Strategic Account Director

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Yanmar Compact Equipment North America

WebsiteLinkedInAll Job Openings

201 - 500 employees

For nearly 50 years, our compact construction equipment has been tested and trusted in the toughest working conditions you can find.

📋 Description

• Develop and execute a North American National Accounts strategy aligned with YCENA growth objectives. • Identify and prioritize high-value target accounts and strategic growth verticals. • Build multi-year account penetration plans focused on profitable growth and market expansion. • Establish account segmentation strategy and annual growth plans by vertical. • Drive enterprise-level agreements, pricing frameworks, and fleet strategies. • Lead strategic account forecasting and opportunity pipeline management. • Establish executive-level relationships with key national customers. • Serve as primary escalation and relationship leader for strategic accounts. • Conduct regular executive business reviews with national customers. • Develop customer retention and loyalty strategies. • Monitor customer satisfaction, fleet utilization trends, competitive positioning, and future needs. • Ensure national account initiatives support and strengthen dealer relationships. • Collaborate with dealers on execution, service support, inventory planning, and account coverage. • Create clear governance regarding account ownership, lead management, and customer support expectations. • Support dealer participation in national account opportunities where applicable. • Partner with Sales Leadership and BDMs to execute strategic account initiatives. • Work closely with Marketing to develop customer-specific programs, branding opportunities, and launch strategies. • Collaborate with Product Management regarding fleet requirements, future product needs, and competitive positioning. • Support forecasting accuracy and inventory planning for national accounts. • Deliver annual revenue, margin, and market share targets. • Maintain disciplined pricing and profitability management. • Monitor program performance, rebate structures, and commercial ROI. • Support risk mitigation related to customer concentration and contract exposure. • Support enterprise collaboration across CE, Rural Lifestyle, and broader One Yanmar initiatives where strategic opportunities exist. • Promote a unified customer experience and coordinated market approach. • Identify cross-divisional growth opportunities within key enterprise accounts.

🎯 Requirements

• 10+ years of progressive experience in national accounts, enterprise sales, or key account management — preferably within capital equipment, construction, rental, or industrial OEM sectors. • Demonstrated track record of building and scaling national account programs from the ground up. • Deep understanding of dealer channel dynamics and the ability to manage national account activity without displacing dealer relationships. • Strong commercial acumen — experienced in enterprise pricing, contract negotiation, and fleet program development. • Executive presence with the ability to build and sustain C-suite relationships with national customers. • Highly organized with strong pipeline management and forecasting discipline. • Willing and able to travel up to 60–70% across North America. • Prior experience at a compact equipment, construction equipment, or related OEM. • Familiarity with rental industry dynamics (e.g., RSC, Sunbelt, United Rentals ecosystems). • Experience structuring and managing national fleet agreements. • Exposure to cross-divisional or One Brand commercial models.

🏖️ Benefits

• Competitive salary • Flexible working hours • Professional development budget