Regional Truck Sales Manager

Dobbs Peterbilt•Sumner, WA

8d•$115,000 - $135,000•Hybrid

About The Position

The Regional Truck Sales Manager is responsible for driving truck sales performance, market share growth, and strategic sales execution across the Western Washington territory, including Sumner, Tacoma, Seattle, and Marysville. The primary focus of this position is new truck sales (approximately 80%), while also providing strategic oversight and support for used truck sales (approximately 20%) to maximize regional profitability and inventory performance. This position serves as a regional coach, mentor, and subject matter expert for Truck Sales Representatives while partnering closely with dealership General Managers and the Executive Vice President. Although the role does not have direct reports, it provides functional leadership through coaching, field support, performance oversight, and ownership of regional sales strategy, truck specifications, OEM allocations, and inventory planning. The duties listed below are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.

Requirements

Minimum five (5) years of progressive leadership experience within heavy-duty truck sales, with demonstrated expertise in new truck sales, OEM programs, truck specifications, inventory management, and dealership operations.
Demonstrated success leading regional sales initiatives, coaching and developing sales professionals, and influencing performance across multiple locations without direct supervisory authority.
Proven success achieving revenue growth, gross profit objectives, market share expansion, and inventory performance goals.
Strong understanding of commercial truck sales, fleet operations, financing, inventory management, truck specifications, and dealership operations.
Demonstrated experience managing budgets, forecasts, inventory investments, floorplan expense, and business performance metrics.
Strong business acumen with the ability to analyze financial statements, market trends, and operational reports.
Excellent leadership, communication, negotiation, critical thinking, and relationship-building skills.
Proficiency with CRM systems, dealership management systems, Microsoft Office applications, and sales performance reporting tools.
Ability to manage multiple priorities and lead effectively in a fast-paced, customer-focused environment.
Valid driver's license and acceptable driving record.
Ability to understand opposing points of view on highly complex issues, negotiate, and integrate different viewpoints.
Ability to organize and prioritize work schedules of others on long-term basis.
Ability to make decisions with significant impact on department’s credibility, operations, and services.
Ability to formulate complex and comprehensive materials, such as legal documents, authoritative reports, official publications of major scope and impacts, and make formal presentations.
Ability to compute, analyze, and interpret complex statistical data and develop forecasts and computer models.

Responsibilities

Lead regional sales initiatives to increase new truck sales, obtain assigned market share goals, and improve profitability while supporting used truck sales performance.
Coach and mentor Truck Sales Representatives through field visits, ride-alongs, and sales development.
Partner with General Managers to establish sales expectations and improve regional performance.
Develop new accounts along with supporting key fleet accounts, municipalities, and strategic customers.
Monitor market conditions, competitive activity, customer trends, and OEM programs to identify opportunities, mitigate risks, and proactively adjust regional sales, inventory, and market growth strategies.
Drive consistent execution of the Company's sales process and CRM utilization.
Maintain accountability for the strategic management of new and used truck inventory across the Western Washington territory.
Develop and execute regional inventory strategies to minimize aged inventory and optimize inventory health.
Lead regional inventory strategies to minimize floorplan expense, improve inventory turns, and maximize return on inventory investment while partnering closely with dealership General Managers and the Executive Vice President.
Develop and maintain a balanced inventory portfolio aligned with customer demand and profitability.
Lead truck specification strategy and approve truck specifications, stocking plans, and pricing strategies.
Manage OEM order banks, production schedules, and allocation opportunities.
Oversee used truck inventory strategy, including acquisition planning, reconditioning priorities, pricing, aging mitigation, and disposition.
Review inventory performance and implement action plans to improve inventory turns and profitability.
Support dealership leadership in recruiting, onboarding, training, and developing Truck Sales Representatives.
Provide coaching, ride-alongs, and field support to improve sales effectiveness.
Partner with dealership leadership to reinforce expectations and support performance improvement.
Foster accountability, professionalism, collaboration, and continuous improvement.
Promote collaboration between Truck Sales, Service, Parts, Finance, Leasing, and other departments.
Support implementation of Company sales initiatives and OEM programs.
Develop and maintain strong relationships with customers, fleet operators, owner-operators, municipalities, and strategic accounts.
Ensure consistent and professional customer experience throughout the sales cycle.
Maintain strong working relationships with OEM representatives and actively support manufacturer initiatives, performance objectives, and growth strategies.
Collaborate with OEM representatives regarding allocation planning, ordering strategies, market opportunities, and dealership growth initiatives.
Represent the Company at industry events, customer meetings, trade shows, and community activities as appropriate.
Monitor CRM utilization, pipeline management, sales activity, and forecasting accuracy to ensure effective execution of the sales strategy.
Utilize data, reporting tools, and market intelligence to drive informed business decisions.
Identify opportunities to improve sales processes, operational efficiencies, and overall business performance.
Ensure compliance with all Company policies, OEM standards, safety requirements, and regulatory obligations.