Strategic Account Manager

Overview

THE ROLE

 

At Great Dane, we rely on makers and we’re calling on them to join our expanding team, the time has never been better to Embrace Your Great and work in an environment with the highest safety standards in the industry.  

 

The Position: The Strategic Account Manager is responsible for managing and executing the company’s strategic and national account plans across a defined portfolio customers. The Strategic Account Manager will drive day-to-day relationship management, execution of multi-year agreements, margin optimization, and cross-functional coordination to deliver against the strategic objectives se. This position requires strong commercial acumen, disciplined execution, and the ability to translate enterprise strategy into tangible account-level results

Responsibilities

WHAT YOU’LL DO

• Account Types: Large fleets, OEM-aligned programs, top-volume customers
• Revenue Scope: Highest revenue-producing accounts with multi-year growth potential
• Internal Interfaces: Executive Leadership, Sales Ops, Engineering, Finance, Supply Chain, and Manufacturing
• Territory: U.S. and Canada (as applicable)
• Strategic Relationship Management
  • Build and maintain executive-level relationships across customer organizations
  • Develop and lead quarterly and annual business reviews (QBRs, ABRs)
  • Act as the primary escalation point and internal advocate for key accounts
  • Develop account strategies to expand market share and increase wallet share
• Account Planning & Development
  • Own multi-year account plans with clear revenue, penetration, and service target
  • Identify expansion opportunities including new vehicle applications, geographies, or services
  • Coordinate with internal teams to align capacity, innovation, and program development with customer roadmaps
• Sales Execution
  • Lead quoting, pricing strategy, and contract negotiations for large-scale orders; creating multi-year contracts
  • Oversee end-to-end sales process from requirements gathering to delivery coordination
  • Collaborate with technical and product teams to tailor solutions to customer needs
  • Execute on revenue targets through direct selling and coordinated pursuit with field sales and dealer networks
• Forecasting & Business Intelligence
  • Maintain accurate forecasting, pipeline, and activity tracking in CRM (Salesforce)
  • Monitor competitor activity, market shifts, and fleet trends to proactively manage risk and uncover opportunities
• Cross-Functional Leadership
  • Lead internal account teams to ensure seamless execution, communication, and service
  • Drive process improvements and internal alignment to meet customer SLAs and expectations
  • Collaborate with retail team to drive revenue, penetration and service targets
• Other duties as assigned.

Qualifications

YOUR SKILLS AND ABILITIES (REQUIRED QUALIFICATIONS)

• Education: High School diploma required; Bachelor’s degree in Business, Sales, or related field preferred
• Experience: 5–8+ years of B2B sales or account management experience.
  • Experience in transportation, manufacturing, or industrial sectors preferred.
• Experience managing OEM partnerships or large account relationships
• Familiarity with trailer and truck body design, customization, and production workflows
• Skills:
  • Strong business acumen and experience with strategic selling frameworks
  • Understanding of pricing, margin and contract structures
  • Excellent communication, executive presence, and negotiation skills
  • CRM proficiency, with preference for Salesforce
• Travel: As required to support customer engagement and account development
• Performance Expectations:
  • Meet or exceed annual sales targets for assigned accounts
  • Maintain 90%+ accuracy in forecasting within CRM
  • Develop and maintain annual account plans for top customers
  • Achieve high customer satisfaction scores on assigned accounts
  • Identify and pursue at least three (3) new growth opportunities within account base.

PHYSICAL/MENTAL REQUIREMENTS:

• Office and plant environment.
• Keyboarding, lifting, standing, bending, walking.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

BENEFITS OVERVIEW

• Competitive compensation
• Benefits, including but not limited to dental, vision, and medical with employer contributions
• Retirement programs, including a Pension Plan and 401(k) Plan with employer match
• Tuition Reimbursement
• Paid holidays and vacation
• And more!

Great Dane is an Equal Opportunity Employer