Used Truck Manager

Job Description

Job Description

Position Summary

The Used Truck Manager is responsible for overseeing all aspects of the used truck department, including inventory acquisition, pricing strategy, merchandising, and retail/wholesale sales. This individual leads and develops the used truck sales team, drives profitability, and ensures an exceptional customer experience. The ideal candidate is a results-driven professional with deep knowledge of the commercial truck market and a passion for building lasting customer relationships.

Inventory Management

• Source, appraise, and acquire quality used truck inventory through trade-ins, auctions, private purchases, and fleet sales.
• Maintain optimal inventory levels aligned with market demand and turn targets.
• Oversee proper inspection, reconditioning, and certification of all used truck inventory.
• Manage aging inventory and develop strategies to minimize carrying costs.

Sales Leadership

• Lead, coach, and develop the used truck sales team to achieve monthly and annual sales objectives.
• Set and monitor individual and team performance metrics including volume, gross profit, and CSI scores.
• Conduct daily sales meetings and ongoing training to sharpen product knowledge and closing skills.
• Assist sales consultants with customer negotiations and deal structuring as needed.

Pricing & Profitability

• Develop and execute competitive pricing strategies using market data and industry tools (e.g., J.D. Power, Black Book, auction results).
• Manage gross profit margins on retail and wholesale transactions.
• Review and approve deal structures in coordination with the Finance & Insurance department.
• Analyze financial reports and take corrective action to achieve departmental goals.

Marketing & Merchandising

• Oversee online listings, photography, and vehicle descriptions across all digital platforms.
• Collaborate with the marketing team on promotions, advertising campaigns, and social media presence.
• Ensure vehicles are properly displayed and merchandised on the lot at all times.

Customer Experience

• Maintain high standards of customer satisfaction throughout the sales process.
• Handle customer escalations and resolve concerns in a professional and timely manner.
• Build and maintain long-term relationships with fleet customers, owner-operators, and commercial buyers.

Administration & Compliance

• Ensure all transactions comply with federal, state, and local regulations.
• Maintain accurate records of inventory, titles, and deal documentation.
• Prepare and present department performance reports to senior management.

Education & Experience

• High school diploma or GED required; Bachelor's degree in Business or related field preferred.
• Minimum 3 years of prior experience in commercial truck or heavy equipment sales required.
• Minimum 2 years in a supervisory or management role within automotive or truck dealership operations.
• Proven track record of meeting or exceeding sales targets.

Skills & Competencies

• Strong knowledge of Class 4–8 commercial trucks, specifications, and market values.
• Excellent leadership, coaching, and team-building skills.
• Highly proficient in dealer management systems (DMS) and CRM software.
• Strong negotiation, communication, and interpersonal skills.
• Ability to analyze financial data and make sound business decisions.
• Proficiency in Microsoft Office Suite (Word, Excel, Outlook).

Other Requirements

• Valid driver's license with a clean driving record.
• Ability to work weekends, evenings, and holidays as business needs require.

We are proud to offer a comprehensive benefits package to support the health, well-being, and financial security of our team members: