National Account Executive

The National Account Executive is responsible for the strategic development of new and existing national accounts as well as the overall planning and management of their assigned sales territory. This role partners with aligned customers to create multi-year business plans and sets account-level budgets that support territory and corporate initiatives. Success requires strong strategic thinking, commercial business acumen, disciplined territory management, and the ability to expand customer portfolios, deepen existing relationships, and consistently achieve revenue goals. All activities must fully comply with applicable local, state, and federal regulations as well as Highway Transport’s policies, procedures, and guidelines.

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Job Duties and Responsibilities 

• Develop and execute comprehensive territory plans that drive sustainable profitable growth across the assigned geography and customer base.
• Create and manage multi-year strategic account plans that expand customer portfolios and align with territory and corporate objectives.
• Set and own account-level budgets that support the attainment of territory revenue goals and broader corporate initiatives.
• Build and maintain high-level relationships with key decision-makers at national accounts, positioning Highway Transport as a trusted long-term partner.
• Apply strong business acumen to analyze customer needs, market dynamics, competitive positioning, and internal capabilities to identify growth opportunities within the territory.
• Lead the full sales cycle for national accounts from prospecting and discovery through proposal, negotiation, and contract close, collaborating closely with Pricing, Operations, and other internal teams.
• Create and manage RFPs, proposals, and contracts in partnership with the Pricing team.
• Monitor territory and account performance against budgeted targets, identify risks and opportunities, and proactively adjust strategies to protect and grow revenue.
• Provide exceptional, timely communication and issue resolution for both external customers and internal stakeholders.
• Make sound, data-informed decisions quickly while balancing customer requirements with company profitability and operational capacity.
• Travel extensively (approximately 75%) to conduct face-to-face meetings, site visits, and relationship-building activities across the territory.
• Contribute to continuous improvement of sales processes, CRM discipline (Salesforce), and best practices within the sales organization.

Education/Experience/Licenses/Certification: 

• Bachelor’s degree preferred; equivalent combination of education and progressive sales experience will be considered.
• Proven track record of successful strategic account management, territory planning, and business development, ideally within transportation, logistics, or industrial sales.
• Experience in bulk liquid tankers or specialty chemical transportation is a strong plus.
• Knowledge about U.S. specialty chemical manufacturing.
• Demonstrated ability to develop multi-year account and territory strategies, set budgets, and consistently achieve or exceed revenue targets.
• Salesforce (or comparable CRM) experience preferred.
• Valid driver’s license and personal liability insurance meeting or exceeding state minimum requirements.

Skills Required: 

• Strong strategic thinking and commercial business acumen.
• Proven ability to develop and execute long-term account and territory growth strategies.
• Experience setting and managing account-level budgets aligned with broader business goals.
• Excellent consultative selling and negotiation skills.
• Advanced interpersonal and relationship-building skills at the executive and operational levels.
• Strong organizational, prioritization, and time-management skills.
• Excellent verbal and written communication skills.
• Proficiency with Microsoft Office Suite; CRM experience.  Salesforce experience preferred.
• Ability to exercise independent judgment and make sound decisions with limited direction.
• Resilience and adaptability in a fast-paced, travel-intensive environment.

Physical Demands/Working Conditions: 

• Extensive travel required (approximately 75%) potentially with short notice
• Extensive walking and climbing when visiting customer sites to tour facilities or providing tours of Highway Transport Service Centers.
• Exposure to high humidity and high temperatures when outdoors at customer sites or Highway Transport Service Centers.
• After-hours and weekend work may be required to support customer needs and business development activities.

Commitment to Responsible Care®: Highway Transport’s Quality Driven Delivery Management System policy reflects the company’s commitment to the health and safety of employees and contractors, protection of the environment, and minimization of operational impact on the roadways and communities we serve. All employees are expected to comply with Highway Transport’s Safety, Health, Environmental and Security policies, Department of Transportation regulations, applicable OSHA and EPA/state environmental regulations, and local requirements.

Highway Transport is a tanker trucking company that has been family-owned since 1948. When you join us, you become part of a family-orientated culture that values your contributions and supports your career ambitions.

We believe in taking care of our employees and ensuring their well-being. That's why we offer a competitive salary and a comprehensive benefits package designed to support you in every aspect of your life, including;

• 401(k) Match

• Paid Time Off

• Paid Holidays

• HSA Contribution Match

• Wellness Program

• Medical, Dental, Vision Insurance

• Disability, Accident and Life Insurance

• Discount Programs

• Paid Maternity Leave

Highway Transport does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.