Director of Strategic Accounts

Position Responsibilities

We are seeking a driven and accomplished National Strategic Account Executive to lead the development and acquisition of high-value major accounts within the small-ticket dealer and manufacturer equipment finance market. This senior-level sales professional will be responsible for identifying, qualifying, and onboarding manufacturer and large dealer programs that sell directly or indirectly to businesses.

In this role, you will build and nurture executive-level relationships, particularly at the C-suite level, and craft strategic partnerships that align with each client’s long-term goals. This is a high-impact, high-visibility role ideal for a polished business development professional who thrives in complex sales environments and has a proven track record of securing large-scale dealer partnerships.

Key Tasks

• Identify and engage national manufacturers selling capital equipment across primary verticals
• Develop and execute strategic account acquisition plans targeting high-potential, high-value partners
• Navigate complex sales cycles and cultivate relationships at the C-level and VP-level within target organizations
• Generate new business though prospecting, networking, referrals, industry events, and strategic outreach
• Maintain an active pipeline of qualified opportunities and accurately forecast future production
• Collaborate with senior leadership and underwriting to structure finance solutions that meet customer needs while achieving targeted risk-adjusted returns
• Deliver high-impact presentations and solution-based proposals (face-to-face and virtually) tailored to each client’s sales and financial goals
• Present Trio’s financing programs, technology tools, and value-added services to prospective partners
• Lead contract negotiations and onboarding process for new accounts including signing dealer program agreements and negotiating program pricing
• Lead the onboarding process to effectively roll out the program, including program kick off meetings (internally and externally)
• Effectively use the CRM to document activities and manage opportunities
• Collaborate with internal teams (finance, marketing, credit, operations) to ensure seamless execution and ongoing success of each relationship
• Maintain a deep understanding of client business models, industry dynamics, and emerging trends
• Drive product initiatives to expand the growth and success of the national account relationships
• Work with internal colleagues to ensure products and systems meet our partner’s needs and execute campaigns and product rollouts
• Collaborate with marketing and sales leadership to design new creative products, programs and marketing materials and assess them for effectiveness
• Use program reports to track sales activities, penetration rates, and KPI’s
• Conduct quarterly account reviews with each partner to assess feedback and iterate program

Key Performance Indicators

• Number of new programs landed and established
• Finance volume generates by program and within the quota of the role
• Overall portfolio performance and risk-adjusted returns by programs
• Dealer and customer satisfaction and retention
• Cross-selling of Trio products and programs