Regional Truck Sales Director - Southeast Region

Hunter Truck•Pennsville, NJ

9h•$130,000 - $200,000

About The Position

The Regional Truck Sales Director leads regional truck and trailer sales across a multi-location territory, driving market share, revenue, gross profit, pipeline performance, and salesperson productivity for new trucks, used trucks, and trailers. The role develops key customer relationships, leads and develops sales talent, and partners with Regional Parts and Service leadership and the Regional Vice President to deliver integrated customer solutions and maximize long-term customer value. The position directly manages the regional truck and trailer sales team and oversees sales execution, forecasting, pricing, account planning, pipeline management, used-truck sales, and trailer sales. It implements enterprise sales strategies, OEM programs, sales processes, and Arcadium CRM standards; coaches salespeople; recruits and develops talent; and maintains accountability for regional and individual performance. Frequent travel throughout the assigned region is required, including dealership and customer visits, meetings, events, and overnight stays as business needs require. This is a full-time, exempt position reporting to the Regional Vice President. The stated schedule is Monday through Friday, 8:00 a.m. to 5:00 p.m. The listed locations are Pennsville, New Jersey; Clarksburg, New Jersey; Allentown, Pennsylvania; and Lancaster, Pennsylvania. Pay is $130,000 to $200,000 per year.

Requirements

Seven or more years of progressive parts leadership experience in commercial vehicles, transportation, heavy equipment, dealership, fleet, or a related industry.
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.
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.
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 present information, negotiate, influence, build relationships, and communicate with internal and external stakeholders.
Ability to analyze sales and financial information; calculate percentages, ratios, margins, markups, discounts, commissions, interest, and other figures relevant to truck and trailer sales; and use data to evaluate profitability and performance.
Ability to identify and resolve complex sales, customer, territory, pricing, inventory, and operational challenges; analyze trends and alternatives; exercise sound judgment; and translate objectives into actionable sales 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 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 ensure 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 high-quality 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 through 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 sales goals and performance expectations; assign territories and customer responsibilities; monitor pipeline and CRM use; review performance; conduct evaluations; recognize strong performance; address performance or conduct 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.
Travel throughout the assigned region, visit dealership locations regularly, and attend customer and fleet visits, OEM/manufacturer meetings, industry events, sales meetings, and other business-related activities.