Director, Strategic Accounts

Avis Budget Group; Parsippany-Troy Hills (NJ); On-site; USD 140,000 - 185,000; Full time

Benefits offered by this job

Medical, Dental & Vision insurance

401(k) with company match

Employee discounts on Avis/Budget car

Job summary

Avis Budget Group in Parsippany-Troy Hills, NJ, is seeking a Director, Strategic Accounts to lead GAMs across the US and Canada. The role drives high-value corporate travel relationships, sets strategy, and anchors pricing and renewal activities to grow wallet-share.

You will recruit and coach a team, direct complex multi-year negotiations, and collaborate with Finance, Revenue Management, Legal, and Operations to deliver exceptional service to strategic accounts.

Qualifications

• 10+ years of progressive B2B sales or enterprise account management experience.
• Demonstrated success leading and developing a high performing team of senior account managers.
• Proven track record in complex commercial renegotiations: multi-year contracts and pricing strategies.
• MBA or equivalent advanced degree.

Responsibilities

• Set account strategy for the Strategic segment, including renewal planning and wallet-share growth.
• Sponsor executive-level renegotiations and coordinate with VP, Finance on pricing and terms.
• Ensure every Strategic account has a documented account plan and regular reviews.
• Partner with Finance, Revenue Management, Operations and Legal on multi-year agreements.
• Recruit, coach, and performance-manage GAMs across named territories.
• Maintain forecast accuracy and CRM hygiene; develop repeatable pricing playbooks.
• Deliver executive-level account reviews and strategic presentations to ABG leadership.

Skills

Executive presence

CRM systems

Pricing & renewal strategy

Leadership & coaching

Strategic account management

Travel industry knowledge

Education

MBA or equivalent advanced degree

Tools

CRM systems

AI tools

Job description

At Avis Budget Group, we’re driven to be the best vehicle rental company in the world, together. Our 25,000 employees raise the bar every day, bringing different perspectives, taking ownership, and leading with integrity. We’re defining the future of mobility with safe, sustainable solutions that move people, businesses, and communities forward.

The Director, Strategic Accounts leads ABG's high volume, global corporate travel relationships, large enterprise accounts that are central to the company's revenue performance. This role leads a team of Global Account Managers (GAMs) organized into geographic territories, and drives profitable revenue growth through pricing discipline, wallet-share growth, and commercial renewal strategy across the segment.

The Director sets the commercial standard for the segment and develops a team that delivers it: disciplined account planning, proactive renewal management, and rigorous pipeline execution.

What You'll Do:

• Set the account strategy for the Strategic segment, including renewal planning, executive relationship coverage, and wallet-share growth, and hold GAMs accountable for executing it across their territories.
• Serve as executive sponsor on the most complex commercial renegotiations, supporting GAMs and coordinating with the VP, Finance, and Revenue Management on pricing strategy, structural options, and contract terms.
• Ensure every Strategic account has a documented account plan covering renewal timeline, key stakeholders, competitive landscape, growth targets, and risk mitigation, and review those plans with each GAM on a regular cadence.
• Partner with Finance, Revenue Management, Operations and Legal on the most complex multi-year agreements across the segment.

Team leadership

• Recruit, coach, develop, and performance-manage a team of GAMs across named geographic territories covering the full US and Canada Strategic account footprint.
• Run structured weekly pipeline, renewal, and account review cadences; maintain forecast accuracy and CRM hygiene across the team.
• Set annual portfolio plans, new business quotas, and individual development goals for each GAM in partnership with the VP.
• Coach GAMs through high-stakes renewals, executive escalations, and competitive displacement situations, joining senior customer conversations where executive presence adds value.
• Direct the renegotiation strategy for under-performing contracts, working with GAMs, the VP, and Revenue Management to establish walk-away floors, structural pricing options, and timeline to resolution.
• Use in-portfolio market precedents and peer pricing data to anchor commercial conversations, know the competitive landscape and use it.
• Monitor account-level commercial performance monthly; flag deteriorating trends before renewal windows and take corrective action early.
• Develop repeatable playbooks for pricing renegotiation to accelerate cycle times across the team.

Wallet-share growth & BDL coordination

• Partner with the BDL Lead (Strategic+LC) on identified prospect accounts to identify the right commercial entry point and coordinate a seamless handoff once contracted.
• Guide GAMs in identifying expansion opportunities within existing contracted accounts: new divisions, geographies, or travel programs not yet covered by the ABG agreement.
• Set team-level wallet-share growth targets by customer and portfolio; track capture rate movement monthly and hold GAMs accountable to improvement plans.

Cross-functional & commercial leadership

• Collaborate with Revenue Management, Marketing, Fleet, and Operations to ensure Strategic accounts receive the service quality and commercial attention their scale demands.
• Prepare and deliver executive-level account reviews, renewal briefings, and commercial strategy presentations to COO and CFO audiences.
• Represent the Strategic segment in monthly and quarterly commercial reviews with ABG leadership.
• Act as an escalation point for service, billing, or contractual issues on the most sensitive accounts in the segment.

• Access to Medical, Dental, Vision, Life and Disability insurance
• Eligible to elect other voluntary benefits including: Group Auto Insurance, Group Home Insurance, Pet Insurance, Legal Assistance, Identity Theft Protection, FSA, Accident Insurance, Critical Illness Insurance, and additional life insurance coverages
• 401(k) Retirement Plan with company matched contributions
• Full training to learn the business and enhance professional skills
• Employee discounts, including discounted prices on the purchase of Avis/Budget cars
• Access to an Employee Assistance Program for services including counseling, financial and legal consultation, referrals for care service and more

What We're Looking For:

• 10+ years of progressive B2B sales or enterprise account management experience, with at least 5 years managing national or global accounts with significant revenue responsibility.
• Demonstrated success leading and developing a high performing team of senior account managers, hiring, coaching, performance management, and succession planning.
• Proven track record in complex commercial renegotiations: multi-year contracts, executive relationships, pricing remediation, and competitive defense in large enterprise accounts.
• Strong commercial and financial acumen: able to understand and apply pricing structures, contract economics, and revenue performance data to inform decisions.
• Experience in corporate travel, fleet management, transportation, or adjacent B2B services; familiarity with corporate travel procurement and enterprise travel decision-making.
• Ability to operate comfortably across functions; Revenue Management, Legal, Finance, Operations in a matrixed global organization.
• Excellent executive presence and communication skills: written, verbal, and presentation — appropriate for C-suite internal and external audiences.
• Background in car rental, fleet management, or corporate travel management
• Experience with formal commercial renegotiation frameworks: walk-away analysis, BATNA, competitive benchmarking.
• Familiarity with Sales Enablement tools, CRM systems, and AI tools are a plus
• MBA or equivalent advanced degree.
• Ability to travel up to 30% (domestic and some international).

The annual starting salary for this position is between $140,000 - $185,000 annually. Factors that may affect starting pay within this range include geography/market, skills, education, experience, and other qualifications of the successful candidate.

Who We Are:

Here at Avis Budget Group, you will be joining a team of 25,000 driven people, performing with purpose. Together, we’re moving the future of transportation forward with our innovative, customer-focused solutions.

Our culture is performance driven, where we encourage and support each other to be at our best through leadership, training, tools, and rewards.

We are proud to make a positive difference to the lives of our colleagues, customers, and communities where we operate.

Avis Budget Group is an Equal Opportunity Employer – Qualified applicants will receive consideration for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other category protected by applicable law.

This advertisement does not constitute a promise or guarantee of employment. This advertisement describes the general nature and level of this position only. Essential functions and responsibilities may change as business needs require. The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law. This position may be with any affiliate of Avis Budget Group.