Senior Director of Strategic Accounts Sales

Role Overview

The Senior Director of Strategic Accounts at Wabash will spearhead the creation, communication, and execution of the sales strategy for a major segment of the company. They must proactively anticipate complex challenges and opportunities while ensuring the sales approach aligns with the broader corporate goals. This position emphasizes transformational leadership, focusing on value-driven selling, product differentiation, innovation, and acting as the customer's voice. The director will lead a team of account directors and cultivate strong relationships with senior-level executives at critical accounts.

Key Responsibilities

• Design, develop, and execute the sales strategy for Strategic Accounts.
• Establish and manage budgets within their area of responsibility.
• Create and implement relationship management plans targeting strategic and complex potential accounts at local, national, and corporate levels.
• Align functional strategy with the organization’s mission, vision, and values through ongoing dialogues with senior management.
• Inspire and motivate team members to exceed organizational business objectives.
• Drive leadership and strategic direction for the team.
• Develop and maintain key customer and stakeholder relationships.
• Continuously improve processes to eliminate inefficiencies and better meet customer needs in partnership with Sales Operations.
• Regularly update and communicate sales performance, forecasts, and business opportunities to commercial and extended leadership teams.
• Perform additional duties as required.

Required Qualifications & Skills

• Bachelor’s degree, preferably in Business, Management, Sales, or a related discipline.
• A minimum of 10 years of professional sales experience.
• At least 4 years in senior leadership roles in sales.
• Advanced degrees such as an MBA or Master’s in Marketing, Operations, or a related area are advantageous.
• Proficiency in action planning, strategic organization and implementation, buyer influence management, and strategic negotiation.
• Strong networking and alignment capabilities, a strategic mindset, and solid financial understanding.
• Experience in delivering product-related training to sales professionals.
• Demonstrated ability to unify diverse business groups to achieve organizational objectives.
• Familiarity with sales methodologies and leadership in building and enhancing sales teams.
• Background in marketing and product pricing.

Leadership Values at Wabash

• Commitment to Diversity and Inclusion by valuing diverse contributions, fostering transparency, and cultivating inclusivity.
• A strong emphasis on active listening to arrive at optimal solutions and decisions.
• A culture of continuous learning and improvement, rejecting complacency.
• Authenticity characterized by honesty, enthusiasm, and resilience.
• Collaborative success through clear communication and team alignment, promoting the concept of "One Wabash."

Equal Opportunity Statement

Wabash is dedicated to equal employment opportunities without discrimination based on race, color, religion, sex, age, national origin, veteran status, disability, or other protected categories under relevant laws. Employment decisions are made solely on legitimate, neutral criteria, with policies applied fairly to all similarly situated employees.