Strategic Account Manager - Key Accounts

About the role

The Strategic Account Manager – Key Accounts is responsible for the growth, retention, and strategic development of the company’s largest and most complex commercial vehicle customers. This role requires high-level relationship management, account planning, and a deep understanding of customer business models to deliver tailored trailer and truck body solutions across national and multi-regional fleets. The position serves as the primary interface for executive-level customer engagement and cross-functional alignment, ensuring operational excellence, innovation, and value creation for both the customer and the company.

Responsibilities

• 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
• Account Planning & Development
  • Own multi-year account plans with clear revenue, penetration, and service targets
  • 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
  • Oversee end-to-end sales process from requirements gathering to delivery coordination
  • Collaborate with technical and product teams to tailor solutions to customer needs
• 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
• Other duties as assigned

Requirements

• Education: Bachelor’s degree in Business, Sales, or related field
• Experience: 7–10 years of experience in national or strategic account sales or enterprise B2B relationship management
• 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
  • Excellent communication, executive presence, and negotiation skills
  • CRM proficiency, with preference for Salesforce
• Travel: Up to 30–50%

Performance Expectations

• Year-over-year growth in assigned key accounts
• Strategic account plan execution and milestone achievement
• Forecast and pipeline accuracy within assigned margin of error
• Customer satisfaction and reorder rates
• Internal alignment and SLA performance on key programs

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

• Competitive compensation
• Dental, vision, and medical benefits with employer contributions
• Retirement programs, including a Pension Plan and 401(k) Plan with employer match
• Tuition Reimbursement
• Paid holidays and vacation
• And more!