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.
This role can be located anywhere in the United States; but preferably near a major airport.
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
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%)
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.
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An email confirmation will be sent as soon as you submit your application. After this, it is still possible to update your personal profile.
If selected for an interview, you will be contacted with information about the following process steps: second interview, assessments and references.
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.
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.