vendor portals, EDI, compliance requirements, rebate structures, chargebacks, vendor scorecards, and front‑end and back‑end account processes.
• Documented track record of closing national or enterprise contracts and growing revenue year over year within a national account portfolio.
• Experience with rental fleet accounts or national fleet procurement is a significant plus.
• Bachelor’s degree required; business or technical discipline preferred.

Skills & Competencies

• Commercially sharp: strong negotiation, deal‑structuring, and contract management skills.
• Executive‑level communication and presentation skills — confident engaging senior procurement and C‑suite stakeholders.
• Data‑driven approach to account planning — comfortable with sell‑through analysis, margin management, and forecast modeling.
• CRM proficiency required (Salesforce or equivalent); SAP or Navision a plus.
• Strong cross‑functional operator — able to manage internal stakeholders across Sales, Product, Marketing, Finance, and Supply Chain.
• Highly self‑directed with the ability to build structure in a developing channel environment.
• Ability and willingness to travel 50%+ across North America.

Compensation & Benefits

• Medical, dental, and vision insurance
• 401(k) with company match
• Paid time off (PTO) and company‑paid holidays
• Short‑term and long‑term disability coverage
• Life insurance
• Professional development opportunities

YOHTA is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic protected by law. Where required by law, Yokohama Off‑Highway Tires America, Inc. provides a compensation range for positions. Final pay is determined based on experience, skills, and qualifications, and may vary from the posted range. We are committed to providing reasonable accommodations to applicants with disabilities. If you require assistance during the application or interview process, please contact HR.