National Accounts Manager Opportunity Summary: The National Accounts Manager (NAM) is the only national-facing commercial role in the organization, responsible for identifying, developing, and closing large-fleet maintenance and repair agreements with Class 5-8 truck fleet operators across the United States. This is a hunter role with a long sales cycle and a relationship-driven close - success requires deep knowledge of fleet operations, the ability to navigate multi-stakeholder buying organizations, and a relentless drive to build a national account portfolio from the ground up.
This role operates at the intersection of mobile maintenance, breakdown response, and shop services - offering fleet customers a single national relationship backed by a distributed local service footprint.
The commercial trucking sector runs on uptime. A Class 8 tractor out of service costs an operator $750-$1,500 per day in lost revenue - and fleet maintenance managers responsible for hundreds or thousands of units are actively seeking reliable national service partners who can perform consistently across multiple locations. This role is the front door to that relationship.
Key market drivers the NAM will leverage:
- Fleet consolidation - large national operators (waste, freight, LTL, construction, fuel distribution) are centralizing vendor relationships at the corporate level
- Uptime pressure - PM compliance, DOT inspection readiness, and CSA scores are boardroom issues for fleet-heavy businesses
- Mobile service demand - over-the-road breakdowns and yard-side PM work require a service provider with geographic reach and 24/7 availability
- Parts + labor bundling - fleet customers prefer a single source for both roadside parts procurement and repair - reducing vendor complexity
Key Responsibilities: Business Development & Account Acquisition- Prospect, identify, and pursue Class 5-8 fleet operators with 50+ unit national footprints across target verticals: freight/LTL carriers, waste and environmental services, fuel/gas distribution, construction material haulers, dedicated logistics providers, and fleet leasing companies
- Build and manage a pipeline of national account opportunities through cold outreach, industry events, referrals, and fleet association engagement (NPTC, ATA, TMC)
- Conduct needs assessments with fleet maintenance directors, VP Operations, and procurement leads to understand service requirements, unit counts, geographic distribution, and current vendor relationships
- Develop and present customized national service proposals including mobile maintenance programs, breakdown response SLAs, PM scheduling, and shop service capabilities
- Negotiate master service agreements (MSAs) and national pricing frameworks; coordinate with VP Sales and finance on deal structure and margin requirements
Account Activation & Routing- Execute a structured 5-phase onboarding process for each new national account: internal setup, welcome and relationship launch, fleet kickoff meeting, first service delivery, and 30-day account review
- Route individual fleet locations to regional and local service representatives; provide thorough transition documentation covering account contacts, service expectations, pricing, and escalation protocols
- Serve as the national escalation point for service failures, billing disputes, or relationship issues that cannot be resolved at the local level
- Coordinate with operations to ensure service capacity and capability are confirmed before committing to a national account's geographic requirements
Portfolio Management & Growth- Maintain active national-level relationships with decision-makers at each account; conduct quarterly business reviews (QBRs) covering service performance, uptime metrics, cost-per-mile data, and expansion opportunities
- Identify and pursue scope expansion within existing accounts - additional locations, new service lines (mobile vs. shop), or increased PM intervals
- Monitor account health metrics (revenue trend, GP margin, days since last service event) and intervene proactively when accounts show signs of attrition
- Collaborate with local reps to ensure service execution quality reflects the commitments made at the national level; provide feedback loops to operations leadership
Market Intelligence & Reporting- Track competitive activity, pricing pressure, and market trends in commercial fleet maintenance; bring intelligence back to leadership and product/service teams
- Maintain accurate and timely CRM records for all prospect and account activity - pipeline stage, contact records, opportunity values, and account origination documentation
- Report weekly on pipeline activity, new account activations, and portfolio revenue to VP Sales
Qualifications:Required- 5+ years of B2B outside sales experience with a documented track record of closing complex, multi-site service agreements
- Direct experience selling to or working within the commercial trucking, fleet maintenance, or heavy equipment service industry
- Demonstrated ability to manage long sales cycles (90-180+ days) involving multiple stakeholders and procurement processes
- Strong financial acumen - ability to build ROI models, cost-per-mile analyses, and total cost of ownership comparisons for fleet customers
- Proficiency with CRM platforms (Salesforce, HubSpot, or equivalent) for pipeline management and account documentation
- Willingness to travel 40-60% nationally to prospect, present, and develop key accounts
- Valid driver's license and clean driving record
Preferred- Experience selling mobile maintenance, roadside assistance, or managed fleet services programs to national fleet operators
- Existing relationships with maintenance directors or procurement contacts at Class 8 fleet operators
- Familiarity with Class 5-8 powertrain systems, PM intervals, and DOT compliance requirements sufficient to hold credible technical conversations with fleet maintenance teams
- Experience negotiating master service agreements, national pricing frameworks, or fleet service contracts
- Background in parts distribution or aftermarket parts sales in the commercial vehicle space
- Industry association engagement: TMC, NPTC, ATA, or equivalent
Employee Rewards and Benefits: - 8 Paid Holidays & 1 Paid Wellness Day
- Paid Time Off
- Employee Referral Bonus Program
- Medical, Dental & Vision Insurance
- 401k with a Company Match
- Company Paid Training
- Growth & Leadership Opportunities
