Strategic Accounts Manager

The Strategic Account Manager is responsible for driving growth, strengthening partnerships, and expanding IAA's presence within the rental car segment. This role manages key national rental-car accounts, identifies new business opportunities, and collaborates with internal teams to ensure seamless execution of remarketing strategies. The ideal candidate thrives in a high-visibility, relationship-driven environment and excels at using data to influence decisions, optimize performance, and deliver exceptional value to our rental-car partners.

This is a remote position that can be based in the Midwest or East Coast.

Primary / Major Accountabilities

Account & Relationship Management

* Partner closely with the Strategic Sales Director, internal support teams, and local operations to manage all aspects of the sales and service delivery function.

* Co-manage and support existing rental-car accounts to drive performance, enhance communication, and ensure long-term customer retention.

* Build strong, trust-based relationships with rental-car leadership teams, including GFM's, Damage Managers, and national remarketing contacts.

Business Development

* Identify, pursue, and secure new business opportunities within the rental-car segment to expand IAA's market share.

* Develop tailored proposals and solutions that highlight IAA's differentiators

* Support the rollout of new services, pilots, and process enhancements that improve client outcomes.

Strategic Communication & Presentation

* Present service solutions, performance reviews, and strategic recommendations to senior-level executives within rental-car organizations.

* Represent IAA at client meetings, facility tours, onsite reviews, and industry events.

Data-Driven Performance Leadership

* Leverage data and analytics to identify trends, evaluate opportunities, and drive strategic decision-making.

* Work cross-functionally to resolve issues, streamline processes, and improve operational execution for rental-car partners.

Required Experience

* 5+ years of sales management experience, preferably within automotive, remarketing, fleet, or rental-car environments.

* Proven ability to work independently with minimal oversight while managing complex, multi-location accounts.

* Strong analytical skills with the ability to interpret data, identify performance opportunities, and collaborate with clients and operations to address them.

* Ability to deliver clear, engaging presentations to live audiences of all sizes, including executive leadership.

* Self-directed, highly motivated, organized, and adaptable to changing priorities and customer needs.

* Willingness to travel up to 75%, including frequent overnight trips to client sites, auctions, and industry meetings.