National Accounts Manager

Dobbs Peterbilt•Sumner, WA

About The Position

The National Accounts Manager is responsible for developing and growing large, multi-location Peterbilt National Accounts (PNA) and Volvo Mack MVPreferred (MVP) accounts. The role requires understanding fleet composition and translating customer opportunities into specific parts and service needs. The manager works with Parts Managers, Service Managers, Supply Chain, and Sales personnel to support operational excellence and exceed gross margin and net profitability goals for assigned customers. The position also directly manages regional business development and outside sales management relating to PNA and MVP accounts. The role includes developing customer strategies and sales processes, coordinating efforts across branches and departments, maintaining pricing consistency, and serving as the point of contact for PNA/MVP customers and issue resolution. Dobbs Truck Group operates 25 commercial truck dealerships through Dobbs Peterbilt and Western Truck Center. The company offers medical, dental, vision, long-term disability, life insurance, a 401(k), paid vacation, and sick leave.

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.
Ability to understand opposing viewpoints on complex issues, negotiate, and integrate different perspectives.
Ability to organize and prioritize others’ work schedules over the long term.
Ability to make decisions with significant impact on department credibility, operations, and services.
Ability to formulate complex materials and make formal presentations.
Ability to compute, analyze, and interpret complex statistical data and develop forecasts and computer models.
Ability to meet the described physical demands, including lifting and moving loads up to 100 pounds occasionally.

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 comprehensive sales process, including territory definition, customer visitation, and reporting.
Update and maintain policies and procedures to improve sales processes, including onboarding and training new and existing OPS and OSS employees in managing PNA and MVP accounts.
Provide competitive market feedback to inform marketing pricing.
Develop strong working relationships with Parts Managers and Service Managers to support growth and maintenance of PNA/MVP customers.
Manage PNA/MVP relationships locally, regionally, and nationally, developing processes that make it easier for these customers to do business with the company.
Develop strategies for working with OEMs to add customers to PNA/MVP programs within the company’s assigned AOR.
Measure and report performance results and opportunities for assigned customers.
Participate in business development and support local sales efforts.
Manage customer relationship issues professionally, productively, and promptly.
Ensure pricing consistency for PNA/MVP accounts across all branches.
Serve as the point of contact for PNA/MVP customers and resolve issues.
Coordinate sales efforts across branches and parts, service, and truck sales departments to maximize growth across departments.
Meet common company expectations, including contributing to a respectful workplace, discussing performance and departmental goals with a manager, suggesting efficiency improvements, supporting continuous improvement, mentoring others, adhering to company policies, and supporting management decisions.