Director, Strategic Accounts

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.

Responsibilities

Set the account strategy for the Strategic segment, including renewal planning, executive relationship coverage, and wallet-share growth, and hold GAMs accountable for execution; Serve as executive sponsor on the most complex commercial renegotiations, coordinating with the VP, Finance, and Revenue Management on pricing strategy and contract terms; Ensure every Strategic account has a documented account plan and review plans with each GAM regularly; Partner with Finance, Revenue Management, Operations and Legal on the most complex multi-year agreements; Recruit, coach, develop, and performance-manage a team of GAMs across geographic territories covering the full US and Canada Strategic account footprint; Run weekly pipeline, renewal, and account review cadences; maintain forecast accuracy and CRM hygiene; Set annual portfolio plans, new business quotas, and individual development goals for each GAM with the VP; Coach GAMs through high-stakes renewals, executive escalations, and competitive displacement situations; Direct renegotiation strategy for under-performing contracts, including walk-away floors, structural pricing options, and timelines; Use in-portfolio market precedents and peer pricing data to anchor commercial conversations; Monitor account-level commercial performance monthly and take early corrective action; Develop repeatable playbooks for pricing renegotiation; Partner with the BDL Lead (Strategic+LC) on prospect accounts and coordinate handoffs once contracted; Guide GAMs in identifying expansion opportunities within existing contracted accounts; Set team-level wallet-share growth targets and track capture rate movement monthly; Collaborate with Revenue Management, Marketing, Fleet, and Operations to ensure service quality for Strategic accounts; Prepare and deliver executive-level account reviews and commercial strategy presentations to COO and CFO audiences; Represent the Strategic segment in monthly and quarterly commercial reviews with ABG leadership; Act as escalation point for service, billing, or contractual issues on the most sensitive accounts

Requirements

10+ years of progressive B2B sales or enterprise account management experience; 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, including 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 to understand and apply pricing structures, contract economics, and revenue performance data; Experience in corporate travel, fleet management, transportation, or adjacent B2B services, with 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 audiences; Background in car rental, fleet management, or corporate travel management (Preferred); Experience with formal commercial renegotiation frameworks: walk-away analysis, BATNA, competitive benchmarking (Preferred); Familiarity with Sales Enablement tools, CRM systems, and AI tools (Preferred); MBA or equivalent advanced degree (Preferred); Ability to travel up to 30%, domestic and some international (Preferred)

Nice to have

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; MBA or equivalent advanced degree; Ability to travel up to 30% (domestic and some international)

Benefits

Access to Medical, Dental, Vision, Life and Disability insurance; 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 Avis/Budget car purchases; Employee Assistance Program with counseling, financial and legal consultation, and care referrals