Account Executive Director

Job Description

The Account Executive Director owns end-to-end strategic account governance and is accountable for retention, profitable growth, and white space expansion—while maintaining a single commercial interface to the client.

Scope & Coverage

• Full ownership of the account, with P&L-level accountability (revenue, margin, growth).
• Works across multiple functions and programs; coordinates internal delivery leaders to ensure performance and credibility.

Key Accountabilities

• Ensure retention and renewal execution with strict margin discipline.
• Expand scope via white space conversion while protecting delivery quality and risk posture.
• Lead QBRs/EBRs, stakeholder management, escalation handling, and roadmap discussions.
• Maintain a forward-looking account plan with sponsor mapping and risk mitigation.
• Identify and qualify expansion plays through consultative discovery and value cases.
• Convert white space to structured initiatives with clear outcomes and delivery governance.
• Prevent internal overlap and ensure coherent pricing and negotiation posture.

Responsibilities

• Build and execute annual/quarterly account plans.
• Lead renewal negotiations and contract extensions with Deal Desk/Legal/Finance.
• Cook stakeholders to ensure alignment between sales and delivery.
• Track client satisfaction indicators and resolve risks.
• Maintain CRM forecasting and pipeline governance.
• Monitor competitive threats and build strategies.

Qualifications

• 15+ years in strategic account management within automotive services, BPO, outsourcing, or consulting.
• Commercial rigor with strong renewal track record, margin accountability, and negotiation ability.
• Consultative expansion experience with value cases and stakeholder mapping.
• CRM proficiency; strong PowerPoint/Excel capability.
• Able to operate as a senior representative with consistent on-site engagement.

Preferred Qualifications

• MBA or equivalent experience managing enterprise accounts.
• Account management methodologies (Miller Heiman, Challenger, etc.).
• Experience across automotive domains (aftersales, warranty, network, digital, CX).
• Previous OEM HQ-level experience in strategic, commercial, or operational roles preferred.

Competencies & Behaviors

• Executive maturity, diplomacy, influence.
• Governance mindset: cadence, documentation, escalation paths, accountability.
• Commercial ethics and discipline.
• Strategic patience and relentless follow-through.

Additional Information

• Location: Office-based in Irvine, CA or Fountain Valley with frequent on-site presence at client HQ
• Travel: Frequent (typically 20–40% depending on governance cadence and program footprint)
• Function: Sales / Strategic Account Management

Company Description

MSX has been a trusted partner to leading vehicle manufacturers, their retailers, and mobility organizations globally for more than 30 years. Our unwavering commitment is to help our clients transform their businesses and effectively manage operations in the areas of: Sales Performance; Repair Optimization and Compliance; Parts and Accessories Sales Performance; and Consumer Engagement. With our global teams, industry expertise, and the power of technology, we design and deliver tailored, sustainable, and innovative solutions and services that help our clients optimize their operations and captivate their customers.