Director, Regional Parts Sales - West

What you will do

Role Overview

The Director, Regional Parts Sales, is accountable for achieving Mack and Volvo parts sales financial objectives within the assigned region. This leader guides the performance of the regional sales team and coaches District Parts Managers as they develop and execute sales plans with assigned dealer groups.

The role focuses on wholesale and retail growth strategies, with a strong emphasis on strengthening dealer relationships, improving sales execution, and helping the team become a strategic resource for short- and long-term sales objectives.

The Director typically spends three days per week in the field, supporting the team as they pursue the largest opportunities with key dealer decision makers. This includes coaching District Parts Managers on how to engage Dealer Principals, C-suite leaders, and other decision makers in ways that advance regional sales targets.

Location Requirement

This position must be based in, or the selected candidate must be willing to relocate to, one of the following markets: Dallas TX, Portland OR, Los Angeles California, Oklahoma City, OK, Salt Lake City Utah, Northwest Arkansas.

Key Responsibilities

• Achieve annual incremental growth targets for Mack and Volvo Trucks through strong team leadership.
• Build a high-performing sales team that develops trusted-advisor relationships with Dealer Principals and other C-suite leaders.
• Strengthen relationships across key dealerships, including Dealer Principals and leaders in Parts, Service, Sales, and Leasing.
• Coach District Parts Managers in the field to improve sales acumen, execution, and results with key dealers and customers.
• Use the IMPAX sales process and Salesforce to manage baseline expectations, including sales pipeline discipline, daily call reports, and face-to-face dealer meetings.
• Manage team travel expectations through a forward-looking travel calendar aligned to productive dealer visits and related expenses.
• Ensure the team focuses time and effort on high-gain activities with the largest dealers and true decision makers.
• Develop a deep understanding of the region, including major markets, key dealers, high-yield customers, conquest customers, primary competitors, current market share, and future growth expectations.
• Partner cross-functionally with Mack and Volvo peers to support corporate objectives related to market share, operating income, cash flow, and parts and service solution sales.
• Respond quickly to changing market conditions and implement corrective actions when needed to achieve targets.
• Develop the sales team’s ability to sell the bundled value of doing business with Mack and Volvo, including e-commerce through Parts ASIST, prospecting tools through MAPP, and financing through Fleet Preferred.
• Promote a growth mindset, diversity, and career development within the team.
• Resolve dealer and fleet issues to the best possible outcome.

Who are you?

We are looking for a leader who thinks big, builds strong relationships, and creates an environment where teams can grow and deliver results.

Critical Competencies

• Customer focus and a strong growth mindset.
• Technology orientation, particularly with sales and marketing automation tools.
• Sales management expertise and the ability to lead through a defined sales process.
• Strong communication, networking, and influencing skills, especially with C-suite customer executives
• Proven team leadership, including effective team building and facilitation of strategic discussions.
• Strong planning, organization, ownership, and accountability.
• Managerial courage, integrity, trust, and a high degree of business ethics.
• Creativity and the ability to think beyond traditional approaches.
• Negotiation skills and the ability to influence outcomes.
• Drive to improve, take initiative, and get things done.
• Commitment to self-development and continuous learning.
• Technical and functional expertise relevant to the role.

Education and Training

• Bachelor’s degree in Business, Finance, or a related field.

Preferred Experience and Knowledge

• 5+ years of experience in the commercial vehicles industry or a related business.
• Previous experience in sales, marketing, and brand management preferred.
• Proven experience managing a field sales team and delivering results.
• 2+ years of experience leading a sales team using a defined sales process and driving CRM adoption.

Travel Requirement

• Ability to travel extensively, approximately 70% of the time or 2–3 days per week, to meet with customers and dealers and coach District Parts Managers in sales leadership.

Ready for the next move?