Vice President of Truck Sales

Job Type

Full-time

I. General Job Description

The Vice President of Truck Sales sets the strategic direction and leads all new and used truck sales operations across Dobbs Truck Group. This role combines business judgment, financial accountability, and direct involvement in dealership operations to turn company objectives into clear priorities and actionable sales plans.

You will lead and develop sales teams, guide major account strategies, strengthen OEM relationships, and establish disciplined practices for forecasting, pricing, and inventory investment. Your responsibility spans the full sales operation, from new truck orders and delivery execution to used truck acquisition, appraisal, reconditioning, and disposition.

Effective leadership requires staying close to the business: knowing the numbers, understanding each market, supporting sales leaders, and addressing performance gaps early. You will set clear expectations, hold teams accountable, and ensure they have the direction and resources needed to deliver results.

Success in this role will be measured through sustained profitable growth, market share expansion, inventory performance, sales force productivity, customer satisfaction, leadership development, and overall contribution to enterprise value.

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.

Responsibilities

Strategic Leadership

• Develop and execute the strategic vision for all new and used truck sales operations across Dobbs Truck Group.
• Establish annual business plans, budgets, market share objectives, and growth initiatives.
• Translate corporate objectives into actionable sales strategies for each region, dealership, and sales team.
• Lead enterprise-wide sales planning processes and establish organizational priorities.
• Evaluate emerging market trends, competitive activity, customer demand, and industry developments to ensure long-term growth and profitability.
• Serve as a key member of the senior leadership team and collaborate on broader organizational initiatives.

Financial Performance & Profitability

• Own enterprise truck sales financial performance including revenue, gross profit, operating income and market share.
• Drive profitable growth in both new and used truck sales segments.
• Establish and monitor gross profit objectives, gross profit per unit standards, and sales productivity metrics.
• Monitor departmental expenses and ensure effective cost management.
• Develop action plans to address performance variances and underperforming markets.
• Ensure sales strategies support overall dealership profitability and long-term shareholder value.

New Truck Sales Strategy & Execution

• Establish enterprise-wide strategies for retail, fleet, municipal, vocational, and national account sales.
• Manage relationships with OEM partners and ensure achievement of market share and performance objectives.
• Direct forecasting activities and maintain accurate order board management.
• Monitor quote activity, order conversion, backlog performance, and delivery execution.
• Establish pricing disciplines and approval processes to maximize profitability.
• Develop strategic account plans for major customers and growth opportunities.

Used Truck Sales & Inventory Management

• Develop and execute the company's used truck strategy.
• Establish policies for acquisition, appraisal, pricing, reconditioning, and disposition.
• Monitor inventory aging, write-down exposure, inventory turns, and valuation accuracy.
• Develop corrective action plans for aged inventory.
• Optimize retail and wholesale channels to maximize return on used truck assets.
• Ensure trade evaluations are consistent and aligned with company guidelines.

Inventory & Working Capital Management

• Establish inventory investment targets and performance standards.
• Monitor inventory levels, carrying costs, floorplan exposure, and aging performance.
• Balance OEM inventory expectations with company profitability objectives.
• Approve inventory acquisition strategies and capital deployment decisions.
• Coordinate inventory transfers and optimization across all dealership locations.
• Improve inventory turns while maintaining appropriate product availability.

Sales Organization Leadership

• Lead, coach, and develop sales managers and sales professionals throughout the organization.
• Establish clear performance expectations, accountability standards, and productivity benchmarks.
• Create succession plans for key leadership positions.
• Recruit, train, and retain high-performing sales talent.
• Ensure performance reviews, development plans, and coaching programs are consistently administered.
• Foster a culture of accountability, professionalism, customer focus, and continuous improvement.

Customer & Market Development

• Establish executive-level relationships with strategic customers and major fleet accounts.
• Partner with sales leadership in pursuing significant opportunities and negotiating key transactions.
• Expand customer penetration and share of wallet across assigned markets.
• Monitor customer retention and satisfaction metrics.
• Ensure a consistent customer experience throughout all sales channels and locations.
• Identify new market opportunities and develop growth plans.

OEM & Strategic Partner Relations

• Serve as the senior sales liaison with represented manufacturers.
• Maintain strong relationships with OEM leadership teams.
• Lead market share discussions, forecasting reviews, incentive program management, and performance evaluations.
• Collaborate with OEMs to optimize inventory allocation, product availability, and customer solutions.
• Ensure dealership compliance with OEM standards and performance expectations.

Performance Management & Operating Cadence

• Develop and maintain enterprise truck sales scorecards and dashboards.
• Conduct regular business reviews with dealership leadership teams.
• Conduct monthly performance reviews focused on financial results, sales productivity, inventory, and market share.
• Present performance updates and strategic recommendations to the CEO and executive leadership team.
• Implement corrective action plans for locations or individuals failing to meet established objectives.

Governance & Compliance

• Establish appropriate sales controls, approval authorities, and operating procedures.
• Ensure accurate documentation and compliance with company policies and OEM requirements.
• Support sound business practices regarding inventory valuation, pricing approvals, customer agreements, and financial controls.
• Uphold the highest standards of integrity, professionalism, and ethical conduct.

Marketing

• Achieve goals and objectives for each assigned customer on a quarterly basis.
• Work with marketing on advertising/promotion activities (e.g. print, online, electronic media, and direct mail).
• Establish and maintain a consistent corporate image throughout all product lines, promotional materials, and events.

Key performance measures include:

• Revenue growth
• Gross profit growth
• Gross profit per unit
• Market share
• Inventory productivity
• Sales expense efficiency

II. Minimum Job Qualifications

• Bachelor's degree in Business, Finance, Transportation, Marketing, or a related field, or equivalent industry experience.
• Minimum of ten years of progressive leadership experience within the commercial truck, transportation, heavy equipment, or related industries.
• Demonstrated experience leading multi-location sales organizations.
• Proven success managing both new and used truck operations.
• Strong understanding of inventory management, working capital, forecasting, and sales performance management.
• Experience working directly with OEM partners and strategic customer accounts.
• Demonstrated success driving profitable growth, market share gains, and talent development.
• Strong analytical, financial, leadership, communication, and organizational skills.

III. Desired Job Qualifications

• Executive leadership experience within a commercial truck dealership organization.
• Multi-state operational experience.
• Experience leading large sales teams across multiple markets.
• Advanced business planning, forecasting, and financial analysis capabilities.
• Proficiency with CRM platforms, business intelligence tools, Microsoft Office applications, and AI-enabled productivity tools.

IV. Common Expectations of Performance for all Employees

The following includes common expectations for all employees of the Company. The evaluation of job performance will be based on these common expectations as well as the position-specific responsibilities described above.

Communications, Teamwork, and Feedback to Others

• Contribute to a work environment that is based on trust and respect.
• Have discussions on a regular basis with their manager to discuss opportunities to best achieve individual performance objectives and departmental goals.
• Suggest ways to improve the efficiency of conducting their job duties.
• Promote continuous improvement and change to support company growth.
• Mentor others unselfishly.
• Give credit where it's due.

Company Loyal Policies and Work Ethic

• Adhere to the policies contained in the Employee Handbook.
• Adhere to the Company's Employee Conduct Policy.
• Support management decisions toward meeting company goals.
• Be open and receptive to new ideas, regardless of their origin.
• Make prudent decisions, which are based on the best interest of the Company and its long-term future.