Director of Key Accounts

Let's Drive New Way Fearlessly Forward!

Continuing to move Fearlessly Forward New Way Trucks was founded in 1971 in Scranton, IA. Today, New Way Trucks has multiple refuse production and parts facilities throughout Iowa and Mississippi, with equipment operating in all 50 states, as well as Canada, Latin America, Asia, and beyond. We combine small town values with cutting-edge technology to deliver excellence in heavy manufacturing. Come build your future with us at New Way Trucks, apply today!

New Way Trucks is currently seeking a highly dedicated Director of Key Accounts. This position is responsible for developing and executing strategic sales initiatives that drive revenue growth and market share expansion through Key Account Managers who work directly with national, enterprise, and key accounts. This role leads the identification, acquisition, development, and retention of large fleet, municipal, private hauler, and strategic customer relationships while serving as the primary executive contact for assigned accounts. The Director of Key Accounts works cross-functionally with Sales & Marketing, Product Management, Engineering, Operations, Finance, Dealers, and Customer Support to develop long-term account strategies, strengthen customer partnerships, and ensure exceptional customer satisfaction throughout the sales lifecycle.

Your Role in Our Mission:

Strategic Account Leadership

• Develop and execute comprehensive Key account growth strategies aligned with company objectives.


• Build and maintain executive-level relationships with key decision-makers within target organizations.


• Identify and pursue new Key account opportunities that support long-term revenue growth.


• Create and manage multi-year account plans for strategic customers.


• Negotiate pricing, terms, contracts, and service agreements in accordance with company guidelines.


• Develop account penetration strategies to increase wallet share across business units and regions.

Sales Growth & Business Development

• Achieve annual sales, revenue, and profitability targets.


• Create and maintain a qualified pipeline of strategic opportunities.


• Lead proposal development, presentations, and customer negotiations.


• Forecast sales activity and market trends to support organizational planning.


• Monitor competitive activity and identify opportunities for strategic differentiation.


• Develop growth strategies for emerging Key and regional customer segments.

Customer Relationship Management

• Serve as the executive point of contact for assigned strategic accounts.


• Conduct regular business reviews with key customers.


• Ensure prompt resolution of customer concerns through coordination with internal teams.


• Lead customer retention initiatives and develop corrective action plans when needed.


• Promote long-term partnerships focused on mutual growth and business success.

Cross-Functional Collaboration

• Partner with Product Management to communicate customer needs and market trends.


• Work closely with Engineering and Operations to support customer requests and project execution.


• Collaborate with Marketing on customer engagement initiatives, trade shows, and promotional activities.


• Support dealer development and channel management efforts where applicable.


• Coordinate with Finance regarding pricing, profitability analysis, and contract management.

Leadership and Market Development

• Provide market intelligence regarding customer needs, emerging trends, and competitor activity.


• Participate in strategic planning processes and revenue forecasting.


• Mentor Key Account Managers or Regional Sales Managers as assigned.


• Represent the company at industry events, customer meetings, and trade associations.

To Perform this Job Successfully:

• Bachelor's degree in Business, Marketing, Sales, Engineering, or related field.


• 8+ years of progressive sales experience.


• 5+ years managing national, enterprise, strategic, or key accounts.


• Demonstrated success selling high-value capital equipment or technical products.


• Proven history of exceeding sales and revenue targets.


• Strong negotiation and contract management skills.


• Excellent presentation and executive communication skills.


• Ability to travel extensively.

We're especially interested in candidates who have experience in:

• Experience working with municipal customers, fleets, waste industry customers, utility customers, or heavy equipment markets.


• CRM proficiency (Salesforce, Dynamics, or equivalent).


• MBA or advanced business degree.


• Experience managing dealer networks and channel partners.

Why New Way Trucks? 

• Midwest Values: Integrity, hard work, and community from the core of our operations. 


• Innovation at Heart: We are committed to staying ahead of the curve and continually investing in technology and our people.


• Competitive Benefit Package: Competitive wages, comprehensive benefits, and opportunity for professional growth.

Are you ready to build your future with New Way? Apply now! 

This job description describes the general nature and level of work expected of a person assigned to this position. All job requirements listed indicate the minimum level of knowledge, skills and/or ability deemed necessary to perform the job proficiently. Employees may be required to perform any other job-related duties as requested by their supervisor.