Strategic Account Manager - Key Accounts

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 – 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:

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
• 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
  • 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.

Qualifications:

YOUR SKILLS AND ABILITIES (REQUIRED QUALIFICATIONS)

• 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 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