Regional Truck Sales Director - Northeast Region

Hunter Truck•Royalton, VT

10h•$130,000 - $200,000•Onsite

About The Position

The Regional Truck Sales Director leads regional truck and trailer sales across a multi-location Northeast region, driving market share, revenue, gross profit, pipeline performance, and salesperson productivity across new trucks, used trucks, and trailers. The role develops key customer and fleet relationships, leads and develops sales talent, and partners with Parts, Service, and regional leadership to deliver integrated customer solutions and maximize long-term customer value. The position directly supervises the regional truck and trailer sales team and is accountable for sales execution, forecasting, pipeline management, deal review, pricing and enterprise sales processes. The Director coaches salespeople, oversees used-truck and trailer sales, coordinates sales commitments with Parts and Service, and works with the Regional Vice President on major deals, strategic accounts, sales-force deployment, and territory design. The role requires frequent travel throughout the assigned region, including dealership and customer visits, with overnight stays as business needs require. The position is full-time, exempt, and reports to the Regional Vice President.

Requirements

Progressive parts leadership experience in commercial vehicles, transportation, heavy equipment, dealership, fleet, or a related industry; the posting specifies seven or more years.
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.
Prior sales leadership experience managing salespeople across multiple dealership locations, territories, or markets is strongly preferred.
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 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; present information and negotiate effectively with customers, employees, leadership, OEM representatives, and partners.
Strong verbal and written communication, influencing, negotiation, and relationship-building skills.
Ability to analyze sales and financial data, including revenue, gross profit, margins, pricing, discounts, commissions, trade values, inventory values, market share, and forecasts; perform related calculations and use data to evaluate performance and profitability.
Ability to resolve complex sales, customer, territory, pricing, inventory, and operational challenges; exercise sound judgment; think strategically; and adapt to changing business conditions.
Valid driver's license and ability to meet company insurability standards.
Ability to sit regularly, walk frequently, and occasionally lift or move up to 25 pounds; required vision includes close, distance, color, peripheral, and depth perception and ability to adjust focus.
Frequent travel throughout the assigned region, including local and out-of-area travel; overnight stays may be necessary.

Nice To Haves

Bachelor's degree in Business Administration, Marketing, Sales, Management, or a related field.
Two years of multi-location management experience.
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, depending on the region's structure.
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 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 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, including pipeline development, customer coverage, inventory coordination, and execution of enterprise trailer strategies.
Adhere to and promote workplace health and safety policies.
Conduct supervisory activities in accordance with company policies and applicable laws, including recruiting, selection, onboarding, training, coaching, performance management, goal setting, territory assignments, employee development, 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.