National Account Manager

Terex Corporation•Atlanta, GA

15d•Remote

About The Position

The National Account Manager is responsible for owning the relationship with the largest and most strategic dealer partners within the Terex Utilities network. This role is accountable for the growth of sales and market share across the dealer network through disciplined account management, accurate demand planning, and strong cross-functional alignment. The position involves running the Dealer Management System (DMS) as the system of record for dealer inventory and performance, leading Sales & Operations Planning (S&OP) meetings, and ensuring internal teams have accurate visibility into demand signals, inventory positions, and market trends to maintain strategic alignment with key dealer partners.

Requirements

Bachelor's Degree in Business, Supply Chain, Sales, Marketing, or related field, or equivalent experience.
5+ years of experience in national/key account management, channel sales, or dealer management, preferably within heavy equipment, utility, construction, or industrial equipment industries.
Demonstrated experience working with or managing a Dealer Management System (DMS) or similar CRM/ERP platform.
Experience participating in or leading Sales & Operations Planning (S&OP) processes.
Strong analytical skills with the ability to interpret sales data, forecasts, and market trends.
Excellent relationship-building, negotiation, and communication skills.
Proven ability to manage complex, high-value accounts and navigate multi-stakeholder relationships.
Excellent computer proficiency in Microsoft Suite.
Ability to work in a matrix organization, driving results through direct and indirect methods.
Creative, articulate, and results-oriented with a strong sense of urgency.
Strategic planner and problem-solver who can successfully apply experience, judgment, and creativity to both short- and long-term business situations.
Team player and self-motivated high achiever with a strong desire for success and consistent, sustainable improvement.
Willingness to travel to dealer locations as needed (estimated 50%), including domestic and occasional international travel.

Nice To Haves

Experience in the utility equipment, aerial work platform, or heavy equipment manufacturing industry.
Experience working within a matrixed organization, coordinating across Sales, Operations, and Finance.

Responsibilities

Serves as the primary point of contact and relationship owner for the largest dealers within the Terex Utilities network.
Develops and executes strategic account plans that drive mutual growth, profitability, and market share expansion.
Conducts regular business reviews with key dealer principals and leadership to assess performance, identify opportunities, and resolve issues.
Acts as the voice of the dealer internally, ensuring their needs, feedback, and market intelligence are represented in company strategy.
Owns and manages the Dealer Management System (DMS) as the system of record for dealer inventory, orders, and performance data, ensuring data accuracy, timeliness, and completeness.
Partners with IT/systems teams to improve DMS functionality, reporting capabilities, and user adoption among dealers.
Trains and supports dealer personnel on effective use of the DMS to improve order accuracy and inventory visibility.
Leads the demand-planning input process for major accounts, translating dealer inventory positions and sell-through data into actionable forecasts.
Represents the voice of the customer/dealer in the monthly S&OP cycle, ensuring demand signals are accurately reflected in production and supply planning.
Collaborates cross-functionally with Operations, Supply Chain, Finance, and Product Management to balance demand with supply capabilities.
Identifies and communicates risks or opportunities in demand trends that could impact production planning or inventory strategy.
Analyzes market trends, competitive activity, and dealer performance data to anticipate shifts in demand.
Provides regular reporting and insights to leadership on account health, market conditions, and forecast accuracy.
Proactively identifies gaps between dealer stocking levels and market demand, recommending corrective action.
Ensures consistent alignment between dealer commercial strategy, internal operations, and corporate growth objectives.
Partners with senior leadership to shape go-to-market strategy for top-tier accounts.
Drives continuous improvement initiatives that strengthen the dealer-manufacturer relationship and overall channel performance.
Extensive travel in the field to meet with dealers, key account buyers, and Regional Managers to resolve issues, present new ideas, and obtain better insight into competitive situations that will aid decision making.