Director of Commercial Truck Sales and Field

Job Title: Director of Field and Truck Sales

Department: Sales

Location: Remote

Reports To: Chief Revenue Officer

Status: Exempt

Position Overview

The Director of Field and Truck Sales is responsible for developing and executing the company’s field sales and truck sales strategy. This individual will provide strategic direction and leadership to the field sales organization with a primary focus on growing rental revenue, improving fleet utilization, achieving truck sales objectives, expanding market presence, and strengthening customer and OEM relationships.

The Director will manage the Regional Sales Managers to develop and execute market strategies, identify new business opportunities, strengthen key customer relationships, and ensure the sales organization is aligned with the company’s overall business objectives. This role requires a strong combination of strategic thinking, sales leadership, industry knowledge, and the ability to develop relationships at all levels of an organization.

Leadership and Sales Strategy

The Director of Field and Truck Sales will establish the overall sales direction for the field organization and translate company objectives into actionable strategies and measurable results. The Director will identify key markets, customer segments, industries, and geographic opportunities where the company can increase rental revenue, utilization, and truck sales.

This position will provide leadership and direction to the Regional Sales Managers and field sales team, ensuring they have the resources, market intelligence, coaching, and support necessary to achieve their goals. The Director will establish clear expectations for performance, regularly evaluate results, and work with the sales team to address opportunities and challenges.

A significant component of the role will involve working directly in the field with Regional Sales Managers. The Director will regularly ride with RSMs within their territories to deepen customer relationships, develop additional levels of customer contacts, identify new opportunities, and provide coaching and strategic insight. Through this hands-on approach, the Director will remain closely connected to customers and the marketplace while helping the sales organization become more effective.

Customer and Industry Relationships

The Director will play a key role in developing and maintaining strategic relationships with major customers, fleet operators, industry partners, and other key stakeholders. The position will be expected to establish relationships with decision-makers and senior leaders within key accounts while supporting the field organization in expanding and strengthening its customer relationships.

The Director will also be responsible for developing strong relationships with truck manufacturers and OEM partners, including establishing relationships within their customer base to create additional opportunities for truck sales and business development. The ability to represent the company professionally and build credibility with customers, OEMs, and industry partners will be essential to the success of this role.

Truck Sales Leadership

The Director will have direct responsibility for developing the company's truck sales strategy and ensuring the organization achieves its truck sales budget. This includes identifying new markets and customer opportunities, strengthening relationships with OEMs and their customer networks, and creating a consistent pipeline of qualified truck sales opportunities.

The Director will also oversee the development of the company's online truck sales presence and ensure that digital marketing efforts effectively support lead generation and customer engagement. Building and maintaining a strong customer database will be an important component of the overall truck sales strategy, providing the organization with the information necessary to effectively prospect, communicate, follow up, and develop long-term customer relationships.

Market Intelligence and Business Development

The Director will maintain a strong understanding of market conditions, customer demand, competitive activity, industry trends, and economic factors that may affect the company's sales performance. This market knowledge will be used to identify emerging opportunities, anticipate changes in customer needs, and adjust sales strategies accordingly.

The Director will provide senior management with meaningful market insight and recommendations, helping the company make informed decisions regarding sales strategies, customer opportunities, pricing, inventory, and market expansion.

Sales Performance and Accountability

The Director will maintain overall accountability for sales performance across the field and truck sales organizations. This includes establishing appropriate performance expectations, reviewing sales activity and results, managing forecasts and budgets, and ensuring that the organization remains focused on achieving its financial and operational objectives.

The Director will regularly evaluate sales performance and pipeline activity and will work with the Regional Sales Managers to develop strategies for improving results where necessary. The position will also ensure that CRM systems, customer information, sales forecasts, and reporting processes are being effectively utilized to provide accurate and timely visibility into the business.

Cross-Functional Leadership

The Director will work collaboratively with Marketing, Operations, Corporate Services, and other areas of the organization to ensure that sales strategies are aligned with broader company objectives. This individual will bring the voice of the customer and the field organization to cross-functional discussions and will help identify opportunities to improve the customer experience, operational performance, and overall business results.

The Director will also participate in strategic planning and leadership discussions and will be expected to contribute an informed perspective on market conditions, customer needs, sales opportunities, and competitive positioning.

Compliance and Reporting

The Director will ensure that the sales organization operates in accordance with company policies, established procedures, and applicable industry requirements. The position will provide senior management with regular reporting regarding sales performance, forecasts, market conditions, customer activity, truck sales, and progress toward established objectives.

Qualifications and Experience

The successful candidate will have a bachelor's degree in Business Administration, Marketing, Sales, or a related field, along with significant progressive experience in sales leadership. Experience within the commercial truck, automotive, fleet, rental, transportation, or related industries is strongly preferred.

The ideal candidate will have a demonstrated history of leading sales teams, developing and executing sales strategies, growing revenue, managing budgets and forecasts, and building long-term relationships with customers and industry partners. Experience working with OEMs and commercial truck customers is highly desirable.

This position requires an accomplished leader who is equally comfortable developing long-term strategy and working directly with customers and sales leaders in the field. The Director must possess strong business judgment, excellent communication and negotiation skills, and the ability to analyze market and sales data and translate that information into effective business strategies.

Core Leadership Competencies

The successful candidate will demonstrate strong strategic planning and execution skills, exceptional leadership and team development capabilities, and a proven ability to build relationships at all levels of an organization. The individual should be highly customer-focused, commercially minded, and comfortable making decisions in a dynamic and competitive marketplace.

Strong written and verbal communication skills, sound financial and analytical judgment, effective problem-solving abilities, and a high level of accountability are essential. The Director should also demonstrate the ability to influence across departments, develop high-performing sales teams, and consistently translate strategy into measurable business results.