General Manager Sales Operations and Re-Marketing

Job Summary:

Sales Operations and Re-Marketing General Manager oversees sales force effectiveness and manages functions essential to sales force productivity. Responsible for the overall productivity and effectiveness of the sales organization, working closely with executive leadership to foster meaningful relationships with internal and external stakeholders to ensure the sales organizations efficient operations and success. These include planning, reporting, quota setting, and management, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force. Responsible for delivering market share and price realization in line with forecasted and committed levels. Reports to the VCES President.

Main Tasks/ Responsibilities:

  • Develop, communicate, and manage execution of sales support business strategies in coordination with the general managers, sales personnel and executive management.
  • Oversee the development and hiring of VCES’s marketing department and specialist.
  • Use OEM’s resources effectively.
  • Provide expertise and support on all aspects of the Sales Support Process including lead generation, preparing and assisting in quote process and preparing cost sheets.
  • Partners with senior sales personnel to identify opportunities for sales process improvement.
  • Facilitates successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch. Fosters an organization of continuous process improvement.
  • Oversee Mark of Excellence (MOE) for VCES-CA.
  • Strategically own the Sales Process – CRM, lost sales, market share, etc.
  • Represent VCES-CA where required on sales meetings.
  • Oversee remarketing and revitalize remarketing functions.
  • Ensure sales reports and other internal intelligence is provided to the sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
  • Responsible for identifying and delivering market share goals. Work with Sales Team and VCES President to develop credible forecast.
  • Work with Human Resources and President to design sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy and align with business and sales organization objectives.
  • Oversees sales compensation plan administration. Establish sales compensation program rules, policies and procedures.
  • Gather, analyze and report on competitive and business developments.
  • Optimize return on dealer inventory on new, used: machine rental pricing and competitive market pricing, resale.
  • Responsible for quote process and rental rate card ownership and set rental rates.
  • Work closely with President on negotiating and on-boarding OEM brands for VCES distributors.
  • Build Road Sales and Product Competence skills at Dealers by promoting and ensuring every sales person participates in VCES sponsored training products, sales, as well as other VCES sponsored events.
  • Manage short and long term forecast and monitor sales activity to meet dealer’s business plan and monthly market share objectives for all product lines with focus on large markets.
  • Develop assigned dealer’s sales skills including coaching the promotion of selling value of premium product and soft products with focus value-added services such as uptime solutions.
  • Manage and develop the customer business to meet company objectives.
  • Gather, analyze and report on competitive and business developments.
  • Create and manage the Revenue, budget as well as the annual business plan for the VCES-CA Sales Support organization.
  • Provide necessary support to President and other members of the Dealer Management Team.

Key Skills:
  • Knowledge of construction equipment and business solution market
  • Ability to build and maintain dealer and customer relationships
  • Target-driven, self-motivated, and willing to take responsibility
  • Strong strategic planning and analytical skills with a sense of urgency
  • High standard of professionalism and operate with integrity (The Volvo Way) and maintain confidentiality
  • Understand overall dealer operations
  • Represent VCES-CA values and vision
  • Ability to understand the VCES-CA total product offering
  • Understand the customer's business and needs
  • Good knowledge and understanding of Financial services products and services
  • Problem solving, Networking and relationship management
  • Business & enterprise knowledge
Education/Professional Qualifications required for the position:
  • Bachelor’s Degree preferred
  • Minimum of 10 years of experience in distribution based business (preferably in the Construction Equipment Industry)
  • Excellent verbal and written communication skills
Additional Important Requirements:
  • Fluent in English (written & spoken)
  • Frequent travel within the VCES-CA territory (50%)
  • Works with others in a team / office environment
  • Able to perform duties effectively in a fast paced environment whether working autonomously or under direction
  • Able to make autonomous decisions based on business situations within the scope of the established authorization directives

O nas

The Volvo Group is 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.

Volvo Construction Equipment is a global company driven by passion, curiosity and by our purpose: to build the world we want to live in. We believe that only through imagination and teamwork can we develop a world that is cleaner, smarter and more connected. Our company culture reflects this belief through the care and trust it places in our customers, employees and suppliers. People are at the heart of our business. It is through our strong network of talented, enquiring and innovative minds that we have been able to pave the way towards a more sustainable future. The global construction industry is our arena and our employees are our greatest assets.

We can only continue to stand out as industry leaders through the people driving us forwards. Come be a part of our team and help us build tomorrow.

Volvo Group North America is an Equal Opportunity Employer
We Participate in E-verify

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