Regional Truck Sales Director - Northeast Region

Published: 6/14/2022

Job Description

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.

POSITION AT A GLANCE

Status: Full-Time

Shift: Monday through Friday, 8:00am - 5:00pm
Location: Northeast Region - Albany, NY; Newburgh, NY; Champlain, NY; Colchester, VT; South Royalton, VT; Bow, NH

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 Bus