Strategic Account Director

Yanmar Compact Equipment North America

Strategic Account Director responsible for developing national account strategies at Yanmar Compact Equipment. Leading key customer relationships across North America for growth and brand positioning.

Posted 6/9/2026full-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.
Collaborate with dealers on execution, service support, inventory planning, and account coverage.
Create clear governance regarding account ownership, lead management, and customer support expectations.
Support dealer participation in national account opportunities where applicable.
Partner with Sales Leadership and BDMs to execute strategic account initiatives.
Work closely with Marketing to develop customer-specific programs, branding opportunities, and launch strategies.
Collaborate with Product Management regarding fleet requirements, future product needs, and competitive positioning.
Support forecasting accuracy and inventory planning for national accounts.
Deliver annual revenue, margin, and market share targets.
Maintain disciplined pricing and profitability management.
Monitor program performance, rebate structures, and commercial ROI.
Support risk mitigation related to customer concentration and contract exposure.
Support enterprise collaboration across CE, Rural Lifestyle, and broader One Yanmar initiatives where strategic opportunities exist.
Promote a unified customer experience and coordinated market approach.
Identify cross-divisional growth opportunities within key enterprise accounts.

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.
Prior experience at a compact equipment, construction equipment, or related OEM.
Familiarity with rental industry dynamics (e.g., RSC, Sunbelt, United Rentals ecosystems).
Experience structuring and managing national fleet agreements.
Exposure to cross-divisional or One Brand commercial models.

Benefits

Comp & perks

Competitive salary
Flexible working hours
Professional development budget

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

national accounts strategyaccount penetration planspricing frameworksforecastingpipeline managementcustomer retention strategiesinventory planningcontract negotiationfleet program developmentcommercial ROI

Soft Skills

executive presencerelationship managementorganizational skillscommercial acumenstrategic thinkingcollaborationcustomer satisfaction monitoringleadershipcommunicationproblem-solving