Summary
Location
Gastonia
Type
full-time
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About this role
Role Summary
No Visa sponsorships are available for this position.
The Sales Strategy Manager HD&I is responsible for driving expansion within heavy-duty fleet segments by building strategic accounts with technical expertise. This role requires a results-oriented leader with strong filtration commercial acumen, digital strategy expertise, and proven ability to manage complex accounts. The ideal candidate will have direct experience in fleet distribution models, contract management, and filtration solutions for heavy-duty and off-road applications. Additionally, the role demands technical expertise to help customers optimize Total Cost of Ownership (TCO) through inventory optimization, superior product duration, and warranty management.
JOB RESPONSIBILITITIES
- Identify and target key fleet segments (Class 6/7/8 trucks, construction, agriculture, mining)
- Drive expansion within heavy-duty fleet segments by building strategic accounts with technical expertise
- Help customers optimize TCO by optimizing inventories and addressing warranty concerns
- Evaluate market opportunities from market research and leads from existing sales team
- Build compelling value propositions from analysis of fleet operator buying behaviors and TCO challenges
- Develop account-specific entry strategies (define customer-specific SWOT) and bring the right internal support team
- Build relationships with key fleet operators and represent the company at industry events
- Develop tailored pricing strategies aligned with product management and sales leadership
- Establish and optimize direct-to-fleet distribution models for Class 6, 7 and 8 fleets
- Drive digital transformation initiatives to enhance customer engagement and operational efficiency
- Partner with engineering, marketing, and operations teams to deliver integrated solutions
- Champion process improvement
- Monitor KPIs including revenue growth, customer retention, and pipeline conversion
- Provide actionable insights through data analytics and CRM tools
REQUIREMENTS
Education:
• Bachelor’s degree in Engineering or Business
Experience:
• 8+ years in business development, sales, or account management within heavy-duty aftermarket
• Proven track record in setting up fleet customers with Class 6/7/8 trucks
Required Skills:
• Proven expertise in direct-to-fleet distribution model development
• Contract management for fleet customers
• Class 6, 7 and 8 fleet operations knowledge
• Technical sales expertise with engineering background and TCO (Total Cost of Ownership) analysis
• Strong negotiation, leadership, and analytical skills
Preferred Education, Experience and Skills:
• MBA
• Experience in the filtration industry
• Experience in agriculture fleet replacement parts business
• Experience in construction filtration business
• Experience in mining filtration business
• Proven success in key account management and revenue growth
• Ability to lead digital initiatives and process optimization projects
• Strategic thinker with strong execution capabilities
Other facts
About Mann+Hummel GmbH
MANN+HUMMEL is a global leader in filtration technology. Headquartered in Ludwigsburg, Germany, the group develops intelligent filtration and separation solutions – including for the Transportation and Life Sciences & Environment sectors. Founded in 1941, this family-owned company enables cleaner mobility, cleaner air, cleaner water, and cleaner industry across the globe. With its solutions, MANN+HUMMEL plays a key role in protecting the environment and promoting the sustainable use of limited resources. In 2024, approximately 21,200 employees at over 80 locations worldwide generated sales of EUR 4.5 billion.
For more information, please visit: www.mann-hummel.com
What you'll do
- The Sales Strategy Manager is responsible for driving expansion within heavy-duty fleet segments by building strategic accounts and helping customers optimize Total Cost of Ownership. This includes evaluating market opportunities, developing tailored pricing strategies, and driving digital transformation initiatives.
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