National Accounts Manager

Dobbs Peterbilt; Sumner (WA); On-site; USD 90,000 - 130,000; Full time

Job summary

Dobbs Truck Group in Washington state is seeking a seasoned National Accounts Manager to drive growth for Peterbilt, MVP accounts across multiple locations. You will translate fleet needs into actionable parts and service opportunities, working with Parts, Service, Supply Chain and Sales to exceed margin targets.

The role requires a bachelor’s degree or 5 years in heavy-duty truck sales, plus 2 years of sales leadership and 5 years of multi-location supervision.

Qualifications

• Bachelor’s degree or 5 years' heavy-duty truck industry experience.
• 2 years of sales experience in heavy-duty truck industry.
• 5 years of experience managing other employees in multiple locations.

Responsibilities

• Achieve goals and objectives for each assigned customer on a quarterly basis.
• Provide strategic input to grow and develop business.
• Develop and implement a comprehensive sales process including territory definition and customer visitation and reporting.
• Coordinate sales efforts across all branches and departments to maximize sales growth.

Skills

Heavy-duty truck industry experience

Leadership

Excel/Word/Outlook

Communication skills

Sales experience

Education

Bachelor’s degree

Tools

Microsoft Excel

Microsoft Word

Outlook

Job description

Introduction

At Dobbs Truck Group, a part of our mission is to create relationships and a healthy work environment for our employees. We are always looking for qualified, customer-oriented individuals at Dobbs Truck Group.

Overview

The Dobbs Truck Group is a growth company that successfully expands our operations and customer base through a high-quality team of employees.

Dobbs Truck Group operates 25 commercial truck dealerships through two operating companies – Dobbs Peterbilt and Western Truck Center. These dealerships represent some of the best commercial truck brands including Peterbilt, Volvo, Mack, Autocar, and Hino and include locations in Arkansas, California, Louisiana, Mississippi, Oregon, Tennessee, and Washington.

We offer a competitive benefits package including medical, dental, vision, long-term disability, life insurance, and 401(k), as well as paid vacation and sick leave. Our Company is looking for long-term employees that we can invest in and grow with as we pursue our mission of being the premier commercial truck dealer group.

General Job Description

This position will be responsible for the development and growth of large multi-location/Peterbilt National Accounts (PNA) and Volvo Mack MVPreferred (MVP) accounts. It is necessary to fully understand the fleet composition, translate the opportunity into specific needs, and demand for parts and service. Working with Parts Managers, Service Managers, Supply Chain and Sales personnel is necessary to ensure operational excellence in execution. The primary objective for this position is to exceed gross margin and net profitability goals for each assigned customer. In addition, this position will have direct responsibility to Manage Regional business development and Outside Sales Management in relation to PNA and MVP accounts.

The duties listed below are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.

Responsibilities

• Achieve goals and objectives for each assigned customer on a quarterly basis.
• Provide strategic input to grow and develop business.
• Develop and implement a comprehensive and cohesive sales process including territory definition and customer visitation and reporting.
• Update and maintain the policies and procedures to improve the sales processes including a process of onboarding and training new/existing OPS and OSS in managing PNA and MVP accounts.
• Provide competitive market feedback to determine marketing pricing.
• Develop strong working relationships with Parts Managers & Service Managers to support growth and maintenance of PNA/MVP customers.
• Manage PNA/MVP relationships on a local, regional and national basis to develop business processes that enable ease of doing business with the company for these customers.
• Develop the strategy of working with the OEMs to add additional customers to the PNA/MVP programs within the AOR assigned to the company.
• Measure and report performance results and opportunities for all assigned customers.
• Participate in business development and support local sales efforts.
• Manage customer relation issues in a professional, productive, and prompt manner.
• Work across all branches to ensure pricing consistency for PNA/MVP accounts.
• Serve as the point of contact for PNA/MVP customer and issue resolution.
• Coordinate sales efforts across all branches and departments (parts, service & truck sales) to maximize sales growth across all departments.

Requirements

• Bachelor’s degree or 5 years' heavy-duty truck industry experience.
• 2 years of sales experience in heavy-duty truck industry.
• 5 years of experience managing other employees in multiple locations.

Desired Job Qualifications

• Heavy-duty truck aptitude.
• Intermediate to advanced knowledge of Microsoft Excel, Word, and Outlook.
• Strong manager and leadership ability.
• Strong organization and communication skills.

Mental Capability Requirements

• Comprehension: Ability to understand opposing points of view on highly complex issues, negotiate, and integrate different viewpoints.
• Organization: Ability to organize and prioritize work schedules of others on long-term basis.
• Reasoning & Decision Making: Ability to make decisions with significant impact on department’s credibility, operations, and services.
• Communication: Ability to formulate complex and comprehensive materials, such as legal documents, authoritative reports, official publications of major scope and impacts, and make formal presentations.
• Mathematics: Ability to compute, analyze, and interpret complex statistical data and develop forecasts and computer models.

Physical Demands and Work Environment

The physical demands and work environment characteristics 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.

While performing the duties of this job, the employee is regularly required to use hands to handle or feel, reach with hands and arms, and talk or hear. The employee is frequently required to stand, walk, climb or balance, stoop, kneel, crouch or crawl, and taste or smell. The employee is required to sit for long periods of time. The employee must regularly lift and/or move up to 25 pounds, frequently lift and/or move up to 50 pounds, and occasionally lift and/or move up to 100 pounds. Specific vision abilities required by this job include color vision, peripheral vision, depth perception, and the ability to adjust focus.

While performing the duties of this job, the employee is regularly exposed to moving mechanical parts and risk of electrical shock. The employee is frequently exposed to wet and/or humid conditions, extreme heat, and vibration. The employee is occasionally exposed to high, precarious places, fumes or airborne particles, toxic or caustic chemicals, and outside weather conditions. The noise level is normally loud.

Common Expectations of Performance for all Employees

The following includes common expectations for all employees of the Company. The evaluation of job performance will be based on these common expectations as well as the position-specific responsibilities described above.

Communications, Teamwork, and Feedback to Others

• Contribute to a work environment that is based on trust and respect.
• Have discussions on a regular basis with their manager to discuss opportunities to best achieve individual performance objectives and departmental goals.
• Suggest ways to improve the efficiency of conducting their job duties.
• Promote continuous improvement and change to support company growth.
• Mentor others unselfishly.
• Give credit where it’s due.

Company Loyal Policies and Work Ethic

• Adhere to the policies contained in the Employee Handbook.
• Adhere to the Company’s Employee Conduct Policy.
• Support management decisions toward meeting company goals.
• Be open and receptive to new ideas, regardless of their origin.
• Make prudent decisions, which are based on the best interest of the Company and its long-term future.