Logistics Fleet Account Manager

What You'll Do:

Strategy Development & Business Planning

· Strategic Planning: Develop Goodyear’s three-year rolling strategy and annual business plan for the China logistics fleet market, defining market objectives, customer strategies, and product portfolio strategies.

· Market Insights: Conduct in-depth analysis on industry trends (e.g., fleet consolidation, drop-and-pull operations, green logistics), competitive landscape, and customer needs, and provide strategic inputs to headquarters for product and marketing decisions.

· Target Deployment: Break down national sales targets (revenue, profit, market share) into regions and key customers, and monitor achievement progress.

Team Leadership & Sales Management

· Team Leadership: Manage an eight-member nationwide sales team (including Regional Managers and Senior Key Account Managers), responsible for recruitment, training, performance management, motivation, and talent development.

· Process Management: Establish and optimize the key account sales management pipeline for logistics fleets.

· Capability Building: Shape a high-performing, professional sales team by organizing regular training in product technology, solution selling, TCO analysis, etc., to enhance value-based selling skills.

Key Account Strategy & Development

· Key Account Management: Personally manage and guide the team in maintaining and developing strategic-level logistics fleet customers-both global and national (such as leading contract logistics, top express & parcel companies, major e-commerce logistics).

· Solution Selling: Drive the transition from product selling to “tire solutions & services” selling. Provide comprehensive TCO-reducing solutions based on Goodyear’s full product portfolio (premium new tires, retreads, intelligent tire solutions, service network).

· C-suite Engagement: Establish and maintain strategic partnerships with senior decision-makers in procurement, operations, technical, and finance departments of key customers.

Cross-Functional Collaboration & Resource Integration

· Internal Collaboration: Act as the “voice of the logistics customer,” working closely with Technical, Quality, After-sales Service, Supply Chain, Dealer Network, and Finance teams to ensure resource alignment with customer needs.

· Resource Coordination: Coordinate internal technical, service, and marketing resources for major sales projects; lead cross-departmental project teams to win strategic customers.

· Pricing Management: Manage the national pricing system and contract terms for strategic customers within defined authority to ensure profitability.

Performance Analysis & Continuous Improvement

· Performance Analysis: Regularly analyze national sales data, customer share, and win rates to identify issues and opportunities, and adjust strategies accordingly.

· Competitive Strategy: Develop effective competitive strategies against major competitors.

· Process Optimization: Continuously optimize sales policies, business processes, and management tools to enhance team efficiency.

Goodyear is one of the world's largest tire companies. It employs about 63,000 people and manufactures its products in 48 facilities in 19 countries around the world. Its two Innovation Centers in Akron, Ohio, and Colmar-Berg, Luxembourg, strive to develop state-of-the-art products and services that set the technology and performance standard for the industry. For more information about Goodyear and its products, go to www.goodyear.com/corporate

Goodyear is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to any characteristic protected by law.