Director, Commercial Pricing

7 days ago

Greensboro NC USA, United States Volvo Group Full time
About the Role

We are seeking a highly skilled and experienced Director of Commercial Pricing & Sales Analytics to join our team at Volvo Group. As a key member of our commercial organization, you will be responsible for developing and executing commercial pricing and sales analysis strategies to support our objectives for Volvo Trucks North American Sales and Marketing.

Key Responsibilities
  • Develop and lead the execution of commercial pricing and sales analysis strategies to support our objectives for Volvo Trucks North American Sales and Marketing.
  • Collaborate with the Field Sales organization to execute our pricing strategies and develop sales programs and analysis to meet overall gross profit and market share objectives.
  • Participate in the development and lead execution of our strategic market price position to balance sales volume and profit objectives, including sales channel mix and specific segment market share goals.
  • Lead the price management function, including retail pricing and transaction pricing for the US and Canada.
  • Create and execute sales initiatives that cultivate retail business, including the creation of wholesale and retail sales programs, dealer stocking programs, quick build initiatives, and activities targeting select customer segments.
  • Develop price strategies depending on market conditions.
  • Provide analysis for the sales regions regarding conquest/retention customers.
  • Dealer performance follow-up in conjunction with the RVPs/DMs for each region – identifying opportunities for growth.
  • Support the Business Plan process and quarterly follow-up.
  • Challenge the Sales Regions based on their performance.
  • Manage pricing and volume programs for leasing and rental businesses.
  • Contribute to the design, development, and implementation of sales strategies for specific market segments, including the development and integration of soft product offerings. Collaborate with Field team, dealer salespeople, Pricing Managers, and areas contributing with soft products to the total offer, to execute such strategies to the marketplace.
  • Execute market share objectives in accordance with our CRM and market segmentation strategy through price management. Conduct analysis of product pricing strategies to align with company strategic goals.
  • Establish and manage the pricing of corporate inventory trucks to dealers while optimizing corporate cash flow.
  • Contribute to Commercial organization business and financial targets.
  • Prepare comprehensive deal packages for review by Executive Management that capture all dimensions of a deal.
  • Conduct sales analytics of sales programs and sales/dealer initiatives for follow-up and corrective actions in case of deviation from targets.
  • Develop and ensure compliance with all Corporate Sales Policies.
  • Maintain, update, and incorporate lifecycle earnings for defined key accounts in the decision process.
  • Drive continued improvements of the price management process, including IT solutions for existing sales tools and processes.
  • Drive Price Management Strategies which support the Value Based Selling Concept.
  • Drive Price Management of Base Model, Option Content, and Customer Adaptation & Modifications to optimize Company margin contribution and price realization.
  • Ensure optimized response times for sales performance.
  • Implement AB Volvo and Americas policies, strategies, and procedures and ensure legal compliance at all times.

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