Regional Truck Sales Director - Northeast Region

HUNTER TRUCK SALES & SERVICE•Royalton, VT

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 for new trucks, used trucks, and trailers. The role develops major customer relationships, leads and develops sales talent, and partners with Parts, Service, and regional leadership to deliver integrated customer solutions and maximize the value of each sale. The director manages regional sales execution, forecasting, pricing, pipeline, and performance; implements enterprise sales processes, OEM programs, and Arcadium standards; and coaches salespeople in territory management, prospecting, fleet replacement cycles, specifications, negotiations, and account development. The role also oversees used-truck and trailer sales execution, supports strategic accounts and major deals, coordinates sales commitments with Parts and Service, and recruits, develops, and retains sales talent. Frequent travel throughout the assigned region is required, including regular visits to dealership locations, customer and fleet visits, OEM meetings, and industry events. Overnight stays may be necessary.

Requirements

Seven or more years of progressive parts leadership experience in commercial vehicles, transportation, heavy equipment, dealership, fleet, or a related industry.
Valid driver's license and ability to meet company insurability standards.
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.
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.
Excellent verbal and written communication skills, including the ability to influence, negotiate, build relationships, and communicate across organizational levels and with external partners.
Ability to read 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.
Ability to analyze sales and financial information, including revenue, gross profit, margins, pricing, discounts, commissions, trade values, inventory values, market share, and forecasts; calculate related financial figures; and use data to evaluate profitability and performance.
Ability to identify and resolve complex sales, customer, territory, pricing, inventory, and operational challenges; exercise sound judgment; think strategically; and adapt to changing market and customer needs.
Frequent travel throughout the assigned region, including local and out-of-area travel and overnight stays as business needs require.
Ability to regularly sit, frequently walk, and occasionally lift or move up to 25 pounds.
Ability to meet the position's vision requirements, including close, distance, color, peripheral, and depth vision and the ability to adjust focus.

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 individual 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, sales opportunities, pipeline activity, sales performance, prospecting, and 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 sales commitments can be delivered operationally.
Recruit, develop, and retain high-quality 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 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 in accordance with Company policies and applicable laws, including recruiting, interviewing, selecting, onboarding, training, coaching, and developing employees.
Establish sales goals and performance expectations; assign territories and customer responsibilities; monitor pipeline and CRM utilization; review results; conduct evaluations; recognize strong performance; and address performance, conduct, employee, and customer issues.
Build a high-performing sales organization, maintain accountability for regional and individual results, develop future sales leaders, and ensure succession and customer relationship continuity.
Visit assigned dealership locations regularly and travel for customer and fleet visits, dealership support, OEM/manufacturer meetings, industry events, sales meetings, and other business activities.