Regional Truck Sales Director - Southwest Region

HUNTER TRUCK SALES & SERVICE•Clearfield, PA

About The Position

The Regional Truck Sales Director leads regional truck and trailer sales across the assigned Southwest Region, driving market share, revenue, gross profit, pipeline performance, and salesperson productivity across new trucks, used trucks, and trailers. The role manages and develops the regional sales team, builds key customer relationships, and partners with Parts, Service, and regional leadership to provide integrated customer solutions and maximize customer value. The director oversees sales execution, forecasting, pricing, pipeline management, customer and fleet account plans, used-truck inventory and trade-in coordination, and trailer sales performance. The role also recruits, coaches, and retains sales talent; maintains accountability and succession across territories; and ensures consistent use of Arcadium and established enterprise sales processes. Frequent regional travel is required, including regular visits to assigned dealerships, customer and fleet visits, OEM meetings, and industry events. Overnight and out-of-area travel may be necessary. The position is full-time, exempt, and reports to the Regional Vice President. The listed annual pay range is $130,000 to $200,000. The role is based in the Southwest Region, with locations in Butler, Clearfield, Eau Claire, Pittsburgh, and Uniontown, Pennsylvania, and Wheeling, West Virginia.

Requirements

Seven or more years of progressive parts leadership experience in commercial vehicles, transportation, heavy equipment, dealership, fleet, or a related industry.
Demonstrated ability to lead and develop sales teams, build 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 other 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.
Strong verbal and written communication skills, including the ability to influence, negotiate, build relationships, prepare business documents and presentations, and communicate with customers, employees, executives, and business partners.
Ability to analyze sales and financial information, including revenue, gross profit, margins, pricing, discounts, commissions, trade values, inventory values, market share, and forecasts.
Ability to calculate percentages, ratios, margins, markups, discounts, commissions, interest, and other figures associated with truck and trailer sales.
Ability to resolve complex sales, customer, territory, pricing, inventory, and operational challenges; exercise sound judgment; and translate regional and enterprise objectives into actionable sales-team expectations.
Valid driver's license and ability to meet company insurability standards.
Frequent travel throughout the assigned region, including local and out-of-area travel and overnight stays as business needs require.
Ability to sit regularly, walk frequently, and occasionally lift and/or move up to 25 pounds.

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.
Commercial Driver's License (CDL).
An equivalent combination of education and significant industry and sales leadership experience will be considered.

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 arising from each sale.
Execute enterprise truck pricing, OEM programs, sales processes, and Arcadium standards established by the SVP of Trucks.
Promote consistent use of Arcadium to manage customer relationships, track opportunities and pipeline activity, evaluate performance, and support prospecting accountability.
Coach salespeople on territory management, prospecting, fleet replacement cycles, specifications, negotiations, and account development.
Partner with the Regional Vice President 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 commitments made during truck sales can be delivered operationally.
Recruit, develop, and retain 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 regional trailer sales performance through pipeline development, customer coverage, inventory coordination, and execution of enterprise trailer strategies.
Adhere to and promote workplace health and safety policies.
Supervise sales employees, including hiring, onboarding, training, coaching, performance evaluation, goal-setting, territory assignment, and resolution of employee and customer issues.
Visit assigned dealership locations regularly and travel for customer and fleet visits, OEM/manufacturer meetings, industry events, sales meetings, and other business activities.