National Accounts Manager

Dobbs Peterbilt•Memphis, TN

About The Position

The National Accounts Manager develops and grows large, multi-location Peterbilt National Accounts (PNA) and Volvo Mack MVPreferred (MVP) accounts. The role requires understanding fleet composition and translating account opportunities into specific parts and service needs. The manager works with Parts Managers, Service Managers, Supply Chain, and Sales personnel to ensure effective execution, with the primary objective of exceeding gross margin and net profitability goals for assigned customers. The position also manages regional business development and outside sales activities related to PNA and MVP accounts. The role coordinates account strategy and sales efforts across branches and departments, maintains customer relationships, supports consistent pricing and issue resolution, and measures account performance. It also develops sales processes, provides market feedback, and works with OEMs to expand participation in PNA and MVP programs. The position involves regular use of hands and arms, communication, prolonged sitting, and activities such as standing, walking, climbing, balancing, stooping, kneeling, crouching, and crawling. The employee must lift or move up to 25 pounds regularly, up to 50 pounds frequently, and up to 100 pounds occasionally. Work may involve moving mechanical parts, electrical-shock risk, wet or humid conditions, extreme heat, vibration, heights, fumes, chemicals, outdoor weather, and normally loud noise.

Requirements

Bachelor’s degree or five years of heavy-duty truck industry experience.
Two years of sales experience in the heavy-duty truck industry.
Five years of experience managing employees across multiple locations.

Nice To Haves

Heavy-duty truck aptitude.
Intermediate to advanced knowledge of Microsoft Excel, Word, and Outlook.
Strong management and leadership ability.
Strong organizational and communication skills.

Responsibilities

Achieve quarterly goals and objectives for each assigned customer.
Provide strategic input to grow and develop business.
Develop and implement a cohesive sales process, including territory definition, customer visits, and reporting.
Update and maintain policies and procedures that improve sales processes, including onboarding and training OPS and OSS in managing PNA and MVP accounts.
Provide competitive market feedback to inform marketing pricing.
Build working relationships with Parts Managers and Service Managers to support growth and maintenance of PNA and MVP customers.
Manage PNA and MVP relationships locally, regionally, and nationally, developing business processes that make it easier for these customers to work with the company.
Develop strategies with OEMs to add customers to PNA and MVP programs within the company’s assigned area of responsibility.
Measure and report performance results and opportunities for assigned customers.
Participate in business development and support local sales efforts.
Address customer relationship issues professionally, productively, and promptly.
Ensure consistent pricing for PNA and MVP accounts across branches.
Serve as the point of contact for PNA and MVP customers and resolve issues.
Coordinate sales efforts across branches and parts, service, and truck sales departments to maximize growth.
Support a trust- and respect-based work environment, discuss performance and departmental goals with the manager, suggest efficiency improvements, promote continuous improvement, mentor others, and give credit where due.
Follow the Employee Handbook and Employee Conduct Policy, support management decisions toward company goals, remain receptive to new ideas, and make decisions in the company’s long-term interest.