Regional Truck Sales Director - Southwest Region

Hunter Truck•Eau Claire, PA

10h•$130,000 - $200,000

About The Position

The Regional Truck Sales Director leads truck and trailer sales across the assigned Southwest Region, with responsibility for new trucks, used trucks, and trailers. The role drives market share, revenue, gross profit, pipeline performance, and salesperson productivity while developing customer relationships and sales talent. It partners closely with regional Parts and Service leadership and the Regional Vice President to deliver integrated customer solutions and maximize the value of each sale. The position directly supervises the regional truck and trailer sales team, which may include sales managers and individual sales representatives. It sets goals and performance expectations, manages territories and customer responsibilities, monitors pipeline and CRM activity, reviews results, recruits and develops employees, and builds succession and continuity for key territories and customer relationships. Frequent regional travel is required, including visits to dealerships and customers, with overnight stays as business needs require. The role is based in the Southwest Region, with listed locations in Butler, Clearfield, Eau Claire, Pittsburgh, and Uniontown, Pennsylvania, and Wheeling, West Virginia. It is full-time, exempt, and scheduled Monday through Friday from 8:00 a.m. to 5:00 p.m. The stated pay range is $130,000 to $200,000 per year. The position reports to the Regional Vice President.

Requirements

Seven or more years of progressive parts leadership experience in commercial vehicles, transportation, heavy equipment, dealership, fleet, or a related industry.
Ability to perform the essential duties and demonstrate sales leadership, financial acumen, commercial truck industry knowledge, strategic thinking, and relationship-management capabilities.
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 ability to build collaborative relationships across Service, Parts, Sales, and Operations functions.
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 with Parts and Service leadership to develop comprehensive customer solutions and maximize long-term customer value.
Ability to read, analyze, and interpret sales and financial reports, market information, OEM communications and programs, vehicle specifications, customer agreements, industry publications, technical information, and applicable regulations.
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 influence, negotiate, build relationships, present information, and respond to questions across organizational levels and with external partners.
Ability to analyze sales and financial information and calculate figures used in truck and trailer sales, including percentages, ratios, margins, markups, discounts, commissions, interest, trade values, and inventory values.
Ability to analyze deal profitability and sales performance data, identify trends and opportunities, and make sound business decisions.
Ability to identify and resolve complex sales, customer, territory, pricing, inventory, and operational challenges.
Ability to exercise sound judgment in negotiations, customer issues, sales-resource allocation, and decisions balancing customer needs with company objectives.
Ability to think strategically while supporting day-to-day sales execution and translating regional and enterprise objectives into actionable expectations.
Ability to anticipate customer and market needs, adapt to changing business conditions, and coordinate resources across Truck Sales, Parts, and Service.
Valid driver's license and ability to meet company insurability standards.
Ability to meet the physical demands of the job, including regularly sitting, frequently walking, and occasionally lifting or moving up to 25 pounds.

Nice To Haves

Bachelor's degree in Business Administration, Marketing, Sales, Management, or a related field preferred.
Two years of multi-location management experience preferred.
Prior sales leadership experience managing salespeople across multiple dealership locations, territories, or markets strongly preferred.
Experience with trailer sales and related products preferred.
CDL preferred.
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.
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 opportunities and 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 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 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.
Adhere to and promote workplace health and safety policies.
Recruit, interview, select, onboard, train, coach, and develop sales employees; establish goals and expectations; assign territories and customer responsibilities; monitor pipeline and CRM use; review sales and gross profit 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 customer relationship continuity.