Director, N.A. Regional OE Sales - Volvo

Position Title: Director, N.A. Regional OE Sales - Volvo

Reports To: VP, Sales & Marketing

Date Last Revised: July 19, 2024

Position Summary:

A key leadership position within the Sales & Marketing function, this position is responsible for overseeing and directing the sales efforts, growth and direction of all Bendix and Knorr-Bremse (KB) Original Equipment (OE) products for the North American Region, specifically for the Volvo account. This individual will ensure current and future sales objectives of the business are being met by creating overall product value equation and strategy to create “wins” for KB/Bendix. Additionally, this position is responsible for ensuring the voice of the customer is aligned and communicated throughout Bendix.

Essential Functions:

• Direct the OE Account team and technical teams to ensure they are aligned to both the sales and business unit objectives.
• Partner in building the appropriate OE relationships ensuring a strong partnership that addresses the KB/Bendix business needs and the OE customer needs.
• Use industry knowledge, along with product understanding, to build a differentiation strategy (value selling feature base) to the end customer.
• Voice of the customer: ensure both the commercial and technical feedback flows are in place and utilized to communicate back to the business and continuously improve our customer position.
• Lead and drive regularly schedule customer reviews at all levels and disciplines of the customer partnering with the CoC’s (Center of Competency), identify issues at customers and offer solutions and opportunities.
• Develop and implement a Customer Management review process
• Align KB global strategies and participate on global customer forums ensuring that outcomes are implemented in the business
• Partner with Director, Marketing to develop specific channel Marketing strategies.
• Be an integral part of the Sales leadership team participating in management system and driving company processes, practices and policies
  
  
  

Knowledge:

• Overall commercial vehicle industry knowledge – specifically OEMs
• A sound grasps of high-level overall vehicle systems including braking (pneumatic, and electrical architecture) and the interactions of the braking systems with other portions of the vehicle (i.e. engine, transmission, dash and interface to the operator of the vehicle).
• Knowledge of heavy truck suppliers, distribution channels and trade associations.
• An overall knowledge of the Bendix business processes, practices and policies.
• An in-depth understanding of the competitive landscape.
• Overall understanding of all Bendix, KB and BSFB product portfolio.
  
  
  

Experience:

• A minimum of 10 years of experience in the commercial vehicle industry.
• A minimum of 5 years of strategic sales, product or marketing experience.
• Project management and application engineering experience a plus.
• Heavy Vehicle, Automotive and /or Component Manufacturing sales experience with OEM a plus.
  
  
  

Skills:

• Proven leadership skill set within a sales channel focused function
• Strong interpersonal skills, quick at developing relationships in areas that foster a strong professional environment
• Strong prioritization capabilities, ensuring that all customer and business needs are met
• Strong problem-solving skills. Ability to take customer problems and work with internal Bendix organization, in conjunction with customer, to offer solutions.
• Demonstrated Bias for Action; Independently operates with a sense of urgency to customer or internal issues/requests
• Demonstrate dynamic interpersonal skills.
• Excellent communication skills, but also cognizant of the business impacts to both Bendix and customer. Always hold the best business interests of Bendix and KB business in the forefront.
• Demonstrated ability to use Microsoft Word, Excel and PowerPoint effectively.
  
  
  

Education:

• Bachelor’s degree in Marketing, Sales, Engineering or related business area required; MBA preferred.
• Greenbelt certification a plus
  
  
  

Travel Requirement:

• Extensive travel 60% , Domestic and International travel
  
  
  

Position Requirements:

The demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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