Strategic Head of Sales & Growth - Data-Driven

Hogan Transportation; Lakeland (FL); On-site; USD 140,000 - 190,000; Full time

Job summary

Hogan Transportation in Lakeland, FL seeks a Director of Sales to lead the sales organization, design scalable processes, and drive data-driven decision-making. You will oversee CRM platforms, dashboards, and incentive programs to improve forecasting and performance while collaborating with Operations, Finance, and Procurement.

The ideal candidate brings analytical excellence, deep knowledge of truck leasing/rental sales, and a track record of scaling sales teams.

Qualifications

• Bachelor’s degree in business, marketing, finance, or a related field required; MBA preferred.
• 8+ years of progressive experience in Transportation, Truck Leasing, or Rental Sales, including at least 3 years in a leadership role.
• Proven success in building and scaling sales processes, managing CRM platforms, and driving sales performance.
• Strong proficiency in Salesforce CRM; familiarity with tools such as Concur and Enrich preferred.
• Proficient with Microsoft Office Suite (Word, Excel, Outlook, Teams).
• Effective communication, interpersonal, and problem-solving skills.
• Strong organizational skills with exceptional attention to detail.
• Demonstrated ability to translate data insights into actionable business strategies.
• Prior experience managing and developing sales teams, strongly preferred
• Ability and willingness to travel up to 50%
• A valid driver's license with no more than 2 moving violations and/or at fault accidents in the past 3 years.
• No drug or alcohol related conviction on your record in the past 3 years (i.e., DUI, DWI, reckless driving, using a cellular device, etc.)
• Must be authorized to work in the United States and not require work authorization sponsorship by our company for this position now or in the future.

Responsibilities

• Define, develop, and execute sales strategies, territory design, and quota planning.
• Lead annual sales planning, including forecasting, headcount allocation, and performance budgeting.
• Align sales goals with overall company objectives with executive leadership.
• Design and manage Rental and Sales incentive compensation programs, including commission structures, tracking, and analysis.
• Develop dashboards and KPIs for Rental, Lease, and Sales performance.
• Monitor performance trends, provide insights, and drive accountability.
• Identify and implement best practices to enhance sales efficiency.
• Standardize sales workflows using digital tools (DocuWare, DocuSign).
• Refine sales processes to improve scalability and customer experience.
• Oversee Salesforce CRM and other sales technology platforms (GeoTab, Rig Dig).
• Ensure data accuracy, reporting reliability, and system integrity.
• Lead onboarding and ongoing training; liaise between Sales and Marketing, Finance, Procurement, Credit.
• Partner with Sales Enablement to ensure tools and resources.
• Facilitate coordination between field sales teams and internal departments.
• Manage pipeline visibility and forecast accuracy with Sales Leaders.
• Deliver timely performance reports, insights, and analytics to executive leadership.
• Provide financial and strategic analyses to support sales planning.

Skills

Sales leadership

Forecasting

Data analysis

Strategic planning

Sales process design

Team leadership

Cross-functional collaboration

Education

Bachelor's degree in business/marketing/finance or related

MBA preferred

Tools

Salesforce CRM

Concur

Enrich

Job description

Hogan Transportation in Lakeland, FL seeks a Director of Sales to lead the sales organization, design scalable processes, and drive data-driven decision-making. You will oversee CRM platforms, dashboards, and incentive programs to improve forecasting and performance while collaborating with Operations, Finance, and Procurement.

The ideal candidate brings analytical excellence, deep knowledge of truck leasing/rental sales, and a track record of scaling sales teams.