Regional Truck Sales Director: Growth & Leadership

Ascendance Trucks, Inc.; Lancaster (Lancaster County); Hybrid; USD 110,000 - 180,000; Full time

Benefits offered by this job

Base salary

Performance bonus

Vehicle allowance

Benefits (medical, dental, vision)

401(k) with company match

Paid time off and holidays

Professional development opportunities

Job summary

Colonial Group is seeking a Regional Director of Truck Sales for Region 1 East to lead and execute the sales strategy for new and used commercial trucks. You will drive revenue growth, market share, and profitability while leading regional sales managers and field teams.

The role focuses on building strategic relationships with customers, manufacturers, and finance partners, ensuring execution of sales processes and corporate objectives across the region.

Qualifications

• 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.

Responsibilities

• Develop regional sales strategies to achieve revenue, gross profit, and market share goals.
• Lead regional sales teams and field sales personnel.
• Collaborate with OEM representatives to align dealership performance with manufacturer programs.
• Manage regional budgets, profitability targets, and performance metrics.
• Build and maintain relationships with key accounts, fleets, and strategic customers.

Skills

Strategic planning

Leadership

Financial acumen

Negotiation

Inventory management

CRM & analytics

Communication & presentation

Relationship building

Problem solving

Education

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

Equivalent industry experience considered

Job description

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.