National Accounts Manager

What you will do

The National Accounts team exists to sell MACK trucks, achieving assigned annual sales objectives and supporting the growth of the rolling population, optimizing operating leverage and focusing on over delivery of customer satisfaction and value for our MACK dealer partners. The national fleet (customers) we serve have geographic requirements that effectively can be serviced best by the consolidated services and planning of the national accounts team. 

Specifically, the National Account Manager – Refuse/ construction segment, in alignment with the broader purpose of the team as defined above is responsible for achieving annual sales, delivery of financial performance for assigned portfolio and optimizing customer satisfaction.  

National Account Managers are responsible for building new business (conquest accounts) in their accounts portfolio and maintaining strong relationships with existing key customers. 

As a National Account Manager, you should be organized and able to analyze performance metrics, understand customers’ needs, ultimately building strategic partnerships exceeding our customers’ expectations while achieving assigned sales and gross profit objectives. 

Key Responsibilities/Accountabilities

•    Achieve assigned annual sales and gross profit objectives within the portfolio of assigned customers
•    Full commitment and engagement in using our sales process (IMPAX) and managing the customer relationship, opportunity pipeline, sales activities through Salesforce.com.
•    Sell the total Mack offering of Products and Services ensuring that customers understand Mack’s full capabilities.
•    Develop relationships and strategies to successfully conquest customer new sales.
•    Exceptional communication skills both verbal and written, including the ability to plan, organize and deliver professional formal presentations. 
•    Demonstrated ability to negotiate sales transactions.
•    Demonstrated ability to identify, prioritize, and successfully resolve fleet customer problems giving a high priority to customer satisfaction. 
•    High aptitude with software applications including Word, Excel, PowerPoint, and database management software/ analytics e.g., Oracle.
•    Lead cross functional corporate team delivering customer satisfaction and successfully achieving sales and financial targets.
•    Responsible for thorough knowledge and administration of current Sales Policies.
•    Receive specification information on used and new truck quotations, coordinate trade and trade back information with remarketing group to establish trade values to dealer and provide documentation.
•    Remain knowledgeable on all current sales programs.
•    Works with assigned Pricing Department to analyze, develop and propose complex deals.
•    Complete knowledge of broad finance instruments including terms, types, and usage as they pertain to customers.
•    Responsible for managing body company relationships and understanding body market landscape.
•    Demonstrated ability to interpret engineering layouts and coordinate body integration on Mack chassis.
•    Responsible to coordinate and manage delivery through multiple upfit locations and vendors to customer sites for complete vehicle handover.

Critical Competencies

•    Demonstrated ability to establish effective, ethical working relationships with customers, dealers, subordinates, peers and supporting departments to achieve sales objectives.
•    Has a track record of exceeding goals and objectives successfully. 
•    Understands the meaning and implications of key financial indicators.
•    Uses financial analysis to generate, evaluate, and act on strategic options and opportunities.
•    Persists in accomplishing objectives despite obstacles and setbacks. 
•    Settles differences in productive ways with minimum noise, often seeing the opportunity in conflict.
•    Build and deliver business fit and solution fit solutions that meet customer expectations.
•    Readily learns and adopts new technologies Establishes clear responsibilities and processes for monitoring work and measuring results.
•    Identifies and seizes new opportunities.
•    Keeps up with current and possible future policies, practices, trends in the organization, with competition, and in the marketplace.
•    Creates competitive and breakthrough strategies that show a clear connection between vision and action.
•    Is seen as direct and truthful.
•    Demonstrates a passion for the Mack organization and our Mack dealer partner networks success.

Who are you?

Here is a good descriptive fit for this role. College degree preferred. Proven leader, enthusiastic for high performance with a powerful desire for career development and growth ambitions. An existing understanding of the Mack truck ordering and production systems preferred. Frequent customer travel, proven sales success, account executive skill set, desires to know the customers’ business/ operations, consultative approach. Develop executive level quotations and presentations. Problem solving skills capable of providing timely resolution to ambiguous problems. Continuous improvement mindset. Executive level customer and deal negotiation skills, enterprise view decision making supporting strong portfolio management.  

Essential Educational and/or Training Qualifications and Certificates

•    Bachelor’s degree in finance, sales, accounting, business management, related field, or equivalent experience. 

Preferred Experience and Knowledge 

•    5-10 years direct sales and account management experience.
•    Strong financial and analytical skills.
•    Salesforce CRM experience preferred.

Other Requirements
•    Travel required up to 75%.

Ready for the next move?

If you want to make a real impact in your career, Mack Trucks is where you want to be. We look forward to meeting you.