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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

Ability 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.
Expected to visit each assigned dealership location on a regular basis.
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.
Directly supervises the regional truck and trailer sales team.
Carries out supervisory responsibilities in accordance with Company policies and applicable laws.
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.
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.
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.
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.
Valid Driver's License required.
Must meet company insurability standards.
Regularly required to sit and frequently required to walk.
Occasionally lift and/or move up to 25 pounds.
Specific vision abilities required include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
Will spend time in office environments, dealership locations, truck lots, service/parts areas, customer locations, and traveling throughout the region.
Occasionally exposed to moving mechanical parts and fumes or airborne particles.
The noise level in the work environment is usually low to moderate.

Skills

Sales leadership
Financial acumen
Commercial truck industry knowledge
Strategic thinking
Relationship-management
Leading and developing sales teams
Building and maintaining significant fleet and customer relationships
Executing established sales strategies
Analyzing market and sales performance
Collaboration
CRM utilization
Sales forecasting
Territory management
Pipeline management
Sales performance metrics
Recruiting
Coaching
Developing sales professionals
Holding sales professionals accountable
Developing comprehensive customer solutions
Maximizing long-term customer value
Verbal communication
Written communication
Influencing
Negotiating

Location

Northwest Region - Buffalo, NY
Northwest Region - Rochester, NY
Northwest Region - Syracuse, NY
Northwest Region - Utica, NY
Northwest Region - Owego, NY
Northwest Region - Scranton, PA

Work Type

Full-Time
Monday through Friday, 8:00am - 5:00pm

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.