DIRECTOR OF SALES - SOUTHWEST

Custom Truck One Source•Fontana, CA

1d•$160,000 - $190,000

About The Position

The Director of Sales leads the Southwest Region sales organization in achieving revenue, profitability, and market share growth objectives. The position provides strategic leadership, coaching, performance management, and business development direction for sales professionals while supporting exceptional customer service and long-term customer retention. The Director collaborates with executive leadership, Vice Presidents, Operations/General Managers, and cross-functional teams to develop and execute sales strategies, maximize productivity, expand markets, and support overall business goals. The role is accountable for sales performance, forecasting accuracy, talent development, CRM utilization, and regional growth initiatives. The position is primarily performed in an office setting. It includes occasional lifting of 10–50 pounds and the ability to sit for at least eight hours per day. Duties and responsibilities may change or be assigned as needed.

Requirements

High school diploma or equivalent.
Previous sales management experience.
At least 3–5 years of outside sales experience in vocational equipment and/or truck sales.
Demonstrated sales achievement and new business development in vocational vehicle sales or leasing.
Professional and technical knowledge of aerial vehicles, equipment, and heavy- and light-duty trucks.
Valid driver's license.
Strong attendance record.
Must be able to pass a pre-employment drug test.
Proficiency with Microsoft Office, including Word, Excel, and Outlook, and ability to learn new programs quickly.
Ability to apply basic mathematical concepts, including fractions, percentages, ratios, and proportions, to practical situations.
Strong leadership, accountability, analytical, problem-solving, communication, collaboration, and interpersonal skills.
Ability to work independently with minimal direction, synthesize information, use logic and reasoning, and develop innovative solutions.
Ability to communicate effectively verbally and in writing, give and receive feedback, respect cultural differences, and work with integrity.
Detail-oriented and accurate; self-sufficient, driven, able to work in a fast-paced environment, set priorities, adapt to changing demands, and meet deadlines.
Professional personal appearance.
Occasional ability to lift 10–50 pounds and ability to sit for at least eight hours per day.

Responsibilities

Recruit, hire, train, coach, and develop sales professionals; establish performance expectations and hold team members accountable for goals and KPIs.
Conduct performance reviews, coaching sessions, and professional development planning, and foster accountability, collaboration, professionalism, and continuous improvement.
Lead sales meetings focused on strategy, pipeline development, market opportunities, and performance improvement.
Develop and execute regional sales strategies to achieve revenue, gross profit, and market share objectives.
Identify new market opportunities and business segments, coach representatives on existing-account growth and new customer acquisition, and develop strategic customer and industry relationships.
Drive customer retention initiatives and improve customer satisfaction.
Develop annual sales plans, budgets, forecasts, and business growth strategies; monitor sales activity and pipeline performance.
Analyze market trends, customer demand, and competitive activity; prepare and present forecasts, performance reports, and recommendations to executive leadership.
Use data and analytics to inform business decisions and improve sales effectiveness.
Ensure consistent use of Salesforce CRM for opportunity management, forecasting, customer engagement, and performance reporting; maintain CRM data integrity and accurate reporting.
Manage the sales process from prospecting through delivery and post-sale customer support, and establish best practices for sales processes, customer follow-up, and pipeline management.
Collaborate with Vice Presidents and Operations/General Managers to align sales strategies with operational goals.
Recommend inventory planning, ordering decisions, and equipment availability to meet customer demand and sales objectives.
Partner with marketing on promotional campaigns, lead generation, and regional marketing initiatives; work with operations, service, and administrative teams to deliver customer experiences and operational excellence.
Monitor competitor products, pricing, sales activities, and market trends; evaluate market research and adjust strategies accordingly.
Stay informed about industry developments, regulatory changes, and emerging technologies affecting the vocational truck and equipment industry; maintain professional and technical knowledge through training, industry events, associations, certifications, and networking.
Represent the company at customer meetings, industry events, trade shows, and community organizations.
Allocate technology, support, and training resources effectively; ensure timely implementation of sales quotas and performance objectives and accurate, timely reporting.
Develop, coordinate, and communicate project plans, resolve problems, and complete projects on time and on budget.