Regional Vice President - Northeast Region

Hunter Truck•Royalton, VT

13h•$180,000 - $265,000•Onsite

About The Position

The Regional Truck Sales Director leads regional truck and trailer sales across multiple dealership locations, 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 Parts, Service, and regional leadership to deliver integrated customer solutions and maximize long-term customer value. The position directly manages the regional truck and trailer sales team, oversees sales execution and forecasting, develops major-fleet account plans, and ensures consistent use of Arcadium for customer relationship management and pipeline accountability. It carries out enterprise pricing, OEM programs, sales processes, and standards; coordinates sales commitments with Parts and Service; and supports strategic accounts, major deals, territory design, and sales-force deployment. This role requires frequent travel throughout the assigned region, including dealership visits, customer and fleet visits, OEM/manufacturer meetings, and industry events. Overnight stays may be necessary. The position reports to the Chief Operating Officer and directly supervises regional truck and trailer sales personnel.

Requirements

Seven or more years of progressive parts leadership experience in commercial vehicles, transportation, heavy equipment, dealership, fleet, or a related industry.
Demonstrated 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 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 effectively with Parts and Service leadership to develop comprehensive customer solutions and maximize long-term customer value.
Ability to analyze sales and financial reports, market information, OEM communications, vehicle specifications, customer agreements, and sales performance data.
Excellent verbal and written communication skills, including the ability to influence, negotiate, present information, and build relationships across organizational levels and with external partners.
Ability to analyze financial and sales measures such as revenue, gross profit, margins, pricing, discounts, commissions, trade values, inventory values, and forecasts.
Ability to identify and resolve complex sales, customer, territory, pricing, inventory, and operational challenges; exercise sound judgment; and translate regional and enterprise objectives into actionable team expectations.
Valid driver's license and ability to meet company insurability standards.
Ability to travel frequently throughout the region, including local and out-of-area travel and overnight stays as business needs require.
Ability to sit regularly, walk frequently, and occasionally lift or move up to 25 pounds.

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.
Promote consistent use of Arcadium to manage customer relationships, track opportunities and pipeline activity, evaluate performance, and support prospecting 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 reviews, 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 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 enterprise strategy execution.
Promote and adhere to workplace health and safety policies.
Supervise sales employees in accordance with company policies and applicable laws, including recruiting, selection, onboarding, training, coaching, performance management, goal setting, territory assignments, and issue resolution.
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, regularly visit dealership locations, and support customer, fleet, OEM, industry, and sales activities.