Director of National Accounts

Job Description

Job Description

Primary Duties

The Director of National Accounts is responsible for leading the strategic development, expansion, and performance of the company’s national account business within the Material Handling/Forklift division. This position will develop and execute strategies designed to expand market coverage, increase retail sales, and grow strategic national accounts.

The Director will work closely with executive leadership, Sales, Finance, Legal, Product Support, Marketing, and other cross-functional teams to ensure national account strategies support the company’s overall business objectives.

Responsibilities

National Accounts

- Develop and execute the national accounts strategy for the Material Handling/Forklift division.
- Identify and pursue strategic national and multi-location customer opportunities.
- Develop and maintain executive-level relationships with key national account customers.
- Lead negotiations and commercial discussions for national account opportunities in coordination with executive leadership and appropriate internal departments.
- Develop customized business solutions and account strategies based on customer requirements, fleet needs, applications, and long-term growth opportunities.
- Coordinate national account opportunities across the dealer network to ensure consistent customer coverage, pricing strategy, service support, and execution.
- Partner with Sales, Finance, Product Support, Parts, Marketing, and other departments to deliver comprehensive solutions to national account customers.
- Monitor national account performance, sales pipeline, customer satisfaction, and growth opportunities.
- Develop forecasts, business reviews, and performance reports for national account activity.
- Serve as a senior point of contact for strategic national accounts and assist with the resolution of escalated customer or dealer matters.
- Identify opportunities to expand existing customer relationships across locations, products, and services.

Strategic Leadership & Reporting

- Provide leadership and strategic direction for dealer development and national account initiatives.
- Establish annual goals, KPIs, and performance metrics for dealer development and national accounts.
- Analyze market conditions, competitive activity, dealer coverage, customer trends, and sales performance to identify opportunities and risks.
- Prepare and present regular business updates, forecasts, recommendations, and strategic plans to executive leadership.
- Collaborate with Finance on pricing, credit, and financial considerations associated with national account opportunities.
- Collaborate with Legal on contractual matters and sales and account documentation.
- Partner with Marketing on customer initiatives, and market-development activities.
- Support annual operating plans, budgeting, forecasting, and long-term strategic planning for the Material Handling/Forklift business.
- Represent the company professionally with dealers, customers, industry partners, and other external stakeholders.
- Provide leadership, coaching, and direction to assigned employees or teams, as applicable.

Qualifications

- Bachelor’s degree in Business Administration, Sales, Marketing, Management, or a related field required; equivalent relevant experience may be considered.
- Minimum of 8–10 years of progressive experience in dealer development, distribution, sales, national accounts, or business development.
- Prior experience in the material handling, forklift, heavy equipment, industrial equipment, or related dealer-distribution industry strongly preferred.
- Demonstrated experience developing and managing dealer/distributor networks.
- Experience managing large, complex, multi-location or national customer relationships.
- Strong understanding of dealer operations, territory management, market development, and sales strategy.
- Demonstrated ability to negotiate complex commercial agreements and develop long-term business partnerships.
- Strong leadership, strategic planning, analytical, communication, and presentation skills.
- Ability to build relationships and effectively communicate with dealer principals, customer executives, and senior company leadership.
- Strong business and financial acumen.
- Proficiency with Microsoft Office and CRM/reporting systems.
- Ability to travel extensively based on business needs.

Work Environment and Other Requirements

The work environment is primarily a professional office environment with regular travel to dealer locations, customer locations, company facilities, trade shows, and industry events. The position requires frequent interaction with dealers, national account customers, and internal leadership.

Travel expectation: Approximately 30–50%, depending on business requirements.

Other Duties: This job description is not intended to contain a comprehensive listing of all activities, duties, or responsibilities required of the employee. Additional duties and responsibilities may be assigned based on business needs.