Director of National Accounts

📋 Description

• Formulate and implement a National Accounts strategy for North America that aligns with YCENA's growth objectives.

• Identify and rank high-value target accounts along with strategic growth sectors.

• Create multi-year plans for account penetration that concentrate on profitable growth and market expansion.

• Develop an account segmentation strategy and annual growth plans by sector.

• Drive enterprise-level agreements, pricing structures, and fleet strategies.

• Oversee strategic account forecasting and the management of the opportunity pipeline.

• Cultivate executive-level relationships with key national clients.

• Act as the primary escalation point and relationship leader for strategic accounts.

• Conduct regular executive business reviews with national clients.

• Formulate strategies for customer retention and loyalty.

• Track customer satisfaction, trends in fleet utilization, competitive positioning, and future requirements.

• Ensure that national account initiatives bolster and enhance dealer relationships.

⛳️ Requirements

• Over 10 years of progressive experience in national accounts, enterprise sales, or key account management, ideally in the capital equipment, construction, rental, or industrial OEM sectors.

• Proven success in building and expanding national account programs from inception.

• Comprehensive understanding of dealer channel dynamics with the ability to manage national account activities while maintaining dealer relationships.

• Strong commercial insight, with experience in enterprise pricing, contract negotiation, and fleet program development.

• Executive presence with the capability to establish and maintain C-suite relationships with national clients.

• Highly organized with excellent pipeline management and forecasting skills.

• Willing and able to travel up to 60–70% throughout North America.

🏝️ Benefits

• Health insurance

• Retirement plans

• Professional development