Mack Leasing Sales Manager
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.
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
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
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
Frequent travel up to 70%
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.
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