Regional Sales Director

Regional Sales Director

Come grow with us by joining our team as a Regional Sales Director! We are seeking a highly skilled Regional Sales Director to join our team at Model 1 Commercial Vehicles. The Regional Sales Director is a critical front line sales management role responsible for driving sales performance and tactical growth within a designated geographic region for the dealership. Reporting directly to the Regional Vice President of Sales, this position will lead, motivate, and develop a team of outside sales professionals to achieve organizational revenue and profit margin targets. The Regional Sales Director will be considered an excellent recruiter, high level motivator, and exceptional player/coach.

Since we got our start in 1980, Model 1 Commercial Vehicles has grown to become the nation's largest dealership, representing more than 20 top manufacturers across the U.S. And we did it all by listening to and investing in customers like you. Customers who want more than a dealer. Customers who want a partner in creative solutions to the challenges you face today, and visionary thinking for what's next.

It's the strength of our relationships – both with customers and manufacturers – that allows us to keep a finger on the pulse of what you need and what's possible to not just source but create together. Whether it's custom-built vehicles or alternative fuel and electric vehicle (EV) options, you'll have a partner from challenge all the way through solution and beyond.

At Model 1, we are committed to living our core values:

• Solving Problems: Trust what you know. Work together to find solutions. See every angle and figure it out.
• Setting the Tone: Establish the mood that puts others at ease. Be the person that you'd want to interact with – approachable and transparent.
• Drive Forward: Keep your eyes up to see what's ahead. Imagine better methods. Seize opportunities. Move the business and the market, meaningfully.
• Find Balance: Match your energy at work to your energy with family, friends, and community. Decide and align your priorities. Pour into yourself and those around you.
• Own It: Take the extra step. Fix issues when they come up. Care from start to finish. Do the right thing, every time.

What You Will Gain

• Competitive benefits including health insurance, paid holidays, and vacation pay
• Continuous training to provide you the opportunity to develop your full potential and be a true business partner
• Access to an expansive network of mentors and networking opportunities
• Top quality technology to assist in your daily responsibilities to allow for more efficiencies to deliver outstanding customer service

Responsibilities

Below is an overview of the duties and responsibilities you would take on in this role:

Sales Strategy and Planning:

• Drive tactical sales growth within the sales region by conducting co-op sales calls with each salesperson on a routine basis.
• Drive high level sales performance across commercial vehicle product lines, focusing on market share, revenue growth and profit margins.
• Identify growth opportunities and potential new markets within the region.
• Conducts thorough market analysis and becomes an industry expert within their region.
• Attain an intimate knowledge of the local competition, their sales strategies, inventory levels/mix, and competitive pricing levels.
• Assist the RVP with quota setting, creating sales forecasts, and monitoring salesperson performance against goals.

Team Leadership and Development:

• Recruit, develop, and retain a team of regional salespeople. Identifying coverage gaps and implementing personnel strategies.
• Take a structured approach to onboarding new salespeople. Identify sales team training gaps and implement new training plans where required.
• Foster a collaborative and motivating work environment that encourages teamwork, creativity, and continuous improvement.
• Provide front line guidance, motivation, and support to the sales team in strategy, negotiation, and closing complex deals. The RSD should attend all high-profile sales meetings with customers.
• Conduct quarterly performance evaluations, monthly 1:1 coaching, and provides constructive feedback to drive individual growth and team development.
• Drives a high level of accountability to sales quotas for each outside salesperson. Redirecting efforts where it is required to ensure sales quota attainment.

Customer Relationship Management:

• Cultivate strong relationships with key customers and partners within the region, ensuring the voice of customer is reflected in company decisions. The RSD will manage a small subset of their own high-profile accounts.
• Collaborate with the RVP to gather customer input and integrate that message into our local go-to-market approaches.
• Participate in industry events, conferences, and trade shows to expand the company's network and enhance brand visibility.

Sales Operations and Reporting:

• Prepare regular sales reports, forecasts, and performance metrics for the RVP monthly.
• Collaborate with cross-functional teams, such as marketing, operations, and finance, to ensure seamless execution of local sales strategies.
• Acts as an escalation point for the outside salespeople when required.

Budgeting and Resource Management:

• Assist the RVP in developing and managing the regional sales budget, allocating resources effectively to optimize sales performance.
• Passionate about CRM and sales processes. The RSD must drive HubSpot CRM and other sales accountability initiatives throughout the sales team.

Performance Metrics:

• Regional year-over-year sales revenue, unit sales, and profitability growth.
• Market share expansion.
• New market penetration.
• Team performance, development, and turnover rates.
• New customer acquisitions.

Qualifications

Required Qualifications:

• 5+ years of proven experience and progress in sales leadership roles.
• Experience within a large regional / national dealership atmosphere is a plus.
• Documented ability to precisely forecast and exceed sales targets, driving revenue growth.
• Strong leadership skills with the ability to inspire and motivate a sales team.
• Excellent communication, presentation, and negotiation skills.
• Exceptional organizational and time management abilities.
• This is a road warrior position, and the candidate must have a willingness to travel via plane and car within the assigned region approximately 50% -75% of the time.

Preferred Qualifications:

• Bachelor's degree in business, marketing, or a related field (MBA is a plus).
• Experience within the commercial vehicle industry or another related industry, including commercial/mid-sized B2B sales.
• Deep knowledge of the commercial vehicle market, including key players, customer segments, and emerging trends is a plus.
• Analytical mindset with the ability to interpret sales data and make data-driven decisions.

Company retains the sole discretion to change the duties of the position at any time.

Pay Range

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