Director, Strategic Accounts - Automotive Refinish

About this role

Axalta has remained at the forefront of the coatings industry by continually investing in innovative solutions. We engineer technologies that protect customers’ products – whether they are battling heat, light, corrosion, abrasion, moisture, or chemicals – and add dimension and beauty with colorful finishes. We have a vast and ever-evolving portfolio of brands primed to play an important part in everything from modernizing infrastructure around the world to enabling the next generation of electric and autonomous vehicles. 

Director, Strategic Accounts - Automotive Refinish

Reports to:  VP, Sales – Refinish NA Location:  US–Remote, preferably within driving distance of Philadelphia, PA Scope:  US$ 268.9M net revenue Reports:  10 direct reports including Global & National Account Managers plus ~50 indirect reports Travel:  up to 50%, mostly domestic and some international

Expected Compensation: We consider an individual’s qualifications, skillset, and experience to determine final salary. This role is eligible for benefits such as health insurance and paid time off. The expected compensation range for this position is $200,000 - $225,000 base. The actual offer will be at the company’s sole discretion and determined by relevant business considerations, including the final candidate’s qualifications, years of experience, skillset, and geographic location.

Job Summary: The Director, Strategic Accounts is responsible for the strategic direction, growth, and overall profitability of Axalta’s Refinish North America products and services across its most influential and complex customer partnerships. This role leads the development and execution of long-term account strategies, fosters executive-level relationships, and ensures alignment between customer needs and Axalta’s business objectives. The Director drives innovation, collaboration, and sustainable value creation across strategic accounts.

Key Responsibilities: • Drive customer share expansion and portfolio penetration by developing and executing strategies that increase product and service adoption across existing customer relationships. Partner with Sales, Distribution, Marketing, and Technical teams to identify cross-sell and SKU expansion opportunities that deepen customer engagement, increase wallet share, and accelerate profitable revenue growth. • Lead commercial margin improvement initiatives by proactively managing customer renewals, contract negotiations, pricing strategies, and value-based selling programs. Ensure commercial agreements appropriately capture the value delivered by Axalta while balancing long-term customer retention, profitability objectives, and competitive positioning. • Champion technology transformation and innovation adoption by identifying, evaluating, and implementing new products, services, digital tools, and technology solutions that create competitive differentiation and unlock new customer opportunities. Collaborate with Product Management, Marketing, Technical Services, IT, and Operations to accelerate commercialization and drive market adoption of emerging technologies. • Design and optimize organizational strategies and operating models to ensure the business can profitably serve targeted market segments while supporting long-term growth objectives. Continuously evaluate resource deployment, coverage models, organizational structure, and capabilities to improve customer service levels, increase productivity, and maximize return on investment. • Develop long-range segment growth plans that align customer needs, market trends, technology roadmaps, and organizational capabilities with Axalta's strategic objectives. Establish measurable performance indicators and accountability mechanisms to ensure sustained growth, profitability improvement, and market share gains. • Lead strategic account management for North America by overseeing planning, execution, and performance across key customer partnerships. • Develop and implement multi-year account strategies that align with Axalta’s growth objectives and customer business goals. • Cultivate and maintain executive-level relationships with strategic customers, acting as a trusted advisor and business partner. • Collaborate with cross-functional teams (Sales, Distribution, Finance, Legal, Marketing, Technical Services, Supply Chain) to deliver integrated solutions and maximize customer value. • Identify and pursue new business opportunities within existing strategic accounts, including expansion into new geographies, segments, or service offerings. • Monitor industry trends, customer dynamics, and competitive landscape to inform strategic decisions and account planning. • Ensure consistent use of CRM tools and data analytics to track performance, forecast growth, and identify improvement areas. • Champion Axalta’s core values and foster a culture of innovation, accountability, and customer-centricity. • Partner with Refinish Senior Leadership Team to shape strategic initiatives and influence broader commercial strategy.

Qualifications: Proven track record in strategic account management, business development, or enterprise sales leadership, ideally within the refinish or automotive aftermarket industry. • Bachelor’s degree required; Master’s degree or MBA preferred. • 10–15 years of progressive experience in sales, account management, or customer strategy roles. • Demonstrated success in managing complex, multi-level customer relationships and negotiating high-value agreements. • Strong business acumen with deep understanding of MSO operations, jobber networks, and collision repair industry economics. • Exceptional negotiating and influencing skills as well as exceptional communication and presentation skills. • Experience leading cross-functional teams and driving alignment across diverse stakeholders. • Proficiency in MS Office and SalesForce; strong analytical and strategic thinking capabilities. • Comfortable operating in dynamic, fast-paced environme

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