National Accounts Fleet Director (Remote)

About the role

This is a director-level, individual-contributor sales role for Autocar, America’s first specialized truck brand in North America and the only American-owned and operated original equipment manufacturer (OEM) building trucks exclusively for severe-duty vocational work.

Responsibilities

• Own National Fleet Accounts
• Develop and grow direct relationships with key national fleet customers in the refuse vocational sector, focusing on operators running 200-plus vehicles.
• Serve as the point of contact for national fleet customers – no channel conflict, no layers between you and the customers you support - ensuring exceptional service and accountability from the factory.
• Build long-cycle, trust-based partnerships grounded in a genuine understanding of vocational applications and truck component functionality, and the customer’s operational model, fleet economics, and performance pressures.
• Increase revenue, expand market share, and strengthen Autocar's position within strategic fleet customers.
• Drive National Account Growth Through Direct Sales
• Drive national sales efforts by developing strategies tailored to the needs of large fleet customers in the refuse and vocational sectors, aligned to their fleet replacement cycles, capital budget timelines, and operational requirements.
• Utilize an in-depth understanding of vocational truck applications and component functionality, articulate the total cost of ownership case for Autocar trucks with rigor, connecting ALWAYS UP® direct factory support and uptime performance to quantifiable fleet economics.
• Identify fleet expansion opportunities, competitive replacement opportunities, and growth within strategic accounts.
• Present proposals, negotiate contracts, and represent the company in high-level discussions, demonstrating deep industry knowledge and application expertise.
• Serve as the primary commercial owner of assigned national fleet relationships and partner cross-functionally to support fleet growth, customer retention, and strategic account expansion.

Requirements

This role is designed for both experienced national account leaders and high-performing professionals who have consistently operated above their current level and are ready to assume director-level responsibility.

Autocar invests in the right people. You have at least 5-7 years of demonstrated success within the refuse industry (required industry experience), owning customer relationships, fleet operations, or commercial growth.

• Experience selling directly to end-user fleets as an OEM representative, manufacturer's direct sales representative, or comparable commercial role within the waste industry;
• Experience in fleet management, route management, or operations within the waste industry.

You possess a deep understanding of refuse operations, fleet economics, truck specifications, and the operational challenges faced by fleet customers.

• Strong differentiators include relationships at national or major regional haulers (WM, Republic, GFL, or comparable), expertise in refuse truck specs, or experience with municipal RFP procurement and private fleet buying processes.

A bachelor’s degree is preferred but not required.

You are willing to travel weekly within your assigned account portfolio – typically leaving your home office on Monday and returning Thursday evening.

Qualifications

This role requires a bachelor’s degree in Business Administration, Marketing, Sales, or a related field, or equivalent experience.

Proficiency in Microsoft Office Suite is required.

Ability to travel up to 50% of the time is required.

Skills

• Exceptional communication and interpersonal skills
• Strong negotiation and presentation skills
• Ability to build and maintain strong relationships with key stakeholders
• Understanding of vocational truck applications and component functionality
• Experience with fleet data analysis and route assessment
• Knowledge of municipal RFP procurement and private fleet buying processes

Benefits

Comprehensive medical, dental, vision, and life and AD&D insurance, and short-term and long-term disability to support your well-being.

401(k) with a company match to help you invest in your future.

Paid time off (PTO) and company holidays to rest, recharge, and maintain work-life balance.

Pay

Competitive compensation that recognizes your skills, experience, and impact.

Eligibility for sales-based variable compensation that rewards volume of orders for existing customers and new sales.

Schedule

Work remotely from one of our designated markets while managing strategic fleet relationships throughout your assigned account portfolio.