Director of National Accounts

Yanmar Compact Equipment North America

Director of National Accounts leading enterprise account growth strategy for Yanmar Compact Equipment. Developing key customer relationships and driving profitable growth across North America.

Posted 5/12/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact

Develop and execute a North American National Accounts strategy aligned with YCENA growth objectives.
Identify and prioritize high-value target accounts and strategic growth verticals.
Build multi-year account penetration plans focused on profitable growth and market expansion.
Establish account segmentation strategy and annual growth plans by vertical.
Drive enterprise-level agreements, pricing frameworks, and fleet strategies.
Lead strategic account forecasting and opportunity pipeline management.
Establish executive-level relationships with key national customers.
Serve as primary escalation and relationship leader for strategic accounts.
Conduct regular executive business reviews with national customers.
Develop customer retention and loyalty strategies.
Monitor customer satisfaction, fleet utilization trends, competitive positioning, and future needs.
Ensure national account initiatives support and strengthen dealer relationships.

Requirements

What you’ll need

10+ years of progressive experience in national accounts, enterprise sales, or key account management — preferably within capital equipment, construction, rental, or industrial OEM sectors.
Demonstrated track record of building and scaling national account programs from the ground up.
Deep understanding of dealer channel dynamics and the ability to manage national account activity without displacing dealer relationships.
Strong commercial acumen — experienced in enterprise pricing, contract negotiation, and fleet program development.
Executive presence with the ability to build and sustain C-suite relationships with national customers.
Highly organized with strong pipeline management and forecasting discipline.
Willing and able to travel up to 60–70% across North America.

Benefits

Comp & perks

Health insurance
Retirement plans
Professional development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

national accounts strategyaccount penetration planspricing frameworksenterprise-level agreementsaccount forecastingopportunity pipeline managementcustomer retention strategiesloyalty strategiescontract negotiationfleet program development

Soft Skills

executive presencerelationship managementorganizational skillscommercial acumenpipeline managementforecasting disciplinecustomer satisfaction monitoringstrategic thinkingcommunication skillsleadership