Regional Truck Sales Director - Northwest Region

Hunter Truck•City of Utica, NY

10h•$130,000 - $200,000

About The Position

The Regional Truck Sales Director leads regional truck and trailer sales across the Northwest Region, driving market share, revenue, gross profit, pipeline performance, and salesperson productivity for new, used, and trailer sales. The role develops major customer relationships, leads and develops sales talent, and works closely with Parts, Service, and regional leadership to deliver integrated customer solutions and maximize the value of each sale. The director manages regional sales execution, forecasting, pricing, account planning, deal reviews, and sales performance. The position ensures consistent use of Arcadium and established enterprise sales processes and standards, coordinates with Parts and Service on commitments made during sales, and oversees used-truck and trailer sales activities. It also recruits and develops sales employees, maintains succession and customer relationship continuity, and reinforces workplace health and safety policies. The role reports to the Regional Vice President and requires frequent local and out-of-area travel throughout the assigned region, including dealership, customer, fleet, OEM, and industry visits. Overnight travel may be needed depending on business needs and location. The listed locations are Buffalo, Rochester, Syracuse, Utica, and Owego, New York, and Scranton, Pennsylvania.

Requirements

Seven or more years of progressive parts leadership experience in commercial vehicles, transportation, heavy equipment, dealership, fleet, or a related industry.
Demonstrated sales leadership, financial acumen, commercial truck industry knowledge, strategic thinking, and relationship-management capabilities.
Ability to lead and develop sales teams, 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 or 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 with Parts and Service leadership to develop comprehensive customer solutions and maximize long-term customer value.
Excellent verbal and written communication skills, including the ability to influence, negotiate, build relationships, and communicate with internal and external stakeholders.
Ability to interpret sales and financial reports, market information, OEM communications, vehicle specifications, customer agreements, technical information, and applicable regulations.
Ability to analyze sales and financial information, calculate common commercial sales figures, and evaluate deal profitability and performance.
Ability to identify and resolve complex sales, customer, territory, pricing, inventory, and operational challenges; exercise sound judgment; and translate strategic objectives into actionable expectations.
Valid driver's license and ability to meet company insurability standards.
Ability to perform the essential functions of the job, with reasonable accommodation as applicable.

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 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 and 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 Arcadium use to manage customer relationships, track opportunities and pipeline activity, evaluate performance, and maintain accountability for prospecting and business development.
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 used-truck sales execution, including inventory movement, pricing discipline, trade-in coordination, and salesperson accountability.
Drive trailer sales performance, including pipeline development, customer coverage, inventory coordination, and execution of enterprise trailer strategies.
Adhere to and promote workplace health and safety policies.
Visit assigned dealerships regularly and travel for customer and fleet visits, OEM or manufacturer meetings, industry events, sales meetings, and other business activities.
Carry out supervisory responsibilities, including recruiting, selecting, onboarding, training, coaching, and developing employees; setting goals and expectations; assigning territories and customers; monitoring CRM use and pipelines; reviewing performance; conducting evaluations; and addressing performance, conduct, employee, and customer issues.