Sales Account Manager

Position Overview

Oracle Lighting is seeking a high-caliber, growth-oriented sales leader with a background in the automotive aftermarket. We're specifically looking for someone coming from an adjacent performance category — suspension, wheel & tire, exhaust, or similar — rather than the lighting space itself; the right sales instincts and distributor relationships from a comparable aftermarket vertical matter more to us than category-specific tenure.

This individual will manage relationships with wholesale distributors, jobbers, and dealers; own a portfolio of direct buyer accounts; and activate our manufacturing rep group at Kunzman. This is not an office-management role — the CRO continues to manage the inside sales team directly — and the position does not require an in-office presence in Metairie.

This role is both strategic and operational. You will manage key accounts, proactively pursue new opportunities, and drive product education and engagement across the distributor and rep network, working in close partnership with the CRO.

Key Responsibilities

Wholesale Distributor & Dealer Account Management

• Manage and grow relationships with wholesale distributors, jobbers, and dealers
• Serve as the go-to resource for product education — making sure distributor and dealer sales teams understand product features, applications, and positioning well enough to sell it themselves
• Proactively keep the distributor and dealer network informed on new product launches, updates, and promotional programs
• Onboard new jobbers and dealers, ensuring smooth account setup, training, and early order success
• Maintain MAP integrity and protect brand positioning across accounts

Direct Buyer & Account Growth

• Manage and grow a portfolio of direct buyer and strategic accounts
• Identify upsell, cross-sell, and expansion opportunities within existing relationships
• Develop proactive account plans with measurable revenue growth targets
• Add strategic insights to promotional discussions in alignment with company strategy

New Business Development

• Prospect and secure new wholesale distributor, jobber, dealer, and direct buyer accounts
• Set and lead meetings with qualified prospects
• Build a structured pipeline with defined stages and forecast accuracy
• Represent Oracle Lighting professionally in client presentations and negotiations
• Drive new revenue channels while maintaining profitability standards

Manufacturer Rep Activation

• Direct and manage the activity of our manufacturing reps
• Set priorities, account targets, and product focus for rep activity
• Equip reps with the product education and training needed to represent the brand well in the field
• Monitor rep performance against account growth, onboarding, and revenue targets

Sales Operations & Execution Excellence

• Maintain CRM discipline and reporting accuracy
• Monitor outbound activity, pipeline health, and conversion metrics
• Coordinate with the Community Marketing Manager to ensure promotion calendars and product launches are executed effectively at the account level
• Support forecasting and revenue planning processes

Qualifications

• 4+ years of progressive sales experience in the automotive aftermarket industry — suspension, wheel & tire, exhaust, or a comparable performance category strongly preferred. Lighting industry experience is not required, and candidates from adjacent categories are encouraged to apply
• Proven track record managing wholesale distributor networks, jobbers, and dealer accounts
• Experience educating distributor and dealer sales teams on product lines to drive sell-through
• Demonstrated success onboarding new accounts and setting them up for early, repeatable success
• Proven track record of growing existing accounts and generating new business revenue
• Demonstrated success setting meetings and converting prospects into long-term clients
• Experience managing or directing manufacturer's rep groups a plus
• Strong commercial acumen with a focus on margin, growth, and customer lifetime value
• CRM proficiency (NetSuite, Salesforce, or similar platforms preferred)
• Exceptional communication, negotiation, and presentation skills
• Comfortable operating independently in a remote/field-based capacity with strong self-management and accountability

Leadership & Cultural Expectations

• Positive, solutions-oriented, “can-do” mindset
• High accountability and ownership mentality
• Strong presence and ability to lead without formal authority
• Detail-oriented while maintaining strategic perspective
• Professional, confident, and aligned with a performance-driven culture
• Able to balance growth ambition with brand integrity

Performance Indicators

• Revenue growth within managed distributor, dealer, and direct buyer accounts
• New jobber and dealer onboarding volume and time-to-first-order
• Distributor/dealer product education engagement and resulting sell-through improvement
• New account acquisition and pipeline conversion rate
• Sales improvement and strategic stocking order growth
• Manufacturer rep (Kunzman) performance and productivity
• CRM data integrity and forecasting accuracy