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About the Role

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.

Responsibilities

Lead and directly manage the regional truck and trailer sales team.
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.
Drive consistent utilization of Arcadium across the regional Truck Sales team.
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.

Requirements

Must be able to perform each essential duty satisfactorily.
Demonstrate sales leadership, financial acumen, commercial truck industry knowledge, strategic thinking, and relationship-management capabilities.
Ability to lead and develop sales teams.
Ability to build and maintain significant fleet and customer relationships.
Ability to execute established sales strategies.
Ability to analyze market and sales performance.
Ability to collaborate effectively across Truck Sales, Parts, Service, and regional leadership.
Frequent travel is required throughout the assigned region.
Must meet company insurability standards.
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.
Ability to identify and resolve complex sales, customer, territory, pricing, inventory, and operational challenges.
Ability to analyze sales and market information, identify trends and opportunities, evaluate alternatives, and develop effective strategies.
Ability to exercise sound judgment in negotiating significant transactions, resolving customer issues, allocating sales resources, and making decisions.
Ability to think strategically while maintaining a strong understanding of day-to-day sales execution.
Ability to anticipate customer and market needs, adapt to changing business conditions, and effectively coordinate resources across Truck Sales, Parts, and Service.

Skills

Sales leadership
Financial acumen
Commercial truck industry knowledge
Strategic thinking
Relationship management
Sales team leadership
Customer relationship building
Sales strategy execution
Market and sales performance analysis
Collaboration
Account planning
Forecasting
Sales process execution
CRM utilization
Territory management
Prospecting
Fleet replacement cycles
Specifications
Negotiations
Account development
Deal review
Sales performance management
Recruiting
Developing talent
Retaining talent
Used truck sales execution
Inventory movement
Pricing discipline
Trade-in coordination
Trailer sales performance
Pipeline development
Customer coverage
Inventory coordination
Enterprise trailer strategies
Reading sales and financial reports
Analyzing market information
Analyzing OEM communications and programs
Analyzing vehicle specifications
Analyzing customer agreements
Analyzing industry publications
Analyzing technical information
Analyzing governmental regulations
Preparing business correspondence
Preparing sales presentations
Preparing account plans
Preparing forecasts
Preparing performance reports
Preparing strategic recommendations
Presenting information
Negotiating
Responding to questions
Influencing
Analyzing financial information
Calculating percentages
Calculating ratios
Calculating margins
Calculating markups
Calculating discounts
Calculating commissions
Calculating interest
Evaluating deal profitability
Evaluating salesperson performance
Evaluating territory performance
Identifying trends
Identifying opportunities
Making sound business decisions
Resolving complex sales challenges
Resolving customer challenges
Resolving territory challenges
Resolving pricing challenges
Resolving inventory challenges
Resolving operational challenges
Evaluating alternatives
Developing effective strategies
Negotiating significant transactions
Resolving customer issues
Allocating sales resources
Making decisions
Balancing customer needs with Company objectives
Thinking strategically
Understanding day-to-day sales execution
Translating regional and enterprise objectives into actionable expectations
Anticipating customer needs
Anticipating market needs
Adapting to changing business conditions
Coordinating resources

Location

Northeast Region - Albany, NY
Newburgh, NY
Champlain, NY
Colchester, VT
South Royalton, VT
Bow, NH

Work Type

Full-Time

Experience Level

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.
Prior sales leadership experience with responsibility for managing salespeople across multiple dealership locations, territories, or markets strongly preferred.

Education Level

Bachelor's degree in Business Administration, Marketing, Sales, Management, or a related field preferred.
An equivalent combination of education and significant industry and sales leadership experience will be considered.

Salary/Compensations

$130,000 to $200,000 per year

About the Company

At Hunter Truck, our people are the driving force behind our success.
As one of the largest Peterbilt dealer groups in the country, we combine the resources and opportunities of a growing organization with a culture where people are empowered to make an impact.
With twenty-eight locations across Pennsylvania, New Hampshire, New Jersey, New York, Vermont, and West Virginia, we offer the scale, support, and career opportunities to help you take your career to the next level.
Come build your career with a team that invests in you from day one.

Equal Opportunity

Hunter Truck is an Equal Opportunity Employer.
We celebrate diversity and are committed to building an inclusive workplace for all employees.