What are the responsibilities and job description for the Key Account Manager - Heavy Truck position at Rhino Tool House?
Heavy Truck Key Account Manager
Rhino Tool House | Key Accounts Division | Remote / Field-Based
About the Role
Rhino Tool House is looking for a Heavy Truck Key Account Manager to own and grow our presence across the major North American Heavy Truck and Bus OEMs. This is a senior individual contributor role at the intersection of strategic sales and deep customer partnership — the kind of position where your relationship equity and industry knowledge directly drive results.
You will own the corporate-level relationship with major Heavy Truck and Bus OEMs including PACCAR, Daimler Truck, Navistar, Volvo Trucks, and others. Your lane is the executive and procurement relationship — setting vision, navigating strategy, and creating the awareness and access that allow Rhino's field Sales Engineers to succeed at the plant level. The SE is the local relationship; you are the corporate thread that ties it together. This role reports directly to the Executive Vice President of Key Accounts and operates with a high degree of autonomy. You'll be expected to manage your territory like a business — with a clear plan, measurable targets, and a disciplined approach to pipeline development and account stewardship.
What You'll Do
Account Ownership & Growth
- Own the corporate-level commercial relationship across national Heavy Truck and Bus OEM accounts — building executive and procurement relationships that open doors for Rhino's field Sales Engineers.
- Develop and execute strategic account plans that define the vision, priorities, and growth trajectory for each key customer — and translate that intelligence into actionable guidance for the SE team.
- Identify new business opportunities at the corporate level — upcoming platforms, new plants, procurement shifts — and pass that awareness and context to the SEs positioned to execute locally.
- Negotiate high-level agreements, pricing structures, and long-term partnerships at the corporate and procurement level.
Strategic Planning & Pipeline Management
- Maintain a healthy, well-qualified pipeline and provide accurate revenue forecasting on a regular cadence.
- Present an annual account business plan to Rhino's Key Accounts leadership, covering growth targets, investment priorities, and key milestones.
- Track and respond to market trends, competitive shifts, and customer procurement changes that affect your accounts.
Customer Engagement
- Conduct regular business reviews and executive presentations at the corporate and procurement level — this is your primary customer engagement lane.
- Make strategic plant visits alongside SEs when your presence adds value — for key launches, relationship building, or high-stakes situations — without displacing the SE as the local account owner.
- Serve as a trusted advisor at the customer's corporate level, bringing market insight, product vision, and Rhino's capabilities to the conversation before the customer has to ask.
SE Enablement & Internal Collaboration
- Act as the intelligence engine for Rhino's Heavy Truck Sales Engineers — feeding them corporate contacts, project awareness, procurement timelines, and strategic context that they typically would not access on their own.
- Collaborate closely with SEs on account strategy without stepping into their lane — your job is to set them up to win, not to manage the plant relationship for them.
- Partner with product, marketing, and operations to bring the right resources and solutions to your accounts.
- Maintain fluency in Rhino's full product portfolio and serve as a subject matter resource for the broader sales team on Heavy Truck applications.
What You Bring
- 5 years of experience in strategic account management, key account sales, or a similar senior commercial role within the Motor Vehicle Industry (MVI) or automotive sector.
- A demonstrated track record of meeting or exceeding revenue targets in a complex, multi-stakeholder sales environment.
- Experience managing national or multi-site accounts — including executive-level relationship development and high-value contract negotiation.
- Strong understanding of assembly, tooling, or industrial product applications within Heavy Truck or adjacent manufacturing environments.
- Ability to develop and present compelling business cases to both technical and executive audiences.
- Highly organized, self-directed, and comfortable operating with autonomy in a remote/field-based role.
- Willingness and ability to travel nationally, with occasional international travel.
What Rhino Offers
At Rhino Tool House, we move fast, operate with integrity, and invest seriously in the people and tools it takes to win. As a KAM at Rhino, you'll have the resources, the relationships, and the latitude to build something meaningful.
- Competitive base salary plus performance-based commission and bonus.
- Comprehensive benefits including health, dental, vision, and 401(k).
- Full remote/field flexibility — we care about results, not where you sit.
- A high-performance team culture that values accountability, directness, and winning the right way.
- Genuine career development opportunities as Rhino's Key Accounts division continue to grow.