POSITION AT A GLANCE
Status: Full-Time
Shift: Monday through Friday, 8:00am - 5:00pm
Location: Southwest Region - Butler, PA; Clearfield, PA; Eau Claire, PA; Pittsburgh, PA; Uniontown, PA; Wheeling, WV
FLSA Status: Exempt
Pay: $130,000 to $200,000 per year
Reports to: Regional Vice President
SUMMARY
The Regional Truck Sales Director will lead regional truck and trailer sales, driving market share, revenue, gross profit, pipeline performance, and salesperson productivity across new, used, and trailer sales. This role will develop key customer relationships, lead and develop sales talent, and partner closely with Regional Parts, Service, and VP leadership to deliver integrated customer solutions and maximize the value of each sale.
ESSENTIAL DUTIES include the following. Other duties may be assigned.
- Lead and directly manage the regional truck and trailer sales team, including truck / trailer sales managers or individual truck sales 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/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 utilization of Arcadium across the regional Truck Sales team to manage customer relationships, track sales opportunities, monitor pipeline activity, evaluate sales performance, and ensure accountability for prospecting and business development efforts.
- 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 so commitments made during the truck sale can be delivered operationally.
- Recruit, develop and retain high-quality truck sales talent and maintain succession for key territories and customer relationships.
- Oversee regional used-truck sales execution, including inventory movement, pricing discipline, trade-in coordination and salesperson accountability.
- Drive trailer sales performance across the region, including pipeline development, customer coverage, inventory coordination and execution of enterprise trailer strategies.
- Adhere to and promote all existing health and safety policies in the workplace to reinforce the Hunter culture of a safe work environment
QUALIFICATIONS
- To perform this job successfully, an individual must be able to perform each essential duty satisfactorily and demonstrate the sales leadership, financial acumen, commercial truck industry knowledge, strategic thinking, and relationship-management capabilities necessary to effectively lead truck and trailer sales across a multi-location region.
- The individual must demonstrate the ability to lead and develop sales teams, build and maintain significant fleet and customer relationships, execute established sales strategies, analyze market and sales performance, and collaborate effectively across Truck Sales, Parts, Service, and regional leadership.
- The requirements listed below are representative of the knowledge, skills, and abilities required for this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
TRAVEL REQUIREMENTS
- Frequent travel is required throughout the assigned region to provide leadership and support to the regional truck and trailer sales team, maintain visibility at dealership locations, develop customer relationships, and support sales activities.
- The Regional Truck Sales Director is expected to visit each assigned dealership location on a regular basis, or more frequently based on business and operational needs.
- Travel will include customer and fleet visits, dealership locations, OEM/manufacturer meetings, industry events, sales meetings, and other business-related activities. Both local and out-of-area travel is required, with overnight stays necessary based on location, business needs, customer requirements, and proximity to the employee's primary work location.
SUPERVISORY RESPONSIBILITIES
- Directly supervises the regional truck and trailer sales team, which may include Truck Sales Managers, Trailer Sales Managers, and/or individual Truck and Trailer Sales Representatives, depending on the organizational structure of the assigned region.
- Carries out supervisory responsibilities in accordance with Company policies and applicable laws. Responsibilities include recruiting, interviewing, selecting, onboarding, training, coaching, and developing sales employees; establishing sales goals and performance expectations; assigning territories and customer responsibilities; monitoring pipeline activity and CRM utilization; reviewing sales and gross profit performance; conducting performance evaluations; recognizing strong performance; addressing performance or conduct concerns; and resolving employee and customer issues.
- Responsible for building a high-performing sales organization, maintaining accountability for individual and regional results, developing future sales leaders, and ensuring appropriate succession and customer relationship continuity across the region.
EDUCATION AND WORK EXPERIENCE
- Bachelor's degree in Business Administration, Marketing, Sales, Management, or a related field preferred. Seven plus years of progressive parts leadership experience in commercial vehicles, transportation, heavy equipment, dealership, fleet, or a related industry. Two years of multi-location management experience preferred. Proven ability to build collaborative relationships across Service, Parts, Sales, and Operations functions.
- An equivalent combination of education and significant industry and sales leadership experience will be considered.
- Prior sales leadership experience with responsibility for managing salespeople across multiple dealership locations, territories, or markets strongly preferred.
- 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. Experience with trailer sales and related products preferred.
- 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 beyond the initial truck or trailer sale.
LANGUAGE SKILLS
Read, analyze, and interpret sales and financial reports, market information, OEM communications and programs, vehicle specifications, customer agreements, industry publications, technical information, and applicable governmental regulations.
Ability to prepare professional business correspondence, sales presentations, account plans, forecasts, performance reports, and strategic recommendations.
Effectively present information, negotiate, and respond to questions from customers, fleet executives, sales professionals, dealership leadership, senior management, OEM/manufacturer representatives, and other business partners.
Must possess excellent verbal and written communication skills with the ability to influence, negotiate, build relationships, and communicate effectively across all levels of the organization and with external customers and partners.
MATHEMATICAL SKILLS
Ability to analyze and interpret sales and financial information, including revenue, gross profit, gross margin, pricing, discounts, commissions, trade values, inventory values, market share, forecasts, and other sales performance indicators.
Calculate percentages, ratios, margins, markups, discounts, commissions, interest, and other figures commonly associated with commercial truck and trailer sales.
Use financial, market, and sales data to evaluate deal profitability, salesperson and territory performance, identify trends and opportunities, and make sound business decisions.
REASONING ABILITY
Ability to identify and resolve complex sales, customer, territory, pricing, inventory, and operational challenges involving multiple variables and competing priorities.
Ability to analyze sales and market information, identify trends and opportunities, evaluate alternatives, and develop effective strategies to improve market share, revenue, gross profit, customer retention, and salesperson productivity.
Ability to exercise sound judgment in negotiating significant transactions, resolving customer issues, allocating sales resources, and making decisions that balance customer needs with Company objectives.
Ability to think strategically while maintaining a strong understanding of day-to-day sales execution and translate regional and enterprise objectives into actionable expectations for the sales team.
Ability to anticipate customer and market needs, adapt to changing business conditions, and effectively coordinate resources across Truck Sales, Parts, and Service.
CERTIFICATES, LICENSES, REGISTRATIONS
Valid Driver's License required; must meet company insurability standards; CDL preferred.
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit and frequently required to walk. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
The Regional Truck Sales Director will spend time in office environments, dealership locations, truck lots, service/parts areas, customer locations, and traveling throughout the region. While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts and fumes or airborne particles. The noise level in the work environment is usually low to moderate.
