National Accounts Manager, Vocational & Specialty Vehicles

Overview

This role develops and executes financial services strategies that drive acquisition growth, customer retention, portfolio expansion, and sustainable financial returns for national account customers in the vocational truck and specialty vehicle segments. You will partner with sales teams, dealer partners, customers, and internal stakeholders to identify opportunities and deliver financial solutions aligned with customers’ business objectives.

Travel is estimated at 40%. The candidate must live within a 1 hour commute of a major airport.

Responsibilities

Sales and Business Development

• Acquire new business and expand financial services opportunities with national account direct accounts.
• Develop and present tailored financial solutions supporting customer operational and business objectives, including wholesale, retail, lease, and insurance products.
• Partner with direct sales teams to develop strategic account plans, playbooks, and coordinated sales initiatives.
• Build and maintain a robust sales pipeline to support acquisition, penetration, and profitability goals.
• Prepare and present tailored sales presentations that promote the organization’s value proposition.

Customer and Stakeholder Relationship

• Serve as the primary liaison for revenue growth initiatives across relevant sales organizations.
• Manage customer relationships throughout the financing lifecycle, from opportunity development and contract execution through portfolio maturity.
• Develop trusted partnerships with customers, Truck Equipment Manufacturers (TEMs), dealers, sales teams, and internal stakeholders.
• Represent the organization at customer events, industry conferences, and trade shows.
• Collaborate with Credit, Operations, and other internal teams to provide responsive, high-quality customer account support.
• Capture customer feedback to support continuous improvement and enhance customer experience.

Performance Management

• Manage performance against individual acquisition, penetration, and financial return objectives.
• Maintain accurate customer, account, and opportunity information within Salesforce.
• Provide monthly forecasting and reporting on prospective business volume, pipeline activity, closed business, and lost opportunities.
• Analyze market trends and lost opportunities to identify actions that improve performance and growth.
• Prepare and present reporting that measures performance to sales goals and key performance indicators (KPIs).

Compliance and Risk Management

• Conduct business activities in accordance with company policies, regulatory requirements, and ethical sales practices.
• Partner with Credit to facilitate timely, informed credit decisions by securing complete and accurate customer information.
• Communicate financing requirements, approval conditions, and transaction expectations to customers and stakeholders.
• Identify and escalate material customer, transaction, compliance, or operational concerns through appropriate channels.

Team Culture and Self Development

• Complete required company and role-specific training.
• Maintain an individual development plan focused on strengthening business, industry, financial, and sales expertise.
• Share knowledge, best practices, and market insights across the team.
• Contribute to a collaborative, inclusive, and performance-driven team culture.
• Support continuous improvement initiatives that enhance internal processes and customer experience.

Requirements

• BS/BA and prefer 5–7 years of relevant experience in finance or commercial vehicles, or 8 years of relevant experience in lieu of degree.
• 3 years of customer account or portfolio management experience.
• Expertise with root cause analysis.
• Verifiable Valid Driver's License.
• Excellent written, verbal, and in-person presentation skills.
• Strong sales, negotiation, and conflict management skills.
• Knowledge of Word, Excel, PowerPoint and Copilot.

Preferred Qualifications

• Credit underwriting experience.
• Knowledge of vocational truck and specialty vehicle segment products, applications, and customers.
• 1 year of experience analyzing financial statements and using financial ratios.
• Salesforce CRM experience.
• Point of sale, proprietary, and operational systems experience.
• Strong familiarity with DTF pricing tool.
• Exposure working within or with the financial services organization.
• Solid understanding of the products and services offered by the financial services organization.
• 2 years of experience working directly with a dealer distribution network.

Compensation & Benefits

• Pay offered dependent on knowledge, skills, and experience.
• Annual bonus program.
• 401k company contribution with company match up to 6% and non-elective company contribution of 3–7% depending on age.
• Starting at 4 weeks paid vacation.
• 15 calendar holidays.
• 8 weeks paid parental leave.
• Employee assistance program.
• Comprehensive healthcare plans and wellness programs.
• Onsite fitness (at some locations).
• Tuition assistance and volunteer paid time off.
• Short-term and long-term disability plans.

Location

• Charlotte, NC, US
• Relocation assistance is not available for this position.
• Schedule type: Remote

Additional Information

• Applicants must be legally authorized to work permanently in the country of posting.
• Final candidate must successfully complete a criminal background check.
• Contractors, professional services, or other contingent workers should confirm with their local agency if they are eligible to apply for FTE positions.
• EEO - Disabled/Veterans.