Manager, Sales and Marketing, Mack Defense

What you will do

This 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 – moderate.

Who are you?

Critical 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 growth.

•    Personal 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 mindset.

Minimum 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 3-5 years sales and marketing experience in a comparable industry.
•    Demonstrated experience in the government sales and acquisition process is a plus, but not required.
•    A past track record of organization diversity experience in terms of positions held and roles served.

What’s in it for you?

We offer a solid package of compensation and benefits, plus you will enjoy:  

•    Competitive medical, dental and vision insurance.
•    Generous paid time off including paid caregiver and parental leave policies.
•    Competitive matching retirement savings plans.
•    Working environment where your safety, health and wellbeing come first.
•    Focus on professional and personal development through Volvo Group University.
•    Programs that make today’s challenging reality of combining work and personal life easier.

Ready for the next move?

Are you excited to bring your skills and ideas to the table? We can’t wait to hear from you. Apply today!