National Accounts Manager

### **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 how national account programs operate 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…