National Account Manager

Purpose of Position
The National Accounts team exists to sell Mack trucks achieving assigned annual sales objectives and supporting the growth of the rolling population, optimizing operating leverage and focus on over delivery of customer satisfaction for our Mack dealer partners and MACK trucks corporate. The national fleets (customers) we serve have geographic requirements that effectively can only be serviced by the consolidated services and planning of the national accounts team.
Specifically the National Account Manager – On Highway, in alignment with the broader purpose of the team as defined above is responsible for achieving/ over delivery of annual sales and gross profit objectives.
National Account Managers are responsible for building new business (conquest accounts) in their accounts portfolio and maintaining strong relationships with existing key customers.

As a National Account Manager, you should be organized and able to analyze performance metrics, understand customers’ needs ultimately building strategic partnerships exceeding our customers’ expectations while achieving assigned sales and gross profit objectives.

Location

This role can be located anywhere in the United States; but preferably near a major airport.


Key Responsibilities

  • Achieve assigned annual sales and gross profit objectives within the portfolio of assigned customers

  • Full commitment and engagement in using our sales process (IMPAX) and managing the customer relationship, opportunity pipeline, sales activities through Salesforce.com

  • Sell the total Mack offering of Products and Services ensuring that customers understand Mack’s full capabilities

  • Develop relationships and strategies to successfully conquest customer new sales

  • Exceptional communication skills both verbal and written, including the ability to plan, organize and deliver professional formal presentations

  • Demonstrated ability to negotiate sales transactions

  • Demonstrate ability to identify, prioritize analyse and successfully resolve fleet customer problems giving a high priority to customer satisfaction

  • High aptitude with software applications including Word, Excel, PowerPoint and database management software/ analytics e.g. Oracle

  • Lead cross functional sales management team in the development of sales activities increasing the Mack rolling population

  • Responsible for reviewing quotation requests for fleet transactions and understanding deal profitability versus targets

  • Responsible for thorough knowledge and administration of current Sales Policies

  • Receive specification information on used and new truck quotations, coordinate trade and trade back information with remarketing group to establish trade values to dealer and provide documentation

  • Remain knowledgeable on all current sales programs

  • Works with assigned Pricing Department to analyze, develop and propose complex deals

  • Complete knowledge of broad finance instruments including terms, types and usage as they pertain to customers

  • Experience selling and managing highway segment fleet accounts, both Direct Sale and Fleet through Dealer

Critical Competencies

  • Demonstrated ability to establish effective, ethical working relationships with fleet customers, dealers, subordinates, peers and supporting departments to achieve sales objectives

  • Settles differences in productive ways with minimum noise, often seeing the opportunity in conflict

  • Persists in accomplishing objectives despite obstacles and setbacks

  • Has a track record of exceeding goals and objectives successfully

  • Has a strong bottom-line orientation

  • Builds and delivers business fit and solution fit solutions that meet customer expectations

  • Establishes clear responsibilities and processes for monitoring work and measuring results

  • Identifies and seizes new opportunities

  • Researches the customer in order to ask great questions, asks great questions to listen, listens to understand where we can bring value

  • Keeps up with current and possible future policies, practices, trends in the organization, with competition, and in the marketplace

  • Understands the meaning and implications of key financial indicators

  • Uses financial analysis to generate, evaluate, and act on strategic options and opportunities

  • Creates competitive and breakthrough strategies that show a clear connection between vision and action

  • Is seen as direct and truthful

  • Demonstrates a passion for the Mack organization and our Mack dealer partner networks success

  • Readily learns and adopts new technologies

Preferred Experience and Knowledge

  • Bachelor’s Degree in finance, sales, accounting, business management, related field or equivalent experience

  • 5-10 years direct sales and account management experience; preferably in heavy truck and/or heavy equipment

  • Salesforce CRM experience preferred

Other Experience and Knowledge

  • Frequent travel required (75%)


About Us

The Volvo Group is one of the world’s leading manufacturers of trucks, buses, construction equipment and marine and industrial engines under the leading brands Volvo, Renault Trucks, Mack, UD Trucks, Eicher, SDLG, Terex Trucks, Prevost, Nova Bus, UD Bus, Sunwin Bus and Volvo Penta.

Founded in 1900, Mack Trucks - recognized around the world as “The American Truck You Can Count On” – to builds durable and reliable, application-driven vehicles that get the job done. An iconic brand, Mack embodies the American spirit: pioneering, hard-working, authentic and ambitious. With Mack Trucks you will be part of a global and diverse team. We work with passion, we trust each other and we embrace change to stay ahead. We make our customers win.

Volvo Group North America is an Equal Opportunity Employer
E.O.E./M/F/Disability/Veteran
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We want to get to know you

Application Process

Apply

An email confirmation will be sent as soon as you submit your application. After this, it is still possible to update your personal profile.

Interview

If selected for an interview, you will be contacted with information about the following process steps: second interview, assessments and references.

Selection

All candidates will be notified when a final candidate is selected for the job. You can choose for us to keep your resume in our database and activate a search agent that will look for other jobs that match your profile.

Introduction

When you begin your employment, you will receive an introduction to help you quickly become part of the team and start working with your tasks in the best possible way.

Testimonials

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