Director, Strategic Accounts leads ABG's high volume, global corporate travel relationships, large enterprise accounts that are central to the company's revenue performance. This role leads a team of Global Account Managers (GAMs) organized into geographic territories, and drives profitable revenue growth through pricing discipline, wallet-share growth, and commercial renewal strategy across the segment.
The Director sets the commercial standard for the segment and develops a team that delivers it: disciplined account planning, proactive renewal management, and rigorous pipeline execution.
WhatYoullDo:
- Set the account strategy for the Strategic segment, including renewal planning, executive relationship coverage, and wallet-share growth, and hold GAMs accountable for executing it across their territories.
- Serve as executive sponsor on the most complex commercial renegotiations, supporting GAMs and coordinating with the VP, Finance, and Revenue Management on pricing strategy, structural options, and contract terms.
- Ensure every Strategic account has a documented account plan covering renewal timeline, key stakeholders, competitive landscape, growth targets, and risk mitigation, and review those plans with each GAM on a regular cadence.
- Partner with Finance, Revenue Management, Operations and Legal on the most complex multi-year agreements across the segment.
- Recruit, coach, develop, and performance-manage a team of GAMs across named geographic territories covering the full US and Canada Strategic account footprint.
- Run structured weekly pipeline, renewal, and account review cadences; maintain forecast accuracy and CRM hygiene across the team.
- Set annual portfolio plans, new business quotas, and individual development goals for each GAM in partnership with the VP.
- Coach GAMs through high-stakes renewals, executive escalations, and competitive displacement situations, joining senior customer conversations where executive presence adds value.
- Direct the renegotiation strategy for under-performing contracts, working with GAMs, the VP, and Revenue Management to establish walk-away floors, structural pricing options, and timeline to resolution.
- Use in-portfolio market precedents and peer pricing data to anchor commercial conversations, know the competitive landscape and use it.
- Monitor account-level commercial performance monthly; flag deteriorating trends before renewal windows and take corrective action early.
- Develop repeatable playbooks for pricing renegotiation to accelerate cycle times across the team.
- Partner with the BDL Lead (Strategic+LC) on identified prospect accounts to identify the right commercial entry point and coordinate a seamless handoff once contracted.
- Guide GAMs in identifying expansion opportunities within existing contracted accounts: new divisions, geographies, or travel programmes not yet covered by the ABG agreement.
- Set team-level wallet-share growth targets by customer and portfolio; track capture rate movement monthly and hold GAMs accountable to improvement plans.
- Collaborate with Revenue Management, Marketing, Fleet, and Operations to ensure Strategic accounts receive the service quality and commercial attention their scale demands.
- Prepare and deliver executive-level account reviews, renewal briefings, and commercial strategy presentations to COO and CFO audiences.
- Represent the Strategic segment in monthly and quarterly commercial reviews with ABG leadership.
- Act as an escalation point for service, billing, or contractual issues on the most sensitive accounts in the segment.
PerksYoullGet:
- Access to Medical, Dental, Vision, Life and Disability insurance
- Eligible to elect other voluntary benefits including: Group Auto Insurance, Group Home Insurance, Pet Insurance, Legal Assistance, Identity Theft Protection, FSA, Accident Insurance, Critical Illness Insurance, and additional life insurance coverages
- 401(k) Retirement Plan with company matched contributions
- Full training to learn the business and enhance professional skills
- Employee discounts, including discounted prices on the purchase of Avis/Budget cars
- Access to an Employee Assistance Program for services including counseling, financial and legal consultation, referrals for care service and more
WhatWereLookingFor:
- 10+ years of progressive B2B sales or enterprise account management experience, with at least 5 years managing national or global accounts with significant revenue responsibility.
- Demonstrated success leading and developing a high performing team of senior account managers, hiring, coaching, performance management, and succession planning.
- Proven track record in complex commercial renegotiations: multi-year contracts, executive relationships, pricing remediation, and competitive defense in large enterprise accounts.
- Strong commercial and financial acumen: able to understand and apply pricing structures, contract economics, and revenue performance data to inform decisions.
- Experience in corporate travel, fleet management, transportation, or adjacent B2B services; familiarity with corporate travel procurement and enterprise travel decision-making.
- Ability to operate comfortably across functions; Revenue Management, Legal, Finance, Operations in a matrixed global organization.
- Excellent executive presence and communication skills: written, verbal, and presentation appropriate for C-suite internal and external audiences.
- Background in car rental, fleet management, or corporate travel management. (Preferred)
- Experience with formal commercial renegotiation frameworks: walk-away analysis, BATNA, competitive benchmarking. (Preferred)
- Familiarity with Sales Enablement tools, CRM systems, and AI tools are a plus. (Preferred)
- MBA or equivalent advanced degree. (Preferred)
- Ability to travel up to 30% (domestic and some international). (Preferred)
The annual starting salary range for this position is $140,000-$185,000. Factors which may affect starting pay within this range may include geography/market, skills, education, experience and other qualifications of the successful candidate.
Parsippany
New Jersey
United States of America
