Regional Sales Manager, New Trucks Department - Mid-South Region

Velocity Vehicle Group•Nashville, TN

About The Position

The Regional Sales Manager leads sales operations across the assigned Mid-South region, develops high-performing sales teams, and drives profitable growth for new and used commercial trucks, trailers, and related fleet solutions. The role establishes regional sales strategies, expands market share, manages key customer relationships, and ensures consistent execution across multiple locations and territories. The position oversees sales managers and sales professionals, sets goals and performance expectations, develops regional plans and forecasts, and monitors sales activity and profitability. It supports complex customer transactions and collaborates with manufacturers and internal departments to provide comprehensive customer solutions. The role also manages regional and national accounts, monitors market and competitive conditions, ensures accurate sales documentation and regulatory compliance, and represents the company at industry and customer events.

Requirements

Seven or more years of progressive sales experience in the commercial truck, trailer, heavy-equipment, transportation, fleet, or automotive industry.
Five or more years of sales leadership or management experience.
Demonstrated success in achieving regional sales, gross-profit, and market-share goals.
Strong knowledge of commercial trucks, trailers, fleet operations, financing, inventory management, and transportation-industry trends.
Ability to lead, coach, motivate, and develop sales managers and high-performing sales teams.
Experience developing regional sales strategies, budgets, forecasts, and performance-improvement plans.
Strong customer relationship management, negotiation, presentation, and closing skills.
Ability to analyze sales data, market conditions, and business performance to make informed decisions.
Excellent verbal, written, presentation, and interpersonal communication skills.
Strong business judgment, strategic planning, financial management, and problem-solving abilities.
Proficiency with CRM platforms, Microsoft Office, and sales-reporting and analytics tools.
Ability to manage multiple locations, priorities, and projects in a fast-paced environment.
Valid driver’s license with an acceptable driving record.
Ability to travel frequently throughout the assigned region.
Must pass post-offer drug screening, physical examination, and background check.

Nice To Haves

Bachelor’s degree in Business Administration, Sales, Marketing, Finance, or a related field.
Established customer and manufacturer relationships within the trucking, trailer, fleet, or transportation industry.
Experience selling Class 6–8 commercial trucks, trailers, or comprehensive fleet solutions.
Experience overseeing sales operations across multiple dealership locations or geographic markets.
Familiarity with dealership operations, manufacturer programs, commercial financing, and inventory management.
Experience managing both new and used truck or trailer sales.
Experience managing regional or national customer accounts.
Experience overseeing multiple locations or territories.

Responsibilities

Lead, coach, and oversee sales managers and sales professionals throughout the assigned region.
Establish regional, location, and individual sales goals, performance expectations, and development plans.
Develop and execute regional sales strategies to increase revenue, gross profit, customer retention, and market share.
Monitor sales performance, activity levels, customer pipelines, closing ratios, and profitability across assigned locations.
Conduct regular performance reviews with sales leaders and develop corrective action plans when goals are not achieved.
Recruit, train, mentor, and evaluate sales managers and sales professionals throughout the region.
Establish consistent sales processes, reporting practices, and customer-service standards across locations.
Build and maintain strategic relationships with fleet customers, owner-operators, leasing companies, and other commercial clients.
Manage key regional and national accounts and identify opportunities to expand existing business.
Identify new markets and business opportunities through prospecting, networking, referrals, competitive analysis, and market research.
Support sales teams with customer presentations, pricing strategies, negotiations, and complex transactions.
Maintain knowledge of commercial trucks and trailers, specifications, warranties, financing options, manufacturer programs, and industry trends.
Collaborate with manufacturers and internal leadership on product availability, competitive pricing, and organizational objectives.
Partner with Parts, Service, Finance, Leasing, and Operations teams to deliver comprehensive customer solutions.
Review regional inventory and recommend purchasing, ordering, allocation, and inventory-management strategies based on customer and market demand.
Develop annual regional sales plans, budgets, forecasts, and territory-management strategies.
Prepare and present regional performance reports, forecasts, market analyses, and business recommendations to senior leadership.
Monitor competitive activity, customer needs, pricing trends, economic conditions, and transportation-industry changes.
Ensure sales transactions, customer records, contracts, and related documentation are accurate and completed promptly.
Address escalated customer concerns and ensure timely, professional, effective resolutions.
Represent the company at industry events, trade shows, association meetings, manufacturer meetings, and customer functions.
Ensure compliance with company policies, manufacturer requirements, and applicable federal, state, and local regulations.
Perform other duties and special projects as assigned.