Director, Commercial & Strategic Pricing
Greensboro, NC, US, 27409
Transport is at the core of modern society. Imagine using your expertise to shape sustainable transport and infrastructure solutions for the future. If you seek to make a difference on a global scale, working with next-gen technologies and the sharpest collaborative teams, then we could be a perfect match.
What you will do
As the Director, Commercial & Strategic Pricing, you will manage commercial pricing to support Company objectives for Volvo Trucks North American Sales and Marketing. Collaborate with the Field Sales organization to execute Company’s pricing strategies and develop sales programs and analysis to meet overall gross profit and market share objectives.
Key Responsibilities/Accountabilities
• Participate in the development and lead execution of Company’s strategic market price position to balance sales volume and profit objectives including sales channel mix and specific segment market share goals.
• Lead price management function including retail pricing and transaction pricing for US and Canada.
• Create and execute sales initiatives that cultivate retail business including the creation of wholesale and retail sales programs, dealer stocking programs, quick build initiatives, and activities targeting select customer segments.
• Develop price strategies depending on the market conditions.
• Provide analysis for the sales regions regarding conquest/retention customers.
• Dealer performance follow up in conjunction with the RVPs/DMs for each region – identifying opportunities for growth.
• Support Business Plan process and quarterly follow up.
• Challenge the Sales Regions based on their performance.
• Manage pricing and volume programs for leasing and rental businesses.
• Contribute to the design, development and implementation of sales strategies for specific market segments including the development and integration of soft product offerings. Collaborate with Field team, dealer salespeople, Pricing Managers and areas contributing with soft products to the total offer, to execute such strategies to the marketplace.
• Execute market share objectives in accordance with Company’s CRM and market segmentation strategy through price management. Conduct analysis of product pricing strategies to align with company strategic goals.
• Establish and manage the pricing of corporate inventory trucks to dealers while optimizing corporate cash flow.
• Contribute to Commercial organization business and financial targets.
• Prepare comprehensive deal packages for review by Executive Management that capture all dimensions of a deal.
• Conduct sales analytics of sales programs and sales/dealer initiatives for follow up and corrective actions in case of deviation from targets.
• Develop and ensure compliance with all Corporate Sales Policies.
• Maintain, update and incorporate lifecycle earnings for defined key accounts in the decision process.
• Drive continued improvements of the price management process, including IT solutions for existing sales tools and processes.
• Drive Price Management Strategies which support the Value Based Selling Concept.
• Drive Price Management of Base Model, Option Content and Customer Adaptation & Modifications to optimize Company margin contribution and price realization.
• Ensure optimized response times for sales performance.
• Implement AB Volvo and Americas policies, strategies and procedures and ensure legal compliance at all times.
Who are you?
Do you dream big? We do too, and we are excited to grow together. In this role, you will bring:
Essential Educational and/or Training Qualifications and Certificates
• Bachelor’s Degree in Business Administration or equivalent experience, Master’s Degree preferred
Preferred Experience and Knowledge
• 10 years or more experience within a commercial vehicles OEM environment and heavy duty truck sales management
• 5 years pricing experience and/or demonstrated management experience
Critical Competencies
• Truck Channels & Distribution.
• Understand the Total Offer to meet customers’ needs.
• Process, optimization and change management.
• Strategy and Business Development.
• Business case preparation and analysis.
• Leadership the Volvo Way.
• Pricing strategies, systems, processes and analytics.
• Order management systems and process.
• Mentoring and Coaching.
• People Development.
• Business and Customer Focus.
• Business Acumen.
• Delegation.
• Directing.
• Empowering.
• Fostering Inclusivness.
• Inspiring Leadership.
Ready for the next move?
If you want to make a real impact in your career, Volvo Trucks NA is where you want to be. We look forward to meeting you.
Who we are and what we believe in
We are committed to shaping the future landscape of efficient, safe, and sustainable transport solutions. Fulfilling our mission creates countless career opportunities for talents across the group’s leading brands and entities.
Applying to this job offers you the opportunity to join Volvo Group. Every day, you will be working with some of the sharpest and most creative brains in our field to be able to leave our society in better shape for the next generation. We are passionate about what we do, and we thrive on teamwork. We are almost 100,000 people united around the world by a culture of care, inclusiveness, and empowerment.
At Volvo Trucks you will be part of leading the way towards a sustainable transport industry. For nearly a century we have been innovating for people – to make life easier, better and safer. Driving progress is our promise to customers, to the industry and to society. At Volvo Trucks we share a curiosity to learn, we work with passion and we embrace change to stay ahead. Join us, together we move the world we want to live in.
Nearest Major Market: Greensboro