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National Account Manager, Fuel Systems

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Date: Oct 31, 2018

Location: Columbus, OH, US, 43085

Company: Worthington Industries, Inc

We are dedicated to the belief that people are our most important asset. In filling job openings every effort is expended to find candidates within Worthington, its divisions or subsidiaries. Employee development, opportunity to grow and continuing to evolve both as an employee and as a company are instrumental to our success. We encourage employees to inquire about open positions and apply to those that help further their career goals.  



The National Account Manager advances CNG Fuel Systems (“Fuel System”) business in North America by developing and managing customer relationships. This person will execute agreed upon sales plans which meet or exceed both personal and business goals by expanding Worthington’s customer base. Activities by this manager support the Alternative Fuels strategic objectives to maximize operating income in the North American market.  Additionally, this position will provide input to critical business unit decisions including, pricing, service, distribution, quality, product development, forecast, and growth initiatives.


*Heavy Travel Required (3-4 days per week).  Relocation not required if successful candidate resides within the region.  Will be responsible for Midwest to the Northeast region of the US.


Key Position Results 

- Market Share Growth – Generate new business.

-  Maximize Profits – Gross margin, EOI, EVA

- Strategic Relationships – Meet with critical customers and partners, market intelligence, and forecasting demand.

- Product Development – Continuous Improvement and inputs to strategic new products. 


Key Duties & Responsibilities

 Business Development

o Execute the Fuel System strategy, emphasizing Worthington’s goals for North America, including maximizing customer satisfaction and Worthington profitability.

o Construct commercial partnerships and negotiate distribution arrangements necessary for Fuel Systems growth, and provide detailed customer input for new product development.

o Develop sales and marketing plans targeting heavy duty truck dealership and On-Highway fleets.

o Collect, interpret, and communicate market intelligence.

 Internal Communications

o Establish, monitor, adjust and report out territory margin performance for Fuel System products and services.

o Forecast monthly, quarterly, and yearly, accelerating S&OP corporate initiatives and maximizing EVA. 

o Utilize CRM to track and report pending opportunities. 

o Collaborate with other marketing, and sales, engineering, quality assurance, and operations colleagues to advance Worthington Industries’ interests.


o Represent Worthington at appropriate industry/association meetings.

o Provide training for fleets and dealerships utilizing natural gas fuel systems.

Desired Experience

Critical Skills, Knowledge and Abilities

- Creative thinker, entrepreneurial mindset

- Team player / relationship building

- Results oriented; ability to easily rank, prioritize and complete tasks

- Effective organization of market intelligence and formulation of go-to-market strategy

- A strong understanding of Heavy Duty Trucks, including components that impact performance of fuel systems.

- Understanding of alternative fuels market (CNG, LPG, LNG, H2 etc.) dynamics and sources of competitive advantage/disadvantage

- Advanced writing skills including ability to create storylines and collateral with supplied content.

- Extensive collaboration skills / ability to work alongside all facets of the business


Education / Training Required

- 5+ years of heavy duty truck industry recommended

- 3+ years of CNG fuel system experience recommended

- Bachelor's Degree preferred

- Continuing education and training through Worthington Industries’ manufacturing facilities and Learning & Development Offerings.


Worthington Industries Inc., and its subsidiaries, is an equal employment opportunity employer. Qualified applicants are considered regardless of race, color, religion, age, national origin, sex, disability or veteran’s status.

Nearest Major Market: Columbus
Nearest Secondary Market: Dublin

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