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.