General Manager

Position Overview

The General Manager oversees used truck sales business to maximize unit sales, revenue, and gross profit within an assigned territory. Retail sales inventory consists predominately of Class 8 tractors, sleepers and day cabs, and class 6 trucks with van bodies, from national accounts, dealer trades, off lease and repossessions.


The position manages a team of Retail Sales Representatives and a Service Manager and is responsible for hiring, assessing, motivating, and coaching the team to attain assigned sales objectives and complete any reconditioning in a timely and efficient manner. The General Manager has ability and experience with tracking and closing deals, advertising inventory, controlling inventory, creating sales specials, appraising vehicles, acquiring vehicles, reconditioning vehicles, and managing dealership costs. Additionally, this position provides marketplace pricing feedback to the Regional Sales Director assist in measuring, establishing, and changing retail pricing.


Manages and resolves complex customer concerns. Successfully navigates cross functional relationships. Serves as backup support for mechanical issues.


Schedule: Monday through Friday 8:00 AM - 5:00 PM

Responsibilities

• Responsible for attaining monthly and annual unit sales, revenue, and gross profit goals.
• Develops and updates sales near term (1 year) forecasts and participates in higher level strategic and tactical planning as needed.
• Manages Retail Sales Representatives including but not limited to:
  • Assisting with building relationships, understanding customers and their respective needs, prioritizing top customers, and closing sales deals
  • Assessing and coaching sales team for better closure rates
• Ensures opportunities are entered into CRM and customer visits are occurring regularly.
• Monitors sales performance and conducts sales performance reviews.
• Actively negotiates with customer in all aspects of a truck deal for large volume purchases.
• Hires, performance manages, coaches, develops team, and builds successor pipeline.
• Builds and maintains positive, productive relationships with customers.
• Manages and resolves complex customer concerns.
• Creates and gives presentations on regular sales progress, metrics, market assessment data, and opportunities to improve sales performance.
• Arranges transportation of used trucks to customer delivery locations.
• Facilitates complete tactical understanding of local marketplace including knowledge of key customers, competitors, and vendors.
• Regularly updates sales forecast.
• Oversees Service Manager for reconditioning used truck assets by minimizing capital expenditures and operating expenses. This will be done by:
  • Understanding the life cycle of the used truck market, truck valuations and fleet customers to ascertain the best products and suppliers in terms of best value, delivery schedules and quality.
  • Establishes and maintains strong relationships with suppliers in order to prioritize inventory mix being repaired. Ensure repairs are completed as directed.
  • Approve purchase order for repair orders to be completed. Validate invoice(s) are appropriate and ready for payment.
  • Serves as backup support for mechanical issues.
  • Manages the used truck facility.
  • Manages minor repairs and works with vendors on more extensive repairs. Obtains estimates and timing and aligns approvals with senior leaders.
  • Ensures facility has a dealer and sales licenses and meets all fire and safety requirements.

Minimum Requirements

• Bachelor's degree and at least 5 years of sales experience

OR

• Master's degree and at least 4 years of sales experience

OR

• At least 8 years of sales experience

Additional Requirements

• Qualified candidates, excluding current employees, must be legally authorized on an unrestricted basis (US Citizen, Legal Permanent Resident, Refugee or Asylee) to be employed in the United States. We do not anticipate providing employment related work sponsorship for this position (e.g., H-1B status)

Desired Skills

• Minimum of 2 years of experience leading, managing, coaching, and developing a team.
• Minimum of 2 years of truck and/or heavy equipment sales experience.
• Builds and sustains positive relationships with Retail Sales Representatives, Service Manager, and customers.
• Assesses, motivates, coaches, mentors, and helps team reach and achieve sales goals and establish productive relationships with existing and prospective customers.
• Assesses and evaluates market data and trends, develops a regional strategy, and use metrics to evaluate the effectiveness of the strategy.
• Establishes and sustains productive relationships with suppliers and dealers International has relationships with.
• Negotiates sales pricing that directly affects the bottom line of the business segments and will be used to determine pricing to our customers.
• Excellent communications skills and demonstrated ability to interact with all levels of management and other functions, with various

Benefits and Compensation

This position offers competitive market-based compensation, along with a comprehensive benefits package designed to support employee wellbeing. You can learn more about the benefits offered for this position by visiting

The expected salary offered for this position will fall within the stated range, with the final offer based on the candidates' applicable skills, knowledge, and experience.

Company Overview

About TRATON
With its brands Scania, MAN, International, and Volkswagen Truck & Bus, TRATON SE is the parent and holding company of the TRATON GROUP and one of the world's leading commercial vehicle manufacturers. The Group's product portfolio comprises trucks, buses, and light-duty commercial vehicles. "Transforming Transportation Together. For a sustainable world.": this intention underlines the Company's ambition to have a lasting and sustainable impact on the commercial vehicle business and on the Group's commercial growth.

About International
From a one-man company built on the world-changing invention of the McCormick reaper in 1831, to the 15,000-person-strong company we are today, few companies can lay claim to a history like International. Based in Lisle, Illinois, International Motors, LLC* creates solutions that deliver greater uptime and productivity to our customers throughout the full operation of our commercial vehicles. We build International® trucks and engines and IC Bus® school and commercial buses that are as tough and as smart as the people who drive them. We also develop Fleetrite® aftermarket parts. In everything we do, our vision is to accelerate the impact of sustainable mobility to create the cleaner, safer world we all deserve. As of 2021, we joined Scania, MAN and Volkswagen Truck & Bus in TRATON GROUP, a global champion of the truck and transport services industry. To learn more, visit International.com.

*International Motors, LLC is d/b/a International Motors USA in Illinois, Missouri, New Jersey, Ohio, Texas, and Utah.

EEO Statement

We are an Equal Opportunity Employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.

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