District Sales Manager - West

Volvo Group•Greensboro, NC

12d•$128,300 - $158,400

About The Position

The District Sales Manager supports the West Region and drives Volvo Truck sales and dealer business development. The role focuses on new truck sales volume, full-service lease, rental, and contract maintenance services, gross profit, and market share through development of dealer retail and lease business. The position requires frequent travel of up to 75%; preferred locations include Utah and Idaho. The District Sales Manager works with franchise dealers, dealer principals, sales and leasing management, and retail sales staff to meet business plans and market-share objectives. The role provides sales and operational support, develops dealer sales capabilities, manages inventory and sales activity, and builds customer relationships to convert opportunities into contracted business. The position has budget responsibility in conjunction with an approved business plan and serves as the primary interface between Commercial and assigned franchise dealers. The role requires a bachelor’s degree in Business Management or a related discipline, or equivalent experience, and at least five years of field or inside sales experience in the heavy truck industry or a related industry, including experience structuring finance transactions. The position involves extensive regional travel, including overnight stays, and may involve long days, extended hours, and occasional weekends. The annual base pay range is $128,300 to $158,400, with bonus eligibility where applicable. The employer also offers medical, dental, and vision insurance; paid time off; matching retirement savings plans; professional and personal development through Volvo Group University; and programs intended to support work-life balance.

Requirements

Bachelor’s degree in Business Management or a related discipline, or equivalent experience.
At least five years of field or inside sales experience in the heavy truck industry or a related industry.
Experience structuring finance transactions.
Business acumen and relationship-building skills.
Understanding of full-service lease, daily rental, and contract maintenance businesses, as well as dealership sales and service activities and contracts.
Ability to use market data to develop strategies around opportunities and growth, including developing and implementing retail operation business plans.
Excellent verbal, written, and presentation skills.
Thorough knowledge of wholesale and retail sales and leasing policies, processes, and systems.
Knowledge of finance instruments, including their terms, types, and usage.
Knowledge of dealer sales and service contracts.
Familiarity with applicable state laws and DMV regulations.
Ability to travel extensively and regularly.
Ability to meet the physical demands of the position, including standing, walking, or sitting for prolonged periods; communicating and distinguishing visual and audible signals; using hands and fingers to operate computers, tablets, mobile devices, and tooling; reaching; lifting, moving, or carrying up to 20 pounds unassisted; crouching, kneeling, squatting, stooping, and climbing stairs; entering and exiting commercial vehicles; conducting inspections and product testing; driving long distances; and working in loud environments and manufacturing or construction sites.
Ability to work long days and extended hours, with occasional weekends and overnight travel.

Nice To Haves

Experience using Salesforce or other CRM tools.

Responsibilities

Manage dealer market-share development, sales volume, pricing, and product mix, and assist with forecasting new truck orders and deliveries to help dealers meet Company and Volvo Truck Leasing System operating standards.
Provide sales and operational support to dealer lease sales management teams to prospect, market, and sell full-service lease, rental, and contract maintenance services.
Implement, manage, and monitor sales and leasing activity to meet dealer business plans and monthly market-share objectives using Salesforce or other relevant CRM tools.
Track dealer stock inventory levels to align with dealer business plans and current market and product demands within the district.
Work with dealer principals, sales management, leasing management, and retail sales staff to increase sales and leasing penetration through sales training, customer contact management, promotions, sales blitzes, customer events, leasing, and demonstrators.
Ensure every assigned dealer actively participates in company-sponsored sales programs, including stock inventory and demonstrators.
Develop dealer sales skills, including coaching dealers on selling the value of premium products and soft products and implementing territory and contact management processes.
Build support relationships with VFS Finance Representatives and understand and explain financing alternatives to commercial prospects.
Engage regional counterparts in a team-selling approach to achieve full market penetration.
Understand customer business models and propose products, prices, availability, product uses, and credit terms using Volvo Trucks North America and VTLS services to close contracted business.
Cold call targeted potential customers and build relationships with existing and prospective customers while supporting market recognition for Volvo Trucks North America and VTLS.
Develop and present sales proposals for new prospects and expanded product lines, including new truck sales, rental, full-service lease, and contract maintenance.
Manage the retail sales assistance process and sales tools to achieve assigned annual sales volume and gross profit.
Communicate dealer progress to stakeholders, collaborate with dealers and leasing groups, and recommend improvements, structure, and investments when needed.
Serve as the primary interface between Commercial and assigned franchise dealers.
Manage budget responsibility in conjunction with the approved business plan.
Ensure dealers make effective use of prospecting tools, including market data and relevant applications.