National Account Manager

National Account Manager

Operating Company: Terex Utilities

Location: Remote (Eastern US Preferred)

Reports to: Director of Sales, Terex Utilities

Department: Sales

POSITION SUMMARY:

Responsible for owning the relationship with the largest and most strategic dealer partners within the Terex Utilities network. Accountable for the growth of sales and market share across the dealer network through disciplined account management, accurate demand planning, and strong cross-functional alignment. Running the Dealer Management System (DMS) as the system of record for dealer inventory and performance; running point for Sales & Operations Planning (S&OP) meetings; and ensuring internal teams have accurate visibility into demand signals, inventory positions, and market trends so that Terex Utilities remains strategically aligned with its key dealer partners.

ESSENTIAL JOB FUNCTIONS INCLUDE:

• Serves as the primary point of contact and relationship owner for the largest dealers within the Terex Utilities network.
• Develops and executes strategic account plans that drive mutual growth, profitability, and market share expansion.
• Conducts regular business reviews with key dealer principals and leadership to assess performance, identify opportunities, and resolve issues.
• Acts as the voice of the dealer internally, ensuring their needs, feedback, and market intelligence are represented in company strategy.
• Owns and manages the Dealer Management System (DMS) as the system of record for dealer inventory, orders, and performance data.
• Ensures data accuracy, timeliness, and completeness across all major dealer accounts within the DMS.
• Partners with IT/systems teams to improve DMS functionality, reporting capabilities, and user adoption among dealers.
• Trains and supports dealer personnel on effective use of the DMS to improve order accuracy and inventory visibility.
• Leads the demand-planning input process for major accounts, translating dealer inventory positions and sell-through data into actionable forecasts.
• Represents the voice of the customer/dealer in the monthly S&OP cycle, ensuring demand signals are accurately reflected in production and supply planning.
• Collaborates cross-functionally with Operations, Supply Chain, Finance, and Product Management to balance demand with supply capabilities.
• Identifies and communicates risks or opportunities in demand trends that could impact production planning or inventory strategy.
• Analyzes market trends, competitive activity, and dealer performance data to anticipate shifts in demand.
• Provides regular reporting and insights to leadership on account health, market conditions, and forecast accuracy.
• Proactively identifies gaps between dealer stocking levels and market demand, recommending corrective action.
• Ensures consistent alignment between dealer commercial strategy, internal operations, and corporate growth objectives.
• Partners with senior leadership to shape go-to-market strategy for top-tier accounts.
• Drives continuous improvement initiatives that strengthen the dealer-manufacturer relationship and overall channel performance.
• Extensive travel in the field to meet with dealers, key account buyers, and Regional Managers to resolve issues, present new ideas, and obtain better insight into competitive situations that will aid decision making.

JOB SPECIFICATIONS:

• Bachelor's Degree in Business, Supply Chain, Sales, Marketing, or related field, or equivalent experience.
• 5+ years of experience in national/key account management, channel sales, or dealer management, preferably within heavy equipment, utility, construction, or industrial equipment industries.
• Demonstrated experience working with or managing a Dealer Management System (DMS) or similar CRM/ERP platform.
• Experience participating in or leading Sales & Operations Planning (S&OP) processes.
• Strong analytical skills with the ability to interpret sales data, forecasts, and market trends.
• Excellent relationship-building, negotiation, and communication skills.
• Proven ability to manage complex, high-value accounts and navigate multi-stakeholder relationships.
• Excellent computer proficiency in Microsoft Suite.
• Ability to work in a matrix organization, driving results through direct and indirect methods.
• Creative, articulate, and results-oriented with a strong sense of urgency.
• Strategic planner and problem-solver who can successfully apply experience, judgment, and creativity to both short- and long-term business situations.
• Team player and self-motivated high achiever with a strong desire for success and consistent, sustainable improvement.
• Willingness to travel to dealer locations as needed (estimated 50%), including domestic and occasional international travel.
• Preferred: Experience in the utility equipment, aerial work platform, or heavy equipment manufacturing industry.
• Preferred: Experience working within a matrixed organization, coordinating across Sales, Operations, and Finance.

KNOWLEDGE, SKILLS, AND ABILITIES:

Ethics and Work Standards: Maintain the highest ethical and work standards, while promoting the same attributes in co-workers and others. Ensure that all business activities — with both internal and external customers — are performed with a professional demeanor and that all participants be held accountable to this high standard.

Communication: Expresses thoughts clearly, both orally and in writing, using good grammar. Presents concise, well-organized reports in Microsoft Word, PowerPoint, and Excel. Listens to understand input, feedback, and concerns. Provides complete information in an open, honest, and straightforward manner. Responds promptly and positively to questions and requests.

Teamwork and Relationships: Works with other employees willingly and in a spirit of cooperation and teamwork. Supports cooperation. Demonstrates a commitment to the entire business and is supportive of all initiatives (company and departmental) to help grow Terex Utilities business in the United States and abroad. Cooperates fully with others to achieve organizational goals. Is tactful, courteous, and considerate. Embraces a positive outlook. Is respected and trusted by others.

Continual Improvement and Problem Resolution: Identifies and communicates suggestions for work improvements. Uses technical and analytical abilities to assure existing work practices are the most efficient and cost effective possible. Performs root-cause analysis and implements viable, permanent solutions to problems. Works with both internal and external customers to develop solutions which meet company-wide needs and objectives. Applies a sense of urgency to resolve problems or creates opportunities that will increase productivity and create value. Shares best practices with other employees across the business.

Accountability: Accepts responsibility and accessibility for both the strategic planning and the successful implementation of all projects, programs, and duties as outlined in this job description. Advises supervisor of concerns, problems, and progress of work in a timely manner.

Salary: The compensation range for this position is $144K - $177K annually. Pay is based on several factors including but not limited to education, work experience, certifications, etc.

Why join us

• We are a global company, and our culture is defined by our Values — Integrity, Respect, Improvement, Servant Leadership, Courage, and Citizenship.
• Safety is an absolute way of life. We expect all team members to prioritize safety and commit to Zero Harm.
• Our top priority is creating an inclusive environment where every team member feels safe, supported, and valued.
• We make a positive impact by providing innovative solutions, engaging our people, and operating in a sustainable way.
• We are committed to helping team members reach their full potential.
• Through innovation and collaboration, our vision remains forward-looking, and we aim to be a catalyst for change, inspiring others to build a better world for generations.
• We offer competitive salaries, health insurance (medical, dental, vision, Rx), life insurance, accidental death & dismemberment (AD&D), short-term and long-term disability, extended leave options, paid time off, company holidays, 401k matching, employee stock purchase plan, legal assistance, wellness programs, tuition reimbursement, and discount programs.

About Terex:

Terex Corporation is a global leader in specialized equipment solutions, serving essential sectors such as emergency services, waste and recycling, utilities, and construction. Our diversified portfolio positions us in resilient, high-demand markets with strong long-term growth potential.

We design and manufacture advanced specialty vehicles—including fire, ambulance, and recreational vehicles—alongside waste collection vehicles, materials processing machinery, mobile elevating work platforms, and equipment for the electric utility industry. Through our global dealer, parts and service network and true value-creating digital solutions, we deliver best-in-class lifecycle support, helping customers maximize return on investment.

With a strong manufacturing footprint in the United States and operations across Europe, India, and Asia Pacific, Terex combines global reach with local expertise to capture opportunities worldwide. Our strategy is clear: exceed customer expectations, invest in innovation