Mack Leasing Sales Manager

Purpose/Description:
Driving and executing on goals for the Mack Truck brand focusing on coordination and support of multi-location “national” account leasing agreements along with local dealer sales support. Working cross-functionally with regional sales teams to support and hold dealers accountable in achieving proprietary leasing and rental sales goals.
Core Responsibilities:

  • To provide tools for dealer leasing and rental sales teams to prospect, market, and sell full-service lease, commercial rentals and contract maintenance to multi-location “national” accounts

  • Provide sales support to dealer lease sales management teams to prospect, market and sell full service lease, rental, and contract maintenance services

  • Implement, manage and monitor leasing activity to meet dealer’s business plan and monthly market share objectives utilizing Salesforce (CRM tool).

  • Support the establishment of dealer business plans; specifically, lease and rental sales targets

  • Work with dealer principal, sales management, leasing management, and sales staff to increase leasing and rental penetration in dealer’s assigned area through sales training, customer contact management, sales promotions and blitzes, customer events, leasing and demonstrators.

  • Provide sales management and coordinate activities between Mack Leasing System (MLS) members, Regional Sales VP’s, District Sales Managers, and National Account Managers

  • Provide coaching and training of Fleet Sales Managers and District Sales Managers in respect to full-service lease, contract maintenance and commercial rental

  • Develop strong support relationships with MFS District Finance Managers to understand and be able to explain different financing offers including FMV, TRAC Lease, etc.

  • Engage other regional counterparts to capitalize on team selling approach to sell the full offer to commercial prospects

  • With a thorough understanding of the customer’s business model, identify and propose products, prices, availability, product uses, and credit terms to customers utilizing Mack Trucks North America and MLS services that translate into closed, contracted business deals

  • Demonstrated ability to “cold call” on targeted potential customers as well as relationship building and interaction with existing and potential customers while supporting industry market recognition for MLS

  • Develop and present sales proposals to new prospects for current and expanded product lines based on identified product requirements within the district (e.g., commercial rental, full-service lease, contract maintenance, etc.)

  • Ensure dealer’s make effective use of all prospecting tools including market data and other relevant applications

  • Budget responsibility in conjunction with approved business plan

Critical Competencies:

  • Business Acumen and Relationship Building

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

  • Ability to utilize market data to build strategies around identified areas of opportunity and growth, including the development and implementation of retail operation business plans.

  • Excellent verbal, written and presentations skills

  • Ability to lead, coach and mentor leasing professionals at assigned dealers

  • Thorough knowledge of all leasing and rental policies, processes, and systems at the wholesale (Mack Trucks) level as well as the retail (dealer) level

  • Complete knowledge of broad finance instruments including terms, types and usage

  • Familiarity with applicable state laws and DMV regulations affecting same

  • Time and Territory management

  • Change Facilitation

  • Fostering Diversity

  • Inspiring Leadership

  • Mentoring

  • Demonstrates passion for the business with a high degree of integrity, credibility, and confidentiality


Minimum Education and Experience:

  • Bachelor degree in business management or related discipline, or equivalent experience.

  • 3+ years full-service lease and/or commercial rental sales experience

  • Some technical knowledge of truck specifications

  • Management of national or regional account sales funnel

  • Experience using Salesforce or other CRM tools


Other Requirements:

  • Frequent travel up to 70%


About Us

Founded in 1900, Mack Trucks is an iconic brand that embodies the American spirit: pioneering, hard-working, authentic and ambitious. Mack trucks are recognized around the world as “The American Truck You Can Count On,” thanks to our durable, reliable and application-driven vehicles that get the job done. 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.

Mack is part of the Volvo Group, 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 and Volvo Penta.

Volvo Group North America is an Equal Opportunity Employer
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Application Process

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Introduction

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