National Account Executive

National Account Executive

The National Account Executive is responsible for driving year-over-year revenue growth by identifying, pursuing, and closing new business opportunities and expanding strategic relationships across a national territory. This role develops and executes account and partner strategies within Energy & Utilities, Ambulance/EMS, Transportation & Logistics, and Work Truck Fleet markets, while collaborating cross-functionally to deliver best-in-class work truck upfit solutions and customer experience.

Key Responsibilities

• Develop and execute a national territory plan to achieve quarterly and annual revenue targets, including account segmentation, call cadence, funnel conversion goals, and strategic partner coverage.
• Identify, qualify, and close new business by engaging decision-makers and influencers at fleet, municipal, utility, and private-sector organizations within targeted vertical markets (Energy & Utilities, Ambulance/EMS, Transportation & Logistics, and Work Truck Fleet).
• Manage and grow existing national accounts by building multi-threaded relationships, understanding customer operational needs, and expanding solution adoption through cross-sell and up-sell opportunities.
• Build, maximize, and maintain access points to the marketplace by developing relationships and joint plans with:
  • Technology partners and ecosystem affiliates
  • Vehicle OEMs and upfit influencers
  • Resellers, distributors, and distribution partners
• Establish and maintain a strong national partner network by recruiting, enabling, and supporting resellers/representatives; set joint goals, define territories, and track performance against plan.
• Own pipeline management in Salesforce, including opportunity strategy, forecast accuracy, next-step discipline, and timely updates to activities, notes, contacts, and account plans.
• Prepare and deliver compelling presentations, product demonstrations, and webinars; develop proposals and pricing recommendations aligned to customer requirements and internal guidelines.
• Collaborate with Engineering and Product teams to communicate market requirements, support product research and development, and recommend enhancements that improve customer outcomes and sales effectiveness.
• Partner with Marketing to execute joint marketing activities with resellers and ecosystem partners; represent the company at industry events and trade shows to generate leads and strengthen brand presence.
• Maintain in-depth knowledge of Havis product lines, business processes, and sales tools, with particular focus on work truck upfit solutions.
• Monitor competitive landscape and market trends; analyze territory performance and identify new growth opportunities across national work truck verticals.
• Provide leadership to assigned Inside Sales Representative(s) and/or Independent/Manufacturers Representatives by setting expectations, establishing goals, coaching on opportunity strategy, and driving execution.

Requirements

• 5+ years of successful B2B sales experience with demonstrated ability to consistently meet or exceed quota (technical products, work truck/fleet upfit, or adjacent markets preferred).
• Proven experience developing and executing a territory plan and managing a full sales cycle from prospecting through close.
• Strong communication, interpersonal, presentation, negotiation, and account management skills (in-person and virtual/webinar).
• Proficiency with Salesforce (or comparable CRM) and Microsoft Office (Excel, PowerPoint, Word, Outlook); ability to capture meeting notes, actions, and next steps with urgency and accuracy.
• Ability and willingness to travel frequently (up to 80% as business needs require; typical travel expected around 60%).
• Bachelor's degree or equivalent combination of education and relevant experience.
• Experience selling into work truck, fleet, upfit, public safety, utility, or transportation/logistics markets; familiarity with reseller/distribution channel models.
• Experience supporting and enabling independent/manufacturers' representatives and building partner-led pipeline.

Core Competencies

• Customer-first mindset; consultative selling and needs discovery
• Strategic thinking with disciplined execution and strong time management
• High initiative, self-motivation, and comfort operating in a growth-oriented environment
• Collaboration across Sales, Product, Engineering, Operations, and Marketing

Work Location & Travel

• This position may be performed from a company office or a remote/home office, based on business needs.
• Role is customer-facing and includes frequent travel for on-site meetings, partner visits, and industry events/trade shows.
• Travel expectations: up to 85% (typically ~60%), including overnight travel as required.