Manager, Sales and Marketing - Mack Defense
Company: Volvo Group
Location: Allentown
Posted on: January 12, 2021
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Job Description:
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 PentaThis position is
direct customer facing. It is responsible for the research,
development and generation of new opportunities with government and
national level agencies. It is also responsible for developing,
implementing and executing marketing and sales strategy consistent
with the Company's overall mission, vision and strategic
objectives.Core responsibilities:* Lead all sales efforts and
customer relationship management within assigned customer base and
geographic regions* Directly responsible to achieve established
sales volume, revenue and profitability goals which support the
Company's strategic objectives* Communicate product capabilities
and technical specifications to current and potential customers
necessary to align with their application requirements* Establish
and manage relationships with selected 3rd party providers
responsible for truck body equipment and adaptations necessary to
ensure the end product meets the customers' expectations* Lead
various aspects and participate throughout the entire
cross-functional sales-to-order and order-to-delivery process*
Identify and pursues new business opportunities for the Company to
drive continued growth and increased sales revenue* Participate in
government and military industry events as a professional
representative of the Company* Develop sales techniques, build
goals and make sales presentations in order to expand and maintain
current and new accounts.* Assess market potential for existing and
new products, across all product lines, to maximize market share in
the assigned sales region.* Negotiate and execute opportunities
with existing and potential customers.* Build effective working
relationships and communicate at all levels both within the
internal organization and with the external customer base.*
Collaborate and sustain relationships with other governmental sales
groups within the internal global organization* Define a
competitive product portfolio requirement based on analysis of
current and future strategic market segment needs* Prepare business
case analysis for all sales opportunities and present to senior
management for review and approval* Implements a marketing and
sales strategy to meet established sales or market share targets*
Support other sales initiatives in the Mack Defense Sales group as
required* Monitors, analyzes, and evaluates market trends, consumer
behavior and competitor activity to identify marketing
opportunities for our product.* Lead or assist in all marketing
activities within North America to ensure brand recognition and
continued acceptance within decided market segments* Professional
representation of the Company and products at industry events*
Other duties as assigned* Level of travel - moderateCritical
Competencies:* Technical product knowledge of commercial trucks and
the ability to develop detailed specification and quote proposal
packages that meet customer application requirements* Proven
ability to effectively communicate technical product details to
potential customers* Demonstrated computer skills using various
corporate systems typical for managing sales activity which
include: order specification development, processing, tracking and
reporting* Demonstrated business acumen with proven internal and
external relationship building* Proven ability to actively seek and
identify areas of business opportunity and growthPersonal Skills:*
Self-directed* Exceptional written and verbal communication at all
levels* Decision making* Attention to detail and follow-through*
Efficient time management and organizational skills* Work with a
high level of ethical behavior and integrity* Cross-functional team
experience and/or project team experience* Strong sales skills,
initiative, and ability to develop and implement existing and new
sales programs and procedures.* Ability to work with diverse
cultures* Good understanding of the business, market and
competitors* Demonstrated ability to develop a comprehensive sales
and marketing strategy* Demonstrated ability to conduct a business
case analysis and develop a recommendation for way forward*
Business acumen and relationship building* Strategic mindsetMinimum
Education and Experience:* BA/BS degree (MBA a plus) with
applicable work experience in a relevant field* Demonstrated career
growth with increasing responsibility* Minimum of 7-10 years sales
and marketing experience in a comparable industry* Demonstrated
experience in the government sales and acquisition process is a
plus* A past track record of organization diversity experience in
terms of positions held and roles served* Active US government
issued Security Clearance or ability to obtain one
Keywords: Volvo Group, Allentown , Manager, Sales and Marketing - Mack Defense, Executive , Allentown, Pennsylvania
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