Dedicated Account Manager

Description

Dobbs Truck Group operates 25 commercial truck dealerships through two operating companies – Dobbs Peterbilt and Western Truck Center. These dealerships represent some of the best commercial truck brands including Peterbilt, Volvo, Mack, Autocar, and Hino and include locations in Arkansas, California, Louisiana, Mississippi, Oregon, Tennessee, and Washington.

I. General Job Description

The Dedicated Account Manager is responsible for managing, retaining, and expanding assigned fleet, regional, and strategic customer accounts, driving profitable revenue growth through increased penetration of parts, service, body shop, and mobile maintenance offerings.

This role serves as the primary relationship owner for existing accounts and is accountable for maximizing share of wallet, strengthening customer loyalty, and ensuring consistent execution across all locations through close partnership with Parts, Service, Body Shop, Mobile, and Operations teams.

The duties listed below are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.

Responsibilities

Account Ownership and Retention

• Serve as the primary point of contact and relationship owner for assigned accounts 
• Build and maintain strong relationships with fleet managers, maintenance leaders, operations teams, procurement, and executive stakeholders 
• Maintain a deep understanding of each customer’s business, fleet composition, maintenance strategy, and operational needs 
• Drive high levels of customer satisfaction, retention, and long term partnership 

Account Growth and Penetration

• Expand parts, service, body shop, and mobile maintenance sales within existing accounts 
• Increase share of wallet across locations, product lines, and service offerings 
• Identify and develop expansion opportunities within current accounts, including new units, locations, and service categories 
• Support onboarding and ramp up of new business secured through national or external sales efforts 

Account Planning and Performance Management

• Develop and execute structured account plans focused on retention, growth, and profitability 
• Conduct regular business reviews to evaluate performance, identify gaps, and align on future opportunities 
• Track account performance against targets and implement corrective actions when needed 
• Coordinate internal resources to support multi location or complex accounts 

Internal Coordination and Execution

• Partner with Parts, Service, Body Shop, Mobile, and Operations teams to ensure consistent service delivery 
• Translate customer expectations into clear internal actions and follow through on commitments 
• Address and resolve service issues, escalations, and operational challenges in a timely manner 
• Ensure alignment between customer expectations and branch level execution 

Pricing and Profitability Management

• Maintain disciplined pricing practices aligned with company standards 
• Monitor gross profit performance across assigned accounts 
• Balance revenue growth with sustainable margin performance 
• Identify and address inefficiencies or behaviors that negatively impact profitability 

Pipeline and CRM Management

• Maintain accurate and up to date CRM data including account activity, opportunities, and pipeline 
• Track account interactions and opportunity progression 
• Forecast revenue and provide visibility into account performance 
• Use data to drive decisions and improve account strategy 

II. Key Performance Indicators

• Account retention rate 
• Revenue growth within existing accounts 
• Share of wallet expansion 
• Gross profit dollars and margin performance 
• Parts and service sales growth 
• Mobile service and preventative maintenance adoption 
• Pipeline development within assigned accounts 
• Forecast accuracy 
• CRM compliance and data integrity

III. Minimum Job Qualifications

• Minimum of 3 years of account management or sales experience in a B2B environment
• Demonstrated ability to grow and retain existing customer accounts
• Strong relationship building and communication skills across multiple levels of an organization
• Ability to manage multiple accounts and coordinate cross functional teams
• Data driven mindset with experience using CRM systems and reporting tools
• Strong organizational and time management skills
• Ability to travel locally or regionally as needed

IV. Desired Job Qualifications

• Experience in truck dealership, fleet services, or commercial vehicle industry 
• Understanding of fleet maintenance economics, service cycles, and cost drivers 
• Experience with dealership or service management systems such as Karmak or Decisiv 
• Background in selling both parts and service solutions

V. Mental Capability Requirements 

• Comprehension: Ability to understand opposing points of view on highly complex issues, negotiate, and integrate different viewpoints.
• Organization: Ability to organize and prioritize work schedules of others on long-term basis.
• Reasoning & Decision Making: Ability to make decisions with significant impact on department’s credibility, operations, and services.
• Communication: Ability to formulate complex and comprehensive materials, such as legal documents, authoritative reports, official publications of major scope and impacts, and make formal presentations.
• Mathematics: Ability to compute, analyze, and interpret complex statistical data and develop forecasts and computer models.

VI. Physical Demands and Work Environment

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally required to stand, walk, sit, use hands and arms to handle or feel objects, tools or controls, reach with hands and arms, climb stairs, balance, stoop, kneel, crouch or crawl, talk or hear, and taste or smell. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

While performing the duties of this job, the employee is not exposed to weather conditions. The noise level in the work environment is usually moderate.

VII. Common Expectations of Performance for all Employees

The following includes common expectations for all employees of the Company. The evaluation of job performance will be based on these common expectations as well as the position-specific responsibilities described above.

Communications, Teamwork, and Feedback to Others

• Contribute to a work environment that is based on trust and respect.
• Have discussions on a regular basis with their manager to discuss opportunities to best achieve individual performance objectives and departmental goals.
• Suggest ways to improve the efficiency of conducting their job duties.
• Promote continuous improvement and change to support company growth.
• Mentor others unselfishly.
• Give credit where it’s due.

Company Loyal Policies and Work Ethic

• Adhere to the policies contained in the Employee Handbook.
• Adhere to the Company’s Employee Conduct Policy.
• Support management decisions toward meeting company goals.
• Be open and receptive to new ideas, regardless of their origin.
• Make prudent decisions, which are based on the best interest of the Company and its long-term future.

We are an Equal Opportunity Employer

Dobbs Truck Group operates 23 commercial truck dealerships through two operating companies – Dobbs Peterbilt and Western Truck Center.

Dobbs Peterbilt and Western Truck Center are equal opportunity employers that values a broad diversity of talent, knowledge, experience, and expertise. We foster a culture of inclusion that drives employee engagement to deliver superior performance to the communities we serve. Dobbs Peterbilt and Western Truck Parts do not discriminate in hiring or employment on the basis of race, color, religious creed, national origin, sex, ancestry, pregnancy, genetic information, gender identity, sexual orientation, or marital status; or on the basis of age against persons whose age is 40 and over, or on the basis of physical or mental disability; or to disabled veterans or to Vietnam veterans.

We are proud to be an affirmative action employer and encourage minorities, women, individuals with disabilities, and veterans to join our team.