New Trucks-Regional Director of New & Used Truck Sales

Regional Director of Truck Sales- Region 1 East

Position Summary

The Regional Director of Truck Sales is responsible for leading and executing the sales strategy for new and used commercial truck operations across a designated region. This role drives revenue growth, market share expansion, profitability, customer satisfaction, and team performance through effective leadership of sales managers and field sales personnel. The Regional Director develops strategic relationships with customers, manufacturers, finance partners, and internal stakeholders while ensuring consistent execution of sales processes and corporate objectives.

Key Responsibilities

Sales Leadership & Business Development

Develop and implement regional sales strategies to achieve annual revenue, gross profit, and market share objectives.

Establish sales goals and performance standards for dealership and regional sales teams.

Identify growth opportunities within assigned markets, industries, and customer segments.

Lead efforts to acquire new fleet, vocational, governmental, and owner-operator business.

Promote both new and used truck sales while maximizing opportunities for trade-ins and vehicle lifecycle management.

Collaborate with OEM representatives to align dealership performance with manufacturer expectations and programs.

Team Leadership & Development

Recruit, train, mentor, and develop Truck Sales Representatives.

Foster a high-performance sales culture focused on accountability, customer service, and continuous improvement.

Conduct regular performance reviews, coaching sessions, and career development planning.

Ensure sales team compliance with company policies, ethical standards, and sales procedures.

Financial Performance

Manage regional sales budgets and profitability targets.

Monitor revenue, gross margin, inventory turns, and expense performance.

Analyze sales data, forecasts, and market trends to drive informed business decisions.

Partner with finance and operations leadership to improve overall dealership performance.

Inventory Management

Collaborate with the executive management teams to maintain appropriate truck inventory levels.

Oversee new and used truck stocking strategies based on market demand and sales forecasts.

Monitor aging inventory and implement actions to improve inventory turnover.

Customer Relationship Management

Build and maintain strong relationships with key accounts, fleets, municipalities, and strategic customers.

Participate in customer visits, industry events, trade shows, and community engagements.

Resolve customer concerns and support retention strategies.

Promote exceptional customer experience throughout the sales process.

Strategic Planning

Evaluate competitive activity, market conditions, and economic trends.

Provide recommendations regarding pricing strategies, market expansion, staffing, and operational improvements.

Support acquisitions, dealership integrations, and expansion initiatives when applicable.

Ensure alignment with company growth objectives and long-term strategic plans.

Cross-Functional Collaboration

Work closely with Parts, Service, Finance, Rental, Leasing, and Administrative departments to maximize customer retention and profitability.

Promote a one-company approach to customer solutions.

Support department initiatives related to customer uptime, operational excellence, and employee engagement.

Qualifications

Education

Bachelor's degree in Business Administration, Marketing, Sales Management, or related field preferred.

Equivalent industry experience may be considered in lieu of formal education.

Experience

5+ years of progressive commercial truck sales experience.

Demonstrated success managing multiple locations, territories, or sales teams.

Strong knowledge of commercial trucking markets, financing, fleet operations, and transportation industry trends.

Skills & Competencies

Strategic planning and execution.

Leadership and talent development.

Financial and business acumen.

Negotiation and closing expertise.

Inventory management.

CRM and sales analytics proficiency.

Strong communication and presentation skills.

Relationship-building with customers and manufacturer partners.

Problem-solving and decision-making capabilities.

Key Performance Indicators (KPIs)

New truck sales volume

Used truck sales volume

Gross profit performance

Market share growth

Inventory turn rate

Customer retention and satisfaction scores

Fleet account growth

Sales team productivity

OEM performance metrics

Regional revenue growth

Physical Requirements

Ability to travel extensively throughout assigned region.

Valid driver's license with acceptable driving record.

Ability to attend customer meetings, industry events, and dealership visits.

Occasional lifting of up to 25 pounds.

Reports To: Region 1 Director of Sales

Direct Reports:

Truck Sales Managers

New Truck Sales Representatives

Used Truck Sales Representatives

Regional Fleet Account Managers

Compensation

Competitive base salary

Performance-based bonus program

Vehicle allowance or company vehicle

Medical, dental, and vision benefits

401(k) with company match

Paid time off and holidays

Professional development opportunities

Ideal Candidate Profile: A results-driven commercial transportation professional who combines strategic vision with hands-on leadership, possesses a deep understanding of truck sales operations, and has a proven track record of growing revenue, developing teams, and delivering exceptional customer experiences.