Executive Director, Sales - U.S. & Canada Commercial Truck and Off-Highway (CTOH)

Location: United States, with significant travel across the U.S. and Canada.

Reports To: Vice President & General Manager, U.S. & Canada

Position Summary

The Executive Director, Sales - U.S. & Canada Commercial Truck and Off-Highway (CTOH) will lead a business $100 M in annual sales, driving profitable growth, market share expansion, and strategic customer engagement across the U.S. and Canada. This leader will oversee Sales, Product Management, and Sales Operations, ensuring strong execution against revenue, margin, customer, portfolio, and operational objectives.

Ideal Candidate

The ideal candidate is a high-energy commercial leader with strong executive presence, strategic discipline, and hands-on operating capability. They should be equally comfortable leading customer growth strategies, negotiating major agreements, improving portfolio profitability, developing talent, and partnering cross-functionally to deliver results in a competitive market.

Key Responsibilities

• Commercial Strategy: Develop and execute the U.S. and Canada CTOH growth plan, delivering revenue, margin, market share, and working capital targets.
• Sales Leadership: Lead and develop a high-performing sales organization, establish account plans and sales targets, and build executive-level relationships with strategic customers.
• Product Management: Guide portfolio strategy, lifecycle management, product line profitability, and market expansion in alignment with customer needs and competitive dynamics.
• Sales Operations: Oversee forecasting, CRM effectiveness, pricing administration, KPI dashboards, reporting, and commercial analytics to improve sales productivity and decision making.
• Strategic Customer Management: Lead negotiations with major accounts, resolve complex commercial issues, and represent the company with customers, industry partners, and trade associations.
• Cross-Functional Execution: Partner with Operations, Supply Chain, Finance, Marketing, Engineering, and Global Product Management to improve service, profitability, availability, and go-to-market execution.

Candidate Requirements

• 10+ years of progressive commercial leadership experience in commercial vehicle, heavy-duty aftermarket, transportation, industrial, automotive aftermarket, off-highway, agricultural, construction equipment, or related sectors.
• Proven success leading teams across sales, product management, and commercial operations.
• Experience managing a business or portfolio exceeding $100M in annual revenue.
• Track record of growing revenue and profitability through strategic customer relationships, disciplined sales execution, and strong commercial negotiation.
• Strong financial acumen, including budget ownership, forecasting, pricing, margin management, and business performance analysis.
• Preferred experience includes heavy-duty or commercial vehicle aftermarket exposure, U.S. and Canadian market experience, matrixed global organization experience, and MBA or advanced business education.

Leadership Competencies

The successful leader will demonstrate strategic thinking, customer focus, commercial acumen, people leadership, change leadership, executive presence, and analytical decision making. They must build accountable teams, develop succession strength, and translate market insight into profitable growth.

Key Success Measures

Performance will be measured by revenue growth, EBITDA and gross margin performance, market share gains, new business wins, customer retention and satisfaction, forecast accuracy, product portfolio profitability, inventory and working capital performance, team engagement, talent development, safety, and compliance.