Mack Regional Vice President – Northeast

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Company: Volvo Group
Location: United States

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Purpose/Description:
Direct and manage a team of District Sales Managers and Regional Fleet Manager/s to achieve truck sales volume, profitability, and market share goals through the dealer locations.
Position Responsibilities:

  • Develop and implement plans and strategies for achieving Mack Trucks NA sales goals and market share growth

  • Manage sales via customer and product mix to achieve target Operation Margin

  • Responsible for region profit and loss performance on new truck sales

  • Create a culture of accountability and success among the sales team and Dealers within the region

  • Assist with Regional fleet deals by deciding on pricing, specifications and customer visits that translate into closed, contracted business deals

  • Manage key customer relationships and participate in closing strategic opportunities

  • Provide detailed and accurate sales forecasting and monitor sales activity of District Sales Manager (DSM) and Regional Fleet Manager (RFM) on a continuing basis using Salesforce

  • Takes ownership of the full end to end sales cycle for new business transactions, including Dealer Sales, Full Service Lease, Rental, and Contract Maintenance services.

  • Engage other regional counterparts to capitalize on team selling approach for full market penetration.

  • Assist with conflict resolution between Mack and Dealer involving sales and leasing issues

  • Provide interpretations to dealers on programs and policies including dealer sales and the Mack Truck Leasing System (MTLS)

  • Encourage and assist dealers with facility and operational improvements

  • Guide dealer operations on dealer issues

  • Maintain and improve Mack Trucks and the MTLS image and presence within the industry by participating in trade meetings, shows and conventions

  • Communicate industry issues and field intelligence to corporate management and internal organization

  • Budget responsibility in conjunction with approved business plan

  • Hire and develop professional sales staff

Required Competencies:

  • Leadership, motivational, negotiation and delegation skills are required.

  • Understanding of the Full Service Lease, Daily Rental and Contract Maintenance business as well as Dealership sales, service activities and contracts.

  • Problem Resolution

  • Ability to work in a cross functional team.

  • Overall responsibilities may include sales of 4000+ class 8 vehicles varying based on regional market size.

  • Presentation Skills

  • Coaching

  • Delegation

  • Directing

Essential Educational and/or Training Qualifications and Certificates

  • Bachelor’s Degree in Business Administration or related field


Preferred Experience and Knowledge

  • 10 years of experience in H.D. Truck Industry in a sales/marketing/management position with proven results in management