Manager, Sales and Marketing - Mack Defense

Company: Volvo Group
Location: Allentown
Posted on: January 12, 2021

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