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Director, Field Sales Operations

Company: Volvo Group
Location: Greensboro
Posted on: September 15, 2020

Job Description:

Director, Field Sales Operations | Volvo Group Skip to the first action element of main content Home Volvo Group Careers Sign In Director, Field Sales Operations United States

Position Description

We believe in the importance of diversity and inclusiveness to make us a stronger and better organization. The motivation and passion to support our customers set us apart from others that want to be like us. Our company culture is how we interact with each other, with our customers and society as a whole. It is the foundation on which everything else is built. We embrace new ideas and constantly challenge the status quo – innovation is driven by a willingness to change to stay ahead and find smart ways to create new solutions.

Our technology sets the standard – our people make the difference all day every day.

Position Description:

Provide sales effectiveness tools and resources – including business planning support, sales process expertise, sales programs, demonstration vehicles, industry partnerships and select field product expertise – to existing Mack field, dealer and National Accounts sales personnel to drive incremental sales to new and existing customers in Mack’s strategic segments.

Key Responsibilities:

Manage the team that will provide business planning support, sales process expertise, sales programs, demonstration vehicles, industry partnerships and select field product expertise.

Manage team of Inside Sales representatives, serving dealers in lower-volume geographies across North America with accountability for achieving annual sales volume targets. Responsible for personal and professional development of these individuals to prepare them to potentially become a Mack District Sales Manager.

Develop, maintain, roll-out, support and track usage of sales process guidance, tools and resources (e.g., action plan tool, meeting templates, training) to Mack field and National Accounts sales personnel

Accountable for Mack field sales teams understanding and utilization of the tools and resources provided to plan, develop and deliver sales presentations to customers and dealer sales teams on Mack solutions and services that speak to the customers’ current and predicted future needs, concerns and objectives (e.g. Sales Playbooks). Provide senior sales leadership with metrics outlining usage.

Coordinate and maintain various contact and relationships with third parties (e.g. Sourcewell, NYTVIP, HVIP) while communicating the offer to allow the Mack field sales teams and dealers to take full advantage of them.

Develop sales programs along with bundled services (e.g. MFS, Protection Plans) to drive incremental customer adoption of Mack services and products and sales & profitability.

Organize and manage annual dealer truck sales planning process and tracking for Dealer Incentive Program (DIP) and Dealer Operating Standards (DOS).

Coordinate and develop sales incentive programs (e.g. Bulldog Club, Mack Bucks) in conjunction with appropriate stakeholders focused on contributing to commercial organization business and financial targets.

Coordinate with commercial operations, corporate, and dealer sales teams to identify and track sales pipelines in focus segments to ensure Mack achieves volume and share targets by leveraging its unique brand proposition to convert customer awareness and interest into quote opportunities, capturing the full value of brand image and product offering from the buyer.

Manage implementation, evaluation and advancement of Work with sales leaders to ensure highest levels of engagement, sales effectiveness and impact with customers and dealers.

Manage corporate, region, and dealer demo programs in order to win over conquest customers as well as managing work ready inventory to assist dealers where lead-times are critical in popular market segments.

Manage activities of Powertrain Sales Staff to assist National Account Teams, Region and dealer sales efforts with Mack Analytics, spec’ing, Fuel Economy Tool, and other resources.

Ensure compliance with all corporate sales policies

Implement AB Volvo and Mack Trucks policies, strategies and procedures and ensure legal compliance at all times

Critical Competencies:

Business acumen and relationship building

Customer focus

Leadership and professionalism

Excellent verbal, written and presentations skills

Ability to identify, lead, coach, mentor and develop talent

Analytical mindset with ability to utilize market data to build strategies

Win / win mentality

Sales and sales management process expertise

Understanding of dealer business model and sales process

Strategic sales planning and business development

Thorough knowledge of Mack’s solutions and services

Thorough knowledge of Mack’s competitor’s solution and services

Ability to develop and deliver compelling sales and solutions presentations

Ability to develop and leverage relationships with cross-functional stakeholders

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

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

Negotiation and influence

Ambitious, energetic, and resilient

High standards of quality, responsibility and accountability

Organization and ability to plan work effectively

Action and results-orientation

Time management and planning

Change Facilitation

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

Minimum Education and Experience:

Bachelor’s Degree in Business Administration, Sales, Finance, or Marketing

MBA preferred

7 years or more in sales, sales management or business development

Experience within a heavy truck, commercial, or capital equipment OEM or dealer

Proven track record of commercial results

Proficiency in MS Office and CRM software

Proficiency in English; Spanish/French proficiency a plus

Thorough knowledge of, and experience in, developing RFQs and sales contracts

Other Requirements:

Frequent travel required

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.

Auto req ID



Mack Trucks

State / Province

North Carolina



Employment/Assignment Type


Travel Required (maximum)

Frequent Travel

Functional Area


Last application date


US Disclaimer text

Volvo Group North America is an Equal Opportunity Employer


We Participate in E-verify

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Keywords: Volvo Group, Greensboro , Director, Field Sales Operations, Other , Greensboro, North Carolina

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