Regional Truck Sales Director - Northwest Region

HUNTER TRUCK SALES & SERVICE•Buffalo, NY

About The Position

The Regional Truck Sales Director leads regional truck and trailer sales across assigned Northwest Region locations, driving market share, revenue, gross profit, pipeline performance, and salesperson productivity across new trucks, used trucks, and trailers. The role develops key customer relationships, leads and develops sales talent, and works closely with Regional Parts, Service, and VP leadership to deliver integrated customer solutions and maximize the value of each sale. The Director directly manages the regional truck and trailer sales team and is accountable for sales execution, forecasting, pricing and sales-process adoption, CRM utilization, territory management, account development, and performance management. The position supports strategic accounts and major deals, coordinates sales commitments with Parts and Service, and oversees used-truck and trailer sales execution. Frequent travel throughout the region is required, including regular visits to assigned dealerships and customer locations; overnight travel may be necessary.

Requirements

Seven or more years of progressive parts leadership experience in commercial vehicles, transportation, heavy equipment, dealership, fleet, or a related industry.
Ability to lead and develop sales teams, build and maintain significant fleet and customer relationships, execute sales strategies, analyze market and sales performance, and collaborate across Truck Sales, Parts, Service, and regional leadership.
Demonstrated knowledge of heavy-duty commercial truck sales, including new and used trucks, fleet replacement cycles, vehicle specifications, trade-ins, financing considerations, pricing, negotiations, and customer account development.
Demonstrated success driving revenue, gross profit, market share, pipeline development, customer acquisition and retention, and salesperson productivity.
Experience developing and managing relationships with major fleets, strategic accounts, OEM/manufacturer representatives, and industry partners.
Strong understanding of CRM utilization, sales forecasting, territory management, pipeline management, and sales-performance metrics.
Ability to recruit, coach, develop, and hold sales professionals accountable for measurable performance expectations.
Ability to collaborate effectively with Parts and Service leadership to develop comprehensive customer solutions and maximize long-term customer value.
Valid driver's license and ability to meet company insurability standards.
Excellent verbal and written communication skills, including the ability to influence, negotiate, build relationships, and communicate with internal and external stakeholders.
Ability to read and interpret sales and financial reports, market information, OEM communications, vehicle specifications, customer agreements, technical information, and regulations; prepare business correspondence, presentations, account plans, forecasts, reports, and recommendations.
Ability to analyze sales and financial information and calculate percentages, ratios, margins, markups, discounts, commissions, interest, and other figures relevant to truck and trailer sales.
Ability to resolve complex sales, customer, territory, pricing, inventory, and operational challenges; evaluate alternatives; exercise sound judgment; and translate regional and enterprise objectives into actionable expectations.
Ability to sit regularly and walk frequently; occasionally lift or move up to 25 pounds; and meet the position's stated vision requirements.

Nice To Haves

Bachelor's degree in Business Administration, Marketing, Sales, Management, or a related field.
Two years of multi-location management experience.
Prior sales leadership experience managing salespeople across multiple dealership locations, territories, or markets.
Experience with trailer sales and related products.
CDL.

Responsibilities

Lead and directly manage the regional truck and trailer sales team, including sales managers or individual sales representatives as applicable.
Own regional new-truck, used-truck, and trailer sales execution, pipeline, forecasting, market share, gross profit, and salesperson productivity.
Develop account plans for major fleets and coordinate truck opportunities with Parts and Service leadership.
Ensure truck sellers identify and communicate installed-base information and future Parts and Service opportunities created by each sale.
Execute enterprise truck pricing, OEM programs, sales processes, and Arcadium standards established by the SVP of Trucks.
Drive consistent use of Arcadium to manage customer relationships, track sales opportunities, monitor pipeline activity, evaluate performance, and ensure prospecting and business-development accountability.
Coach salespeople on territory management, prospecting, fleet replacement cycles, specifications, negotiations, and account development.
Partner with the Regional VP on major deals, strategic accounts, sales-force deployment, and territory design.
Maintain disciplined deal review, forecasting, and sales-performance management across the region.
Coordinate with Regional Parts and Service Directors to ensure sales commitments can be delivered operationally.
Recruit, develop, and retain high-quality truck sales talent and maintain succession for key territories and customer relationships.
Oversee regional used-truck sales, including inventory movement, pricing discipline, trade-in coordination, and salesperson accountability.
Drive regional trailer sales performance, including pipeline development, customer coverage, inventory coordination, and execution of enterprise trailer strategies.
Promote and adhere to workplace health and safety policies.
Carry out supervisory responsibilities, including hiring, onboarding, training, coaching, performance evaluations, setting goals and expectations, assigning territories, monitoring CRM and pipeline activity, addressing performance or conduct concerns, and resolving employee and customer issues.
Build a high-performing sales organization, maintain accountability for individual and regional results, develop future sales leaders, and support succession and customer relationship continuity.