Regional Truck Sales Director - Southeast Region

HUNTER TRUCK SALES & SERVICE•Clarksburg, NJ

About The Position

The Regional Truck Sales Director leads truck and trailer sales across a multi-location region, 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 partners with Regional Parts, Service, and VP leadership to deliver integrated customer solutions and maximize the value of each sale. The position is based in the Southeast Region, with locations in Pennsville, New Jersey; Clarksburg, New Jersey; Allentown, Pennsylvania; and Lancaster, Pennsylvania. Frequent regional and out-of-area travel is required, including regular dealership visits, customer and fleet visits, OEM/manufacturer meetings, industry events, and sales meetings; overnight stays may be necessary. The director manages the regional truck and trailer sales team and is accountable for regional sales execution, forecasting, pricing and sales processes, CRM utilization, account development, deal reviews, and sales performance. The role also recruits, coaches, develops, and retains sales employees; coordinates sales commitments with Parts and Service leadership; and oversees used-truck and trailer sales execution. The position requires commercial truck sales leadership, financial and market analysis, strategic thinking, and strong relationship-management capabilities.

Requirements

Seven or more years of progressive parts leadership experience in commercial vehicles, transportation, heavy equipment, dealership, fleet, or a related industry.
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 other industry partners.
Strong understanding of CRM utilization, sales forecasting, territory management, pipeline management, and sales performance metrics.
Demonstrated 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.
Ability to build collaborative relationships across Service, Parts, Sales, and Operations.
Ability to analyze sales and financial information, market information, deal profitability, territory and salesperson performance, and sales metrics.
Ability to prepare business correspondence, sales presentations, account plans, forecasts, performance reports, and strategic recommendations.
Excellent verbal and written communication skills, including the ability to present, negotiate, influence, build relationships, and communicate across organizational levels and with external customers and partners.
Ability to identify and resolve complex sales, customer, territory, pricing, inventory, and operational challenges; exercise sound judgment; and translate strategic objectives into actionable sales-team expectations.
Valid driver's license and ability to meet company insurability standards.
Ability to perform the essential functions of the job, with reasonable accommodation where 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 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 and/or individual sales representatives.
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, sales opportunities, pipeline activity, performance, 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 that commitments made during truck sales 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 execution, 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.
Supervise sales employees in accordance with company policies and applicable laws, including recruiting, selecting, onboarding, training, coaching, and developing employees.
Establish sales goals and performance expectations; assign territories and customer responsibilities; monitor pipeline activity and CRM utilization; review performance; conduct evaluations; recognize strong performance; address concerns; and resolve employee and customer issues.
Build a high-performing sales organization, maintain accountability for individual and regional results, develop future sales leaders, and ensure succession and customer relationship continuity.
Visit assigned dealership locations regularly and travel for customer and fleet visits, OEM/manufacturer meetings, industry events, sales meetings, and other business activities.