Sales Performance Improvement Mgr

Purpose of Position:
As the Vehicle Sales Performance Improvement Manager for the Mack brand, you will be responsible for driving performance of the sales professionals and sales managers in the organization’s dealer network. Success in your role will be measured by how your performance improvement solutions impact new and used vehicle sales. By interfacing with key stakeholders and the Learning and Performance team of the Mack Academy, you will devise solutions to help the business achieve its objectives in a fast-paced and dynamic environment.
Key Responsibilities:
  • You will act as the primary intake funnel for performance needs requests from the business and dealer network
  • You are expected to leverage your functional and industry expertise to interface effectively with stakeholders
  • You will identify solutions in support of commercial business goals, objectives, key projects, and performance improvement initiatives as part of the annual learning business plan process and within corresponding project budget allocation
  • You will partner w/dealers, business partners and Learning Design and Development (LDD) team to create a career pathway for sales job roles and a supporting curriculum path to achieve performance levels as the dealer associates progress in their career path
  • You will collaborate closely with the Academy LDD team and Content Management Manager to ensure the curricula are properly structured (to include testing and reporting) and existing courses remain relevant for appropriate job roles
  • In conjunction with the LDD team, you will conduct performance improvement, root cause analysis to target the underlying elements impacting performance
  • Working with business partners and dealers, you will identify the metrics and KPI to be targeted by all learning and performance requests
  • Leveraging data from business partners, you will identify needs, gaps, and opportunities for pro-active, targeted performance solutions
  • You will establish accountability and reporting around each major project and report out the impact and ROI (when feasible) that result from all learning and performance programs in your functional area
  • You will establish clarity of responsibilities and deliverables between the Academy’s Learning and Performance team and business partners
  • You will organize and drive the project Kick Off meeting and subsequent milestone meetings for major learning and performance programs
  • You will be responsible for communicating progress to all stakeholders during the development phase of all learning and performance projects in your functional area
  • Partnering with the Academy’s Training Operations Team, you will develop a marketing and communications campaign for each program in your functional area
  • You will establish and maintain governance structure to validate the efficacy of the performance solutions and ensure buy-in with key internal and external stakeholders
  • You will support curriculum development for the Talent Pipeline Sales programs, working closely with the Retail Talent Development Manager
  • You are expected to actively pursue learning activities in learning and performance that improve your project management, human performance improvement, presentation, and negotiation skills and knowledge
  • You will participate in industry conferences, exhibits, dealer meetings and other commercial activities with the goal of expanding industry knowledge and understanding of all activities and functions in the commercial trucking business
  • Other responsibilities as assigned by manager or management
Critical Competencies
  • Customer Focus
  • Communicates effectively
  • Builds Networks
  • Tech Savvy
  • Action Oriented
  • Collaborates
  • Drives Results
  • Integrity and Trust
  • Business Insight
  • Resourcefulness
  • Balances Stakeholders
Required Experience and Education:
  • Bachelor’s Degree or equivalent relevant experience
  • 5 years of sales experience in the heavy-duty or medium-duty truck, automotive, construction, agriculture or other capital equipment industries or equivalent
Preferred Experience and Knowledge:
  • 3 years of experience in the learning and development function
  • Certificate in, or demonstrated understanding of, Human Performance Improvement
  • Demonstrated understanding of basic project management principles and tools
Other Requirements:
  • Frequent domestic and international travel

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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