Area Product Competence Manager - West

Volvo Group•Toronto, ON

106d•CA$100,000 - CA$125,000•Remote

About The Position

This position is responsible for driving profitable sales and market share growth in focused products and areas. The role involves promoting, planning, and delivering product competence and confidence to the Dealer Sales Organization, and demonstrating the value of Volvo Equipment and Services to new and existing customers. The position will collaborate closely with District Business Managers and the Sales Support group to ensure alignment and effective use of support tools.

Requirements

10 years experience in the construction equipment industry with a strong familiarity of equipment types, segments and applications.
Strong understanding of construction equipment distribution practices, product and customer applications.
Sales and results driven.
Professional maturity and developed business and customer service skills.
Minimum Bachelor’s degree in engineering, marketing or related field.
Ability to work with others in an office, team and/or field environment.
Able to perform duties effectively in a fast paced environment whether working autonomously or under direction.
Extensive travel (60%) may be required.
Ability to travel to the United States as well as participate in US offered trainings and trade shows – may require Passport for international travel.
Business Acumen and Relationship Building with Dealers and Customers.
High level competence and knowledge in GPE Excavator products and applications as well as other Volvo products.
Understanding the Volvo CE total Product offering including value of soft products.
Ability to inspire, facilitate and promote change.
Keen ability to actively seek and identify areas of opportunity and growth.
Ability to inspire, coach and mentor sales professionals at assigned Dealers.
Understanding the Dealers’ Customers’ Business and needs.
Ability to analyze market and competitive data, identify trends and develop strategies to improve sales and market share.
Industry and segment competency.
Thorough knowledge of all sales policies, processes, and systems at the wholesale and retail (dealer) level.
Representing Volvo Values and Vision.
Understanding Supporting Volvo Tools & Systems.
Time and Territory management.
Excellent verbal, written and presentations and interpersonal skills.
Demonstrates passion for the business with a high degree of integrity, credibility, and confidentiality.
Team Player.
Must be proficient in use of personal computers, including familiarity with Word, Power Point, Excel and Outlook etc.

Responsibilities

Drive Product Competence throughout the dealers within the Business Area.
Take ownership of retail sales staff product competence development.
Assist in strategic customer and large volume opportunity demonstrations and “walk arounds”.
Collect public competitive information.
Work with the Sales Support team to develop competitive comparisons, value verses cost analysis, and product training material.
Engage dealers and develop product competence plans which enable sustainable revenue and share improvements in line with set targets.
Create specific development plans by Dealer / Sales person / Branch for improvement utilizing all VCE internal and external programs and resources.
Drive target segment growth and become an industry/product sales application expert on select products with primary focus on Excavators.
Support dealers with product/application Expert-support for prioritized field demos and customer visits.
Gain significant knowledge on competitor products, technology and activities for purposes of differentiation and value selling.
Assist Dealers and District Sales Managers in key customer acquisitions and retentions including participating in the sales process.
Monitor and drive action on Sales Process Management and increase participation rates and customer satisfaction results.
Improve Dealer/enterprise share of mind with Volvo offering.
Support Dealer, Key Account, and Rental Channel activities for assigned area including targeted training.
Responsible follow up and communication of Volvo updates and news bulletins.
Responsible for individual dealer training events.
Support / back up for dealer product/application related sales questions.
Channel "Voice Of Customer" to Sales Support.
Participate in key industry organizations in the area of responsibility.
Support Trade shows and Sales Support events as needed.