Inside the RoleThe Director of Sales, Northeast Region, Vocational & Specialty Vehicles is responsible for leading sales growth, market development, and customer relationship management across the Northeastern United States as well as nationwide for vocational and specialty vehicles (Thomas Built Bus and Freightliner Custom Chassis) financing solutions. This role drives business performance through strategic sales leadership, dealer and OEM collaboration, portfolio growth, and customer engagement while ensuring alignment with company objectives and risk management standards.
Posting InformationWe provide a scheduled posting end date to assist our candidates with their application planning. While this date reflects our latest plans, it is subject to change, and postings may be extended or removed earlier than expected.
Pay offered dependent on knowledge, skills, and experience Benefits include annual bonus program; 401k company contribution with company match up to 6% as well as non-elective company contribution of 3 - 7% depending on age; company car for Executive roles; starting at 4 weeks paid vacation; 15 calendar holidays; 8 weeks paid parental leave; employee assistance program; comprehensive healthcare plans and wellness programs; onsite fitness (at some locations); tuition assistance and volunteer paid time off; short-term and long-term disability plans.
What you drive at DTFSSales Leadership & Business Development- Develop and execute strategic sales plans to achieve regional volume, penetration, and profitability targets.
- Lead new business acquisition and expand relationships with existing customers, dealers, distributors, and fleet accounts.
- Identify market opportunities and competitive trends within vocational and specialty vehicle segments.
- Drive financing solution adoption by aligning customer needs with company products and services.
Customer & Dealer Relationship Management- Serve as the senior relationship leader for key regional accounts.
- Build and maintain strong partnerships with dealers, DTNA, body builders, and fleet operators.
- Support customer retention initiatives and maximize long-term account value.
- Represent the company at industry trade shows, dealer meetings, and customer events.
Regional Performance Management- Monitor sales pipeline, forecasting accuracy, and regional performance metrics.
- Develop action plans to address gaps and accelerate growth opportunities.
- Partner with credit, operations, and portfolio management teams to ensure efficient transaction execution.
- Maintain accountability for sales goals, revenue objectives, and customer satisfaction measures.
Cross-Functional Collaboration- Collaborate with marketing, product management, credit, and operations teams to support regional initiatives.
- Provide market intelligence and customer feedback to influence product development and strategic planning.
- Support implementation of company programs, promotions, and process improvements.
Team Leadership & Talent Development- Lead, coach, and develop regional sales personnel.
- Establish performance expectations and provide ongoing mentoring.
- Foster a customer-focused, high-performance sales culture.
- Support succession planning and talent development initiatives.
Compliance & Risk Management- Ensure adherence to company policies, regulatory requirements, and ethical sales practices.
- Partner with risk and compliance teams to maintain portfolio quality.
- Support credit discipline while balancing business growth objectives.
Knowledge you should bring- Bachelor's degree in Business, Finance, Marketing, or related field required.
- MBA or advanced business degree preferred.
- 10+ years of progressive sales leadership experience in commercial finance, equipment finance, transportation financing, automotive finance, or related industries.
- Demonstrated success managing regional sales organizations and key customer relationships.
- Experience with vocational, commercial, specialty vehicle, truck, or transportation markets preferred.
- Strong strategic planning and business development capabilities.
- Proven negotiation and relationship management skills.
- Financial acumen and understanding of credit and lending principles.
- Excellent communication and presentation abilities.
- Ability to influence stakeholders across multiple organizational levels.
- Strong analytical and forecasting skills.
- Proficiency with CRM systems and sales performance tools.
Where We Work This position is open to applicants who can work in (or relocate to) the following location(s)-
Charlotte, NC US. Relocation assistance for this position is available when the selected candidate meets eligibility criteria.
Schedule Type: Hybrid (4 days per week in-office / 1 day remote). This schedule builds our #OneTeamBestTeam culture, provides an unparalleled customer experience, and creates innovative solutions through in-person collaboration.
