National Accounts Director

Kubota Tractor Corporation; Grapevine (TX); On-site; USD 120,000 - 180,000; Full time

Job summary

Kubota Tractor Corporation in Grapevine, TX seeks a Director of National Accounts to provide strategic leadership and operational oversight for the national accounts business, driving profitability, growth, and customer satisfaction.

This role leads a team responsible for sales and business development, government business expansion, and rental/remarketing initiatives, partnering with internal teams to ensure execution and measurable performance.

Qualifications

• Bachelor’s degree required; Master’s preferred.
• 10 years of experience in sales, business development, or related field, with leadership experience.
• Proven ability to drive profitability and growth in a multi-channel environment.
• Strong negotiation, relationship-building, and strategic planning skills.
• Willingness to travel (50–60%).
• Effective oral and written communication.

Responsibilities

• Strategic Leadership: Oversee national account functions—sales/business development, government business, and operations (via Ops Manager).
• Profitability & Growth: Develop and execute strategies to improve department profitability, grow existing accounts, and attract new customers.
• Government Business Expansion: Identify and pursue opportunities to increase government and other non-traditional business categories.
• Financial Controls: Implement a rigorous past-due collections system to minimize risk and improve cash flow.
• Rental Program Optimization: Harmonize national, independent, and dealer rental programs; collaborate with product groups to promote rental solutions.
• Remarketing & Resale Value: Drive initiatives to increase used equipment resale value by partnering with KCC on lease returns and supporting dealer trade-in programs.
• Cross-Functional Collaboration: Work closely with internal teams to align strategies with corporate objectives and ensure seamless execution.
• Performance Measurement: Establish KPIs and tracking tools to monitor progress against objectives.

Skills

Strategic leadership

Sales leadership

Negotiation

Relationship building

Travel planning

Communication

Education

Bachelor’s Degree

Master’s degree preferred

Job description

The Director of National Accounts will provide strategic leadership and operational oversight for Kubota’s national accounts business, driving profitability, growth, and customer satisfaction. This role leads a team responsible for sales and business development, government business expansion, and operational excellence. The Director will champion initiatives to harmonize rental programs, optimize remarketing strategies, and strengthen relationships with key partners, ensuring Kubota remains competitive in the marketplace.

Key Responsibilities

• Strategic Leadership`: Oversee national account functions—sales/business development, government business, and operations (via Ops Manager).
• Profitability & Growth: Develop and execute strategies to improve department profitability, grow existing accounts, and attract new customers.
• Government Business Expansion: Identify and pursue opportunities to increase government and other non-traditional business categories.
• Financial Controls: Implement a rigorous past-due collections system to minimize risk and improve cash flow.
• Rental Program Optimization: Harmonize national, independent, and dealer rental programs; collaborate with product groups to promote rental solutions.
• Remarketing & Resale Value: Drive initiatives to increase used equipment resale value by partnering with KCC on lease returns and supporting dealer trade-in programs.
• Asset Disposal: Manage disposal of non-dealer loaner returns and engineering loaners; maintain strong auction company relationships.
• Cross-Functional Collaboration: Work closely with internal teams to align strategies with corporate objectives and ensure seamless execution.
• Performance Measurement: Establish KPIs and tracking tools to monitor progress against objectives.
• Other duties as assigned.

Qualifications

• Bachelor’s Degree required; Master’s preferred.
• 10 years of experience in sales, business development, or related field, with at least 3 years in a leadership role.
• Proven ability to drive profitability and growth in a complex, multi-channel environment.
• Strong negotiation, relationship-building, and strategic planning skills.
• Willingness to travel (50–60%).
• Uses effective oral and written communication skills; delivers information in a clear and concise manner, listens and communicates effectively with others.

Physical Requirements

• Requires sufficient personal mobility and physical reflexes, to permit the employee to function in a general office environment and accomplish tasks and duties as outlined above.