Director Product Management and 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
The Director, Product Management and Pricing owns the strategy for our aftermarket parts lifecycle, driving profitable growth, price realization, and market competitiveness. This role leads the parts portfolio development and pricing strategy for Genuine, Vendor, and All Makes parts, working closely with Sales, Marketing, Finance, Supply Chain, and Purchasing. The Director ensures the aftermarket perspective is embedded in new truck projects and that parts offerings are competitively positioned, properly priced, and effectively promoted.
Key Responsibilities: Aftermarket Parts Portfolio (North America)
- Define and execute the North American aftermarket parts lifecycle strategy in line with regional growth targets.
- Identify portfolio gaps and rationalization opportunities to define the product strategy (short, mid and long term).
- Set product positioning and margin targets by parts category (e.g., Genuine, private label, all makes).
- Lead lifecycle management (launch, growth, maturity, phase-out) to maximize revenue and profitability.
- Represent aftermarket parts in new truck/platform projects. Ensure launch readiness: parts availability, stocking strategies, and market-appropriate pricing at new product introduction.
Pricing & Analytics
- Develop and manage aftermarket parts pricing strategy across North American channels and segments.
- Define dealer and list prices, discount structures; enforce pricing governance and approval workflows.
- Own pricing analytics (price realization, margin leakage, discount effectiveness, elasticity) and partner with Finance on margin planning and forecasting.
- Use price optimization tools, BI dashboards, and market data to drive data-based decisions.
Market & Competitive Intelligence
- Build a North America–focused competitive intelligence capability, tracking competitor pricing, assortments, channels, and value propositions.
- Assess threats from OEMs, alternative parts suppliers, and remanufacturers.
- Provide clear recommendations on where to defend, attack, or hold price and how to adjust the portfolio.
- Support win/loss reviews and pricing strategies for dealer and fleet deals.
Suppliers, Promotions & Sales Support
- Manage key aftermarket parts supplier relationships in coordination with Purchasing.
- Develop and execute regional promotions and marketing plans (campaigns, seasonal offers, discount promotions).
- Partner with Marketing to create value-focused messaging versus competitors.
- Train sales teams, distributors, and dealers on the parts portfolio, pricing logic, and competitive positioning.
- Support sales teams by cross‑referencing bids and developing tailored competitive responses for strategic accounts.
Leadership & Cross-Functional Collaboration
- Lead and develop the Product Management and Aftermarket Pricing teams.
- Work cross-functionally to influence supplier performance, parts availability, and cost management.
- Influence regional leadership with clear, data-backed recommendations on portfolio, pricing, and competitive moves.
Key Metrics
- Aftermarket parts revenue growth and gross margin expansion in North America
- Promotion and Campaign effectiveness
- Competitive win rate on targeted parts and accounts
- Portfolio profitability by category, channel, and segment
Who are you?
Qualifications
- Bachelor’s degree in Business, Engineering, Economics, Finance, or related field; MBA preferred.
- 10+ years in aftermarket parts product management, pricing, revenue management, or commercial strategy, including North America experience.
- Proven success in managing aftermarket parts portfolios and implementing pricing strategies with measurable margin impact.
- 5+ years leading and developing teams.
- Experience working with fleets, dealers, distributors, and independent repair channels.
- Global or multi-region experience a plus.
Skills & Tools
- Strong strategic and commercial acumen with P&L orientation.
- Advanced analytical skills; ability to convert data into clear commercial actions.
- Strong communication skills – ability to engage, advise, and align senior stakeholders.
- Expertise with pricing/analytics tools (e.g., PROS, Vendavo, Zilliant, Power BI, Tableau), ERP (SAP preferred), and advanced Excel.
- Strategic understanding of aftermarket trends/landscape/ecosystem
- Ability to design good better best offers, bundles, and packaging by segment, channel, or region to balance simplicity, upsell potential, and margin.
- Team leadership and development
Ready for the next move?
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.
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.
Volvo Trucks, founded in Sweden in the late 1920s, is a brand centered around innovating for people – to make life easier, better, and safer. We are determined to lead the way towards a sustainable transport industry, in which we are equally determined for our customers to be successful and stay in the forefront.
By joining our North American Group Truck brands (Volvo & Mack), you will be part of a global and diverse team, where we work with passion, we trust each other, and we embrace change to stay ahead. By working together, we can provide innovative solutions that add value over time and help us create the world we want to live in.
Nearest Major Market: Greensboro