Director of Sales

Director of Sales

Join the Hogan team in Lakeland, FL! The Director of Sales is a strategic leadership role responsible for optimizing and enabling the performance of the sales organization. This position oversees the design and implementation of scalable processes, tools, and reporting frameworks that enhance sales productivity, forecasting accuracy, and organizational alignment. The Director of Sales partners closely with Operations, Procurement, Finance, and other key stakeholders to drive data-driven decision-making and support business growth. The ideal candidate combines analytical expertise with a deep understanding of truck leasing and rental sales systems, strategy, and performance management, fostering a culture of accountability and continuous improvement.

Essential Duties and Responsibilities

• Partners with Sales Leadership to define, develop, and execute sales strategies, territory design, and quota planning.
• Leads annual sales planning processes, including forecasting, headcount allocation, and performance budgeting.
• Collaborates with executive leadership to align sales goals with overall company objectives.
• Designs and manages Rental and Sales incentive compensation programs, including commission structures, tracking, and analysis.
• Develops and maintains dashboards and KPIs to measure individual and team performance for Rental, Lease, and Sales.
• Monitors performance trends, provide insights, and recommend actions to drive accountability and continuous improvement.
• Identifies, documents, and implement best practices that enhance sales efficiency and effectiveness.
• Standardize sales workflows and ensure consistency through the use of digital tools such as DocuWare and DocuSign.
• Continuously assesses and refines sales processes to improve scalability, transparency, and customer experience.
• Oversees the administration, optimization, and adoption of Salesforce CRM and other sales technology platforms, including GeoTab, Rig Dig, and related systems.
• Ensures data accuracy, reporting reliability, and system integrity across the sales organization.
• Leads onboarding and ongoing training initiatives to ensure team proficiency with sales systems and serves as a key liaison between Sales and departments such as Marketing, Finance, Procurement, and Credit to align go-to-market strategies and performance goals.
• Partners with Sales Enablement to ensure teams have the tools, insights, and resources needed to achieve sales objectives.
• Facilitates strong communication between field sales teams and internal departments to improve coordination and responsiveness.
• Manages pipeline visibility and forecast accuracy in collaboration with Sales Leaders.
• Delivers timely and actionable performance reports, insights, and analytics to executive leadership.
• Provides financial and strategic analyses that support sales planning and decision-making.

Requirements

• 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.