Director, Strategic Key Accounts at AutoNation

AutoNation is one of the largest automotive retailers in the United States, offering innovative products, exceptional services, and comprehensive solutions, empowering our customers to make the best decisions for their needs. With a network of dealerships nationwide strengthened by a recognized brand, we offer a wide variety of new and used vehicles, customer financing, parts, and provide expert maintenance and repair services. Through DRV PNK, we have raised over $40 million for cancer-related causes, demonstrating our commitment to making a positive difference in the lives of our Associates, Customers, and the communities we serve.

So what do you say? Are you ready to be part of something big?

At AutoNation Fleet & Mobile Services we assist fleets to manage the total cost of vehicle ownership in a more convenient and cost-effective way, thus increasing fleet efficiency and operational performance, through comprehensive fleet and mobile maintenance solutions. The Strategic/ Key Account Director will work closely with Regional Sales Directors (RSDs), Key Account Managers (AM’s) Business Development Managers (BDMs), Senior Manager Pricing & Analytics and Manager Fleet & Mobility Products and Operations to ensure that key account customers get the best possible fleet management, mobile service, and managed maintenance outcomes.

The main objective of this role is to mobilize and mentor Key Account Managers and relevant internal stakeholders with deep account management expertise to build deep partnerships with decision makers of the assigned Strategic/ Key accounts. This role leverages best-in-class communication strategies and tools to meet strategic business needs, maintaining key customer relationships, and develop business growth. This position is responsible for providing weekly/ monthly sales management reports, monthly and quarterly QBRs to maximize revenue/account profitability. This role reports to the Vice President, Fleet Services & Mobility.

Essential Strategic/ Key Account Director Functions:

• Detailed knowledge about Fleet Management & Mobile Maintenance as a Service (MaaS)

• Effectively communicate and make persuasive presentations, to all levels, up to C-Suite

• Experience dealing with regulations, maintenance procurement, and acquisition processes.

• High degree of fleet and maintenance management (operational) business acumen

• Excellent time management, interpersonal communication, and networking skills

• Strong analytical, strategic vision and thought leadership skills.

• Meet existing customers’ timelines for product and pricing updates.

• Achieving MBO metrics defined in the Performance Objectives documented and signed off in Ignite.

• Maintaining data in Salesforce database as made available in an assigned geographic region.

• Ability to respond effectively to the most sensitive inquiries and/or complaints.

Core Competency Requirements:

• Organizes and oversees Request for Proposals (RFPs), engages in effective contract negotiation / renewal, and contributes to the pull-through of the company’s overall strategic objectives.

• Guides SAMs in working with C-Suite executives to understand needs, deliver value and build mutually beneficial contracts to create further aligned accounts.

• Leads SAMs in cultivating and maintaining strategic account relationships with account base, effectively identifying customers’ needs, and providing enhanced relationship management that maximizes sales, gross profit, and compliance to ensure strategic priorities are executed.

• Attends customer meetings in-person to underscore the importance of client relationships and demonstrate commitment to client satisfaction.

• Creates strategic accounts business plan to be executed through SAMs, including growth planning objectives and other AutoNation priorities (i.e., ability to build “all-in AutoNation customers”)

• Reviews strategic accounts business plan with SAMs, actively monitors performance and adherence to plan, and drives the overall success of AutoNation strategy.

• Reports strategic accounts business plan status to VPs of Fleet Services & Operations

• Performance Measures: Revenue achievement, Gross Profit and deliver an “All-In Experience”.

Experience Requirements:

• Proven track record (minimum 10 years) in a sales or senior account management role.

• Proven work experience as a Strategic Account or Key Account Manager in a B2B role.

• Hands on experience with CRM software and Account management systems.

• Understanding of key account performance metrics and strategy roadmaps.

• Experience in addressing strategic/ key customer requests in a professional & timely manner.

• Excellent communication and interpersonal skills with an aptitude for building strong relationships.

• Strong negotiation skills with a problem-solving attitude.

• BA/BS degree in Business Administration or relevant field.

Exciting Benefits and Perks Await You:

• Competitive compensation and 401k matching

• Enjoy a healthy work-life balance with insurance plans (health, dental, vision) and maternity benefits

• Exclusive RX Pet program offering discounts on medications

• Associate purchase and discount programs for new and pre-owned vehicles, services, parts, collision, accessories, and AutoGear

• Access amazing deals and discounts through YouDecide, a website with offers from top providers and retailers

• Join our DRVPNK mission to raise and donate millions of dollars to cancer research and treatment, partnering with cancer charities nationwide

AutoNation is committed to creating a diverse, equitable, and inclusive environment in our workplace and the services we provide. We welcome candidates from all backgrounds who are passionate about making a positive impact. Even if you do not meet every requirement, we encourage you to apply. Join our team and help us foster a culture of belonging while contributing to our revolutionary work in the automotive industry. We value innovation, teamwork, and a commitment to making a positive impact in the world.