National Accounts - National Business Development Representative

Position Summary The Business Development Manager – Heavy Duty is a national-scale, individual-contributor role within the Continental Battery Systems National Accounts organization, responsible for activating new, and growing existing Heavy Duty National Customers across the United States. The BDM – Heavy Duty is accountable for driving program activation, accelerating share-of-wallet growth, defending and expanding existing revenue streams, and ensuring long-term customer retention through executive-level relationship management, deep operational alignment, and disciplined account planning. This role partners cross-functionally with Sales Operations, Category Management, Pricing, Supply Chain, Marketing, and Field Sales to deliver on customer commitments and unlock new growth within established national agreements. Core Responsibilities Account Activation Lead the activation of newly signed national programs across the customer's locations, branches, and end-user network nationwide. Build and execute customer-specific launch plans, including rollout cadence, training, marketing support, inventory positioning, and KPI tracking. Coordinate with Field Sales TSMs and Operations to ensure pull-through at the branch and end-user level. Growth Own the strategic growth plan for each assigned account, identifying whitespace across product categories, locations, end-user segments, and service offerings. Drive incremental revenue through Heavy Duty category expansion, private label conversion, programmatic selling, and value-added service attach rates. Partner with Category Management to align assortment and pricing with customer needs and competitive dynamics. Develop and present field and executive-level business reviews that quantify performance, ROI, and growth opportunities. Retention Serve as the primary commercial point of contact for assigned accounts, owning the customer relationship at the executive and operational levels. Proactively identify and mitigate retention risks through structured account health monitoring, voice-of-customer feedback, and issue resolution. Lead contract renewal strategy, negotiation, and execution in partnership with Pricing and Legal. Build multi-threaded relationships across the customer organization to insulate the account from competitive displacement. Account Planning & Execution Build and maintain Strategic Account Plans for each assigned customer, including SWOT, organizational maps, growth roadmap, and risk register. Deliver accurate forecasting, pipeline management, and reporting via CRM (Salesforce or equivalent). Hit or exceed annual revenue, margin, retention, and growth quotas. Represent the voice of the customer internally and influence cross-functional priorities accordingly. Required Qualifications 5–8 years of progressive B2B sales, account management, or national account experience. Demonstrated experience selling into or managing relationships with national fleets, heavy duty dealers, distributors, or aftermarket parts customers within the Class 6–8 commercial vehicle ecosystem. Track record of growing and retaining a multi-million-dollar book of business at national scale. Experience leading executive-level business reviews, contract negotiations, and joint business planning. Proficiency with CRM platforms (Salesforce preferred) and Microsoft Office Suite (Excel, PowerPoint, Outlook). Ability to travel up to 50% nationally, including overnight travel and occasional weekends for customer events and industry trade shows. Valid U.S. driver's license and ability to fly domestically without restriction.

Preferred Qualifications

Experience in the heavy duty aftermarket, commercial fleet parts, or truck dealer channel. Working knowledge of heavy duty product categories (e.g., powertrain, brakes, undercarriage, electrical, lubricants, filtration, all-makes parts). Familiarity with national fleet purchasing dynamics, TCO selling, and fleet maintenance operations. Prior experience activating national programs across multi-location customer networks. MBA or equivalent advanced commercial training. Travel Requirements Up to 50% domestic travel, including overnight and multi-day trips. Travel includes customer headquarters visits, branch/location activation, QBRs, industry trade shows (e.g., HDAW, HDAD, MEMA), and internal company meetings. Must be able to travel by air, rental car, and other commercial means without restriction. Empowered and Engaged

• Customer-Centric
• Powerful Brands and Services
• Always Moving Forward
• One-Team
• Environmental Health & Safety

Continental Battery Systems ∙ 750 W John Carpenter Way, Ste 900, Irving, TX 75039∙ www.continentalbatterycompany.com