Director of Used Heavy-Duty Truck Sales

Position Summary: The Director of Used Heavy-Duty Truck Sales will oversee all aspects of used heavy-duty truck operations, including inventory acquisition, appraisals, pricing, reconditioning, inventory management, and sales team performance. This individual will play a key role in developing and executing strategies that increase sales, improve inventory turnover, protect margins, and strengthen our position in the commercial truck market. The ideal candidate has a strong background in heavy-duty truck sales and used truck management, excellent market knowledge, proven leadership abilities, and a track record of delivering measurable financial results.

Key Responsibilities: Inventory Acquisition: Develop and maintain relationships with customers, fleets, trade-in sources, auctions, and industry contacts to acquire quality used heavy-duty trucks. Truck Appraisals and Valuations: Evaluate truck condition, specifications, mileage, maintenance history, and market demand to establish accurate acquisition values. Pricing and Profitability: Establish competitive retail pricing and acquisition strategies that maximize gross profit while maintaining market competitiveness. Reconditioning Management: Oversee reconditioning decisions, budgets, and timelines to ensure investments support expected resale values and profitability. Inventory Management: Monitor inventory levels, aging, days in stock, floor plan expenses, and inventory turns to optimize cash flow and return on investment. Sales Leadership: Lead, coach, and develop used truck sales personnel across multiple dealership locations, establishing clear goals and performance expectations. Market Analysis: Monitor industry trends, wholesale and retail values, competitor activity, and customer demand to identify new opportunities. Performance Reporting: Track key performance indicators, including sales volume, gross profit, inventory turnover, acquisition costs, and aged inventory. Operational Consistency: Establish standardized processes for appraisals, purchasing, pricing, merchandising, and inventory management across all locations. Customer and Industry Relationships: Build lasting relationships with fleet operators, owner-operators, commercial customers, and industry partners. Strategic Growth: Identify opportunities to expand inventory sources, improve sales performance, increase market share, and strengthen overall departmental profitability.

What We're Looking For: We are looking for a hands-on leader who understands that success in used heavy-duty truck sales starts with buying the right trucks at the right price and continues through effective reconditioning, strategic pricing, and disciplined inventory management. The ideal candidate is entrepreneurial, accountable, commercially minded, and motivated by building a profitable operation. They can balance short-term sales objectives with long-term inventory strategy while developing a high-performing team.

Why Join: Valley Freightliner, Western Star Trucks of Cleveland? Opportunity to lead and grow a key dealership business segment. Work with established commercial truck brands and a professional dealership team. Make a direct impact on inventory strategy, sales performance, and profitability. Opportunity to build strong relationships throughout the heavy-duty trucking industry. Competitive compensation package based on experience and qualifications.

Compensation: Competitive compensation commensurate with experience, with an opportunity for performance-based incentives tied to business results.

Qualifications: Demonstrated management experience in used heavy-duty truck sales, commercial truck dealerships, or a related trucking industry role. Strong knowledge of heavy-duty trucks, including Freightliner, Western Star, and other major commercial truck brands. Proven experience in truck sourcing, appraisals, purchasing, pricing, and inventory management. Understanding of used truck market values, reconditioning costs, gross profit margins, and inventory financing or floor plan expenses. Experience leading and developing sales teams, preferably across multiple locations. Strong financial and analytical skills, with the ability to evaluate performance and make sound business decisions. Excellent negotiation, communication, organizational, and relationship-building skills. Ability to work in a fast-paced, performance-driven dealership environment. Proficiency with dealership management systems, inventory tools, and Microsoft Office or comparable business software is preferred.