Regional Truck Sales Manager

Description

Dobbs Truck Group operates 25 commercial truck dealerships through two operating companies – Dobbs Peterbilt and Western Truck Center. These dealerships represent some of the best commercial truck brands including Peterbilt, Volvo, Mack, Autocar, and Hino and include locations in Arkansas, California, Louisiana, Mississippi, Oregon, Tennessee, and Washington.

I. General Job Description

The Regional Truck Sales Manager is responsible for driving truck sales performance, market share growth, and strategic sales execution across the Western Washington territory, including Sumner, Tacoma, Seattle, and Marysville. The primary focus of this position is new truck sales (approximately 80%), while also providing strategic oversight and support for used truck sales (approximately 20%) to maximize regional profitability and inventory performance.

This position serves as a regional coach, mentor, and subject matter expert for Truck Sales Representatives while partnering closely with dealership General Managers and the Executive Vice President. Although the role does not have direct reports, it provides functional leadership through coaching, field support, performance oversight, and ownership of regional sales strategy, truck specifications, OEM allocations, and inventory planning.

The duties listed below are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.

Responsibilities

Sales Leadership & Market Growth

• Lead regional sales initiatives to increase new truck sales, obtain assigned market share goals, and improve profitability while supporting used truck sales performance.
• Coach and mentor Truck Sales Representatives through field visits, ride-alongs, and sales development.
• Partner with General Managers to establish sales expectations and improve regional performance.
• Develop new accounts along with supporting key fleet accounts, municipalities, and strategic customers.
• Monitor market conditions, competitive activity, customer trends, and OEM programs to identify opportunities, mitigate risks, and proactively adjust regional sales, inventory, and market growth strategies.
• Drive consistent execution of the Company's sales process and CRM utilization.

Financial Performance & Business Management

• Lead regional sales initiatives to increase new truck sales, expand market share, and improve profitability while supporting used truck sales performance.
• Coach and mentor Truck Sales Representatives through field visits, ride-alongs, and sales development.
• Partner with General Managers to establish sales expectations and improve regional performance.
•  Support key fleet accounts, municipalities, and strategic customers.
•  Monitor market conditions, competitive activity, and OEM programs.
•  Drive consistent execution of the Company's sales process and CRM utilization.

Inventory & Asset Management

• Maintain accountability for the strategic management of new and used truck inventory across the Western Washington territory.
• Develop and execute regional inventory strategies to minimize aged inventory and optimize inventory health.
• Lead regional inventory strategies to minimize floorplan expense, improve inventory turns, and maximize return on inventory investment while partnering closely with dealership General Managers and the Executive Vice President.
• Develop and maintain a balanced inventory portfolio aligned with customer demand and profitability.
• Lead truck specification strategy and approve truck specifications, stocking plans, and pricing strategies.
• Manage OEM order banks, production schedules, and allocation opportunities.
• Oversee used truck inventory strategy, including acquisition planning, reconditioning priorities, pricing, aging mitigation, and disposition.
• Review inventory performance and implement action plans to improve inventory turns and profitability.

Team Development & Accountability

• Support dealership leadership in recruiting, onboarding, training, and developing Truck Sales Representatives.
• Provide coaching, ride-alongs, and field support to improve sales effectiveness.
• Partner with dealership leadership to reinforce expectations and support performance improvement.
• Foster accountability, professionalism, collaboration, and continuous improvement.
• Promote collaboration between Truck Sales, Service, Parts, Finance, Leasing, and other departments.
• Support implementation of Company sales initiatives and OEM programs.

Customer & OEM Relations

• Develop and maintain strong relationships with customers, fleet operators, owner-operators, municipalities, and strategic accounts. 
• Ensure consistent and professional customer experience throughout the sales cycle. 
• Maintain strong working relationships with OEM representatives and actively support manufacturer initiatives, performance objectives, and growth strategies. 
• Collaborate with OEM representatives regarding allocation planning, ordering strategies, market opportunities, and dealership growth initiatives. 
• Represent the Company at industry events, customer meetings, trade shows, and community activities as appropriate. 

Operational Excellence

• Monitor CRM utilization, pipeline management, sales activity, and forecasting accuracy to ensure effective execution of the sales strategy. 
• Utilize data, reporting tools, and market intelligence to drive informed business decisions. 
• Identify opportunities to improve sales processes, operational efficiencies, and overall business performance. 
• Ensure compliance with all Company policies, OEM standards, safety requirements, and regulatory obligations.

II. Job Qualifications

• Minimum five (5) years of progressive leadership experience within heavy-duty truck sales, with demonstrated expertise in new truck sales, OEM programs, truck specifications, inventory management, and dealership operations.
• Demonstrated success leading regional sales initiatives, coaching and developing sales professionals, and influencing performance across multiple locations without direct supervisory authority.
• Proven success achieving revenue growth, gross profit objectives, market share expansion, and inventory performance goals. 
• Strong understanding of commercial truck sales, fleet operations, financing, inventory management, truck specifications, and dealership operations. 
• Demonstrated experience managing budgets, forecasts, inventory investments, floorplan expense, and business performance metrics. 
• Strong business acumen with the ability to analyze financial statements, market trends, and operational reports. 
• Excellent leadership, communication, negotiation, critical thinking, and relationship-building skills. 
• Proficiency with CRM systems, dealership management systems, Microsoft Office applications, and sales performance reporting tools. 
• Ability to manage multiple priorities and lead effectively in a fast-paced, customer-focused environment. 
• Valid driver's license and acceptable driving record.

III. Mental Capability Requirements

• Comprehension: Ability to understand opposing points of view on highly complex issues, negotiate, and integrate different viewpoints.
• Organization: Ability to organize and prioritize work schedules of others on long-term basis.
• Reasoning & Decision Making: Ability to make decisions with significant impact on department’s credibility, operations, and services.
• Communication: Ability to formulate complex and comprehensive materials, such as legal documents, authoritative reports, official publications of major scope and impacts, and make formal presentations.
• Mathematics: Ability to compute, analyze, and interpret complex statistical data and develop forecasts and computer models.

IV. Physical Demands and Work Environment

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally required to stand, walk, sit, use hands and arms to handle or feel objects, tools or controls, reach with hands and arms, climb stairs, balance, stoop, kneel, crouch or crawl, talk or hear, and taste or smell. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

While performing the duties of this job, the employee is not exposed to weather conditions. The noise level in the work environment is usually moderate.

V. Common Expectations of Performance for all Employees

The following includes common expectations for all employees of the Company. The evaluation of job performance will be based on these common expectations as well as the position-specific responsibilities described above.

Communications, Teamwork, and Feedback to Others

• Contribute to a work environment that is based on trust and respect.
• Have discussions on a regular basis with their manager to discuss opportunities to best achieve individual performance objectives and departmental goals.
• Suggest ways to improve the efficiency of conducting their job duties.
• Promote continuous improvement and change to support company growth.
• Mentor others unselfishly.
• Give credit where it’s due.

Company Loyal Policies and Work Ethic

• Adhere to the policies contained in the Employee Handbook.
• Adhere to the Company’s Employee Conduct Policy.
• Support management decisions toward meeting company goals.
• Be open and receptive to new ideas, regardless of their origin.
• Make prudent decisions, which are based on the best interest of the Company and its long-term future.

We are an Equal Opportunity Employer

Dobbs Truck Group operates 23 commercial truck dealerships through two operating companies – Dobbs Peterbilt and Western Truck Center.

Dobbs Peterbilt and Western Truck Center are equal opportunity employers that values a broad diversity of talent, knowledge, experience, and expertise. We foster a culture of inclusion that drives employee engagement to deliver superior performance to the communities we serve. Dobbs Peterbilt and Western Truck Parts do not discriminate in hiring or employment on the basis of race, color, religious creed, national origin, sex, ancestry, pregnancy, genetic information, gender identity, sexual orientation, or marital status; or on the basis of age against persons whose age is 40 and over, or on the basis of physical or mental disability; or to disabled veterans or to Vietnam veterans.

We are proud to be an affirmative action employer and encourage minorities, women, individuals with disabilities, and veterans to join our team.