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  • Shippensburg, PA 17257

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Director Key Account Operations and Government Sales

Volvo Group • Shippensburg, PA

Posted 8 days ago

Job Snapshot

Automotive - Motor Vehicles - Parts, Manufacturing, Transportation
Relocation - No


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Job Description

Job Summary:
This position directly supervises the Key Account bid management process, contracts, and all government sales staff while working collaboratively with dealers and Volvo personnel to accomplish overall Key Account sales strategy. In addition, the position is responsible for all government sales, commercial negotiations, and account management within the assigned channels:  Municipal, State & Federal.
  • Specific in depth knowledge of assigned markets
  • National Association Group participation: APWA, NACE, SSEMC, AEA, etc.
  • Develop profitable strategies for penetrating and gaining market share in all three government channels:  local municipal, state, and federal
  • In depth knowledge and experience in RFP bid management processes
Job Content:
Main Tasks/ Responsibilities / Authorities:
  • Maintain working knowledge of assigned segments
  • Establish and maintain close working relationships with assigned government accounts
  • Develop additional government accounts, resulting in incremental sales volume growth
  • Support dealer activities with Key Accounts and government sales as related to RFP bid process
  • Direct involvement with national trade shows, local trade shows, training seminars, and customer visits
  • Facilitate effective development of product application solutions with technology and sales support personnel
  • Promote effective communications between contracted Key Accounts, Volvo dealers, Sales company personnel, customer support contacts, and Volvo manufacturing plants
  • Report monthly sales (units and revenue) and other key metric performance as required
  • Provide monthly reports including; current projects, upcoming events, green, yellow and red items, and monthly forecast by account and model
  • Provide an annual business plan and annual forecast for government sales channel; communicate machine forecasts on a regular basis (monthly/quarterly)
  • Coordinate communication and activities with North American Key Accounts customers and inherent Volvo CE regional structure
Key Skills:
  • Holistic business understanding
  • Leadership to drive the development of the customer relationship counting on active support from multiple areas and varying level sponsors
  • Problem analysis and solving
  • Negotiation skills/ experience
  • Team‐building and networking
  • Verbal and written communications
  • Extensive knowledge and application of Excel, Word, Power Point and Outlook
Required Knowledge & Experience:

Education/Professional Qualifications required for the position:
  • 10 years relevant experience in Government Sales and 5 years' experience in North American Construction Equipment Market
  • Experience in direct interface with customer groups – multiple levels
  • Proven track record in successful RFP bid process management and sales staff management
  • Bachelor’s degree in Business, Marketing, Engineering or other relevant field
Additional Important Requirements:
  • Work with others in Team environment
  • Able to perform duties effectively in a fast paced environment whether working autonomously or under direction
  • Frequent travel.  Up to 50%+ of time dedicated to customer interface/ travel
Job ID: 85304BR
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