National Accounts Manager

Ad Astra Consultants; Town of Texas (WI); On-site; USD 110,000 - 150,000; Full time

Job summary

Ad Astra Consultants seeks a National Accounts Manager for North America to lead strategic partnerships with major national distributors, fleets, and program accounts. Travel 50%+ across North America will be required to drive revenue and strategic alignment.

Responsibilities include negotiating multi-partner contracts, building national programs, and coordinating with Product, Marketing, Finance, and Supply Chain to ensure revenue targets are met.

Qualifications

• 5+ years managing national accounts in B2B environments.
• Tire industry or related heavy equipment experience preferred.
• Proven track record closing national contracts and growing revenue.
• Strong negotiation and contract management skills.
• Experience with vendor portals, EDI, rebates, and scorecards.
• Executive-level communication with procurement and C-suite.
• Willingness to travel 50%+ across North America.

Responsibilities

• Manage national accounts across the US; own the complete commercial relationship.
• Develop and execute account-specific marketing and demand-gen programs with cross-functional partners.
• Lead pricing, rebates, and program governance for national accounts.
• Coordinate with Supply Chain to meet fill rates and delivery commitments.
• Maintain accurate CRM data and report revenue forecasts weekly.
• Lead annual budgeting for national accounts and partner relations.

Skills

National accounts

B2B sales

Contract negotiation

Cross-functional team

Forecasting & analytics

Executive communication

Education

Bachelor's degree

Tools

Salesforce

Ariba

Coupa

SAP

Job description

We are hiring for one of our clients, who is one of the leading tire manufacturers

National Accounts Manager | North America

Travel: Min 50%

National Account Channel Development

Rental Fleet Business

• 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
• 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.

Major National Channel Partner Management

Pipeline, Forecasting & Cross-Functional Execution

• Manage 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.

QUALIFICATIONS

Must-Have Experience

• 5+ years managing national accounts in a B2B product environment — with an active, transferable book of business.
• Tire industry experience required; off-highway tire (OHT) or industrial tire background strongly preferred.
• Proven experience developing new national account channel partnerships — not just managing inherited accounts.
• Currently managing or has recently managed a structured national account book: multi-partner, multi-SKU, with formal program agreements.
• Deep operational knowledge of how national accounts work — vendor portals (Ariba, Coupa, or equivalent), EDI, compliance requirements, rebate structures, chargeback processes, and vendor scorecards.
• Documented track record of closing national/enterprise contracts and growing revenue year-over-year within a national account portfolio.
• Experience with rental fleet accounts or national fleet procurement a significant plus.
• Bachelor's degree required; business or technical discipline preferred.
• 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.