Overview

Come grow with us by joining our team as a Senior Director of National Accounts !  In this role, you will play a critical role for the company and will work alongside other professionals within the team and other departments. The Senior Director of National Accounts is responsible for developing and leading Model 1’s national account strategy, with a primary focus on strategically penetrating and growing nationally dispersed fleet customers across multiple market segments.

This role will identify high-value national fleet opportunities, build executive-level customer relationships, and lead the development of comprehensive solutions that leverage Model 1’s national footprint, product portfolio, and capabilities. The Senior Director will manage and develop a high-performing national accounts team while establishing the strategy, operating cadence, and accountability necessary to deliver sustainable revenue and market share growth.

Success in this position requires strong sales leadership, strategic thinking, disciplined execution, and the ability to lead across functions. The Senior Director will serve as a key connector between customers and Model 1’s sales, operations, inventory, service, finance, marketing, and other support teams to deliver a consistent and differentiated customer experience across markets.

 

Responsibilities

National Account Strategy and Growth

• Develop and execute a comprehensive national account strategy aligned with Model 1’s overall sales objectives and growth priorities.
• Identify, prioritize, and strategically penetrate nationally dispersed fleet opportunities across multiple customer segments.
• Build account strategies that identify customer needs, decision makers, fleet requirements, purchasing cycles, competitive positioning, and opportunities to expand Model 1’s share of wallet.
• Establish clear revenue, gross profit, pipeline, customer acquisition, and account growth targets for the national accounts organization.
• Develop multi-year growth plans for strategic accounts and targeted prospects.
• Maintain a disciplined national account pipeline and provide accurate forecasts, opportunity assessments, and performance reporting to sales leadership.
• Identify emerging market opportunities and develop strategies to position Model 1 as a preferred national fleet partner.

Team Leadership and Development

• Build, lead, coach, and develop a high-performing national accounts sales team.
• Establish clear expectations, goals, territories/account assignments, and performance standards for the team.
• Conduct regular pipeline reviews, account strategy sessions, coaching meetings, and performance evaluations.
• Develop the team's capabilities in strategic selling, executive-level engagement, complex negotiations, account planning, and solution development.
• Create a culture of accountability, collaboration, customer focus, and continuous improvement.
• Recruit and develop talent necessary to support the continued growth of Model 1’s national accounts business.
• Actively participate in strategic customer engagements and complex sales opportunities to coach the team and accelerate results.

Strategic Customer Relationship Management

• Develop and maintain executive-level relationships with key national customers and strategic prospects.
• Establish a deep understanding of each customer’s business model, fleet strategy, operational requirements, growth plans, and key business challenges.
• Position Model 1 as a strategic business partner capable of supporting customers across multiple locations, markets, and vehicle requirements.
• Lead strategic business reviews with key accounts to evaluate performance, identify opportunities, resolve issues, and establish future priorities.
• Develop customer retention and expansion strategies that increase Model 1’s relevance and share of wallet within existing national accounts.
• Serve as an executive escalation point for strategic customers when necessary.

Cross-Functional Leadership and Execution

• Lead cross-functional execution across Model 1 to ensure national account commitments are effectively delivered throughout the organization.
• Partner closely with regional and local sales leadership, operations, inventory, service, finance, marketing, and other functional teams to develop and execute customer solutions.
• Establish clear ownership, communication, and execution plans for complex national customer opportunities.
• Coordinate customer requirements across multiple Model 1 locations to deliver a consistent national customer experience.
• Ensure sales commitments are operationally achievable and aligned with inventory availability, delivery expectations, service capabilities, and financial objectives.
• Identify execution gaps and work collaboratively with functional leaders to develop scalable processes and solutions.
• Balance the needs of national customers with regional and local market priorities while promoting a "One Model 1" approach to serving the customer.

Commercial Strategy and Deal Leadership

• Lead the development and negotiation of complex national fleet opportunities, including multi-market and multi-year agreements.
• Partner with leadership and finance to develop pricing strategies that balance competitiveness, customer value, gross profit, and long-term account potential.
• Provide leadership on RFPs, fleet proposals, contract negotiations, and other complex commercial opportunities.
• Evaluate the strategic and financial value of major opportunities and provide recommendations to senior leadership.
• Ensure agreements, pricing, and customer commitments are clearly communicated and consistently executed throughout the organization.
• Maintain awareness of competitive activity, industry trends, fleet purchasing behaviors, and evolving customer expectations.

Sales Performance and Business Management

• Own national account performance against established revenue, gross profit, pipeline, customer acquisition, retention, and growth objectives.
• Utilize CRM and other sales management tools to drive pipeline visibility, account planning, forecasting accuracy, and sales accountability.
• Establish and monitor key performance indicators for the national accounts organization.
• Analyze account and segment performance to identify trends, risks, and opportunities requiring action.
• Provide regular business updates to the VP of Sales and other senior leaders regarding performance, pipeline, strategic opportunities, competitive developments, and execution risks.
• Develop corrective action plans when performance is below expectations and ensure timely follow-through.

Qualifications

Leadership Expectations

 

The Senior Director of National Accounts is expected to operate as both a sales leader and an enterprise leader. The position requires the ability to influence beyond direct reporting relationships, align multiple stakeholders around customer priorities, and translate strategy into coordinated execution.

The successful leader will:

 

• Think strategically while maintaining strong attention to execution and accountability.
• Demonstrate executive presence and credibility with senior customer and Model 1 leadership.
• Build strong relationships across functions, regions, and levels of the organization.
• Create clarity around priorities, ownership, expectations, and results.
• Develop people and build organizational capability rather than relying solely on individual selling.
• Make sound commercial decisions balancing customer needs with Model 1’s financial and operational objectives.
• Demonstrate a strong sense of ownership and urgency in resolving customer and business challenges.
• Model Model 1’s values and promote collaboration across the organization.

Qualifications: 

 

• Bachelor’s degree in Business, Sales, Marketing, or related field preferred.
• Significant progressive sales leadership experience with demonstrated success developing and growing large, complex, multi-location or national accounts.
• Experience leading and developing high-performing sales professionals.
• Demonstrated ability to penetrate complex organizations and develop relationships with senior and executive-level decision makers.
• Strong strategic account planning, forecasting, negotiation, and commercial management capabilities.
• Proven ability to lead complex initiatives across multiple functions and geographic markets.
• Strong financial and business acumen with the ability to evaluate pricing, profitability, and long-term customer value.
• Excellent communication, presentation, negotiation, and executive relationship skills.
• Experience utilizing CRM platforms to manage pipeline, forecasting, account strategy, and sales performance.
• Ability to travel nationally as required to support customers, prospects, and the national accounts team.

Pay Range.