Director of Used Heavy-Duty Truck Sales

CLEVELAND FREIGHTLINER INC • Parma, OH

33d

About The Position

Valley Freightliner, Western Star Trucks of Cleveland is seeking an experienced, results-driven Director of Used Heavy-Duty Truck Sales to lead used truck operations and drive growth across multiple dealership locations. The Director oversees inventory acquisition, appraisals, pricing, reconditioning, inventory management, and sales team performance. The role develops and executes strategies to increase sales, improve inventory turnover, protect margins, and strengthen the company's position in the commercial truck market. The ideal candidate combines heavy-duty truck sales and used truck management experience with market knowledge, leadership ability, and a record of delivering measurable financial results.

This hands-on, commercially minded leader will guide the process from acquiring trucks at appropriate prices through reconditioning, strategic pricing, and disciplined inventory management. The role balances immediate sales objectives with long-term inventory strategy while building a high-performing team and a profitable operation.

The position offers the opportunity to lead and grow a key dealership business segment, work with established commercial truck brands and a professional dealership team, influence inventory strategy and profitability, and build industry relationships. Compensation is competitive and commensurate with experience and qualifications, with potential performance-based incentives tied to business results.

Requirements

• Demonstrated management experience in used heavy-duty truck sales, commercial truck dealerships, or a related trucking industry role.
• Strong knowledge of heavy-duty trucks, including Freightliner, Western Star, and other major commercial truck brands.
• Proven experience in truck sourcing, appraisals, purchasing, pricing, and inventory management.
• Understanding of used truck market values, reconditioning costs, gross profit margins, and inventory financing or floor plan expenses.
• Experience leading and developing sales teams, preferably across multiple locations.
• Strong financial and analytical skills, with the ability to evaluate performance and make sound business decisions.
• Excellent negotiation, communication, organizational, and relationship-building skills.
• Ability to work in a fast-paced, performance-driven dealership environment.

Nice To Haves

• Proficiency with dealership management systems, inventory tools, and Microsoft Office or comparable business software.

Responsibilities

• Develop and maintain relationships with customers, fleets, trade-in sources, auctions, and industry contacts to acquire quality used heavy-duty trucks.
• Evaluate truck condition, specifications, mileage, maintenance history, and market demand to establish accurate acquisition values.
• Establish competitive retail pricing and acquisition strategies that maximize gross profit while maintaining market competitiveness.
• Oversee reconditioning decisions, budgets, and timelines to ensure investments support expected resale values and profitability.
• Monitor inventory levels, aging, days in stock, floor plan expenses, and inventory turns to optimize cash flow and return on investment.
• Lead, coach, and develop used truck sales personnel across multiple dealership locations, establishing clear goals and performance expectations.
• Monitor industry trends, wholesale and retail values, competitor activity, and customer demand to identify opportunities.
• Track key performance indicators, including sales volume, gross profit, inventory turnover, acquisition costs, and aged inventory.
• Establish standardized processes for appraisals, purchasing, pricing, merchandising, and inventory management across all locations.
• Build lasting relationships with fleet operators, owner-operators, commercial customers, and industry partners.
• Identify opportunities to expand inventory sources, improve sales performance, increase market share, and strengthen departmental profitability.

Benefits

• Competitive compensation commensurate with experience and qualifications.
• Opportunity for performance-based incentives tied to business results.
• Opportunity to lead and grow a key dealership business segment.
• Opportunity to work with established commercial truck brands and a professional dealership team.
• Opportunity to make a direct impact on inventory strategy, sales performance, and profitability.
• Opportunity to build relationships throughout the heavy-duty trucking industry.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed