Director of Outside Sales - HOLT Truck Centers

Job Summary:  

The Outside Sales Director is accountable for the following: guiding the sales team and management staff to achieve sales targets (parts and service), training team members and focusing on career development, lead other regional sales managers to achieve their territory goals. This role will also include travel to the total region of Holt Truck Centers. 

The incumbent in this position is expected to model the following practices daily: 1) Demonstrate alignment with the company's mission and core business values; 2) Collaborate with key internal/external resources; 3) Participate in ongoing self-development. 

Essential Functions: 

• Models, promotes, reinforces, and rewards the consistent use of HOLT’s Values Based Leadership (VBL) tools, models, and processes to ensure alignment with our Vision, Values, and Mission.
• Identifying Sales Goals- What are the goals for each individual sales team member? Does this align with the departmental goals at each local branch?
• Creating Sales Plans- OSD is responsible for mapping out a clear route to hitting each goal that is assigned. This task should incorporate different sales techniques and strategies to play to each salesman’s strengths and value proposition.   
• Provide Training- Training will be required for the sales staff to hit their goals. OSD is responsible to schedule vendor training for the sales staff and local customers (i.e. fleet nights). OSD is responsible for the career development of all sales staff and regional managers and should provide one-on-one mentoring to help pull team along. 
• Motivating Team- The OSD should create a dynamic and enthusiastic work environment to motivate their team and boost parts and service sales. They are responsible for creating work incentives that drive sales, maintaining a friendly yet competitive atmosphere, and implementing incentive programs that motivate the team while safeguarding profit margins.  
• Managing Accounts- OSD is responsible for assigning all accounts to each sales representative in each market with the assistance of the regional managers. It is up to the OSD with the help of the regional manager to keep an active watch over top accounts in each market and to step in and assist when it is needed.  
• Recruiting and Hiring- The OSD is best positioned to identify the right team members needed to achieve sales goals for their market. Helping assist the recruiting team with local knowledge and personnel is expected. 
• Works safely always and adheres to all applicable safety policies; complies with all company policies, procedures, and standards. 
• Performs other duties as assigned.  

Knowledge, Skills, and Abilities: 

• Exceptional customer service and relationship building skills; customer retention.
• Direct, coach and lead salespeople to increased revenues using the sales tools, techniques, and market information.
• Excellent oral and written communication skill.
• Knowledge of business accounting principles, budget preparation, and strong business acumen.
• Excellent formal presentation skills before both small and large groups.
• Exceptional organizational, time management, and multi-tasking skills.
• Driven and results oriented; business development, KPIs, and market expansion to meet corporate targets.
• Strong technical aptitude and understanding of equipment and industry.
• Ability to work with all levels of personnel within the organization and customer operations.
• Must be customer-sensitive and able to listen, understand and communicate professionally with all customers, both external and internal.
• Promote continuous improvement within the department.
• Maintain a high degree of product and technical knowledge.
• Must be a team player with a strong sense of commitment to the customer.
• Must be self-motivated and have good written and verbal communication skills.
• Must conduct oneself in a professional manner.
• Must be able to adjust to multiple demands and shifting priorities and be responsive and flexible to best serve the issue at hand.
• Must have the ability to accept and react to change and lead others in a similar positive direction.

Education and Experience: 

• Bachelor’s degree in Business, Accounting, Finance, or Marketing preferred.
• 5 years of experience in the medium/heavy-duty truck industry.  
• Experience managing sales teams and diverse product offerings preferred.
• At least 3 years of previous management experience preferred.

Travel:  

• Travel up to 40%, to include possible overnight stays. 

Physical Requirements: 

• This position involves extended periods in a stationary position; additionally, occasional movement inside the office to access office machinery, file cabinets, etc. 
• This role frequently communicates with others, must be able to exchange accurate information in these situations.
• This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
• Must be able to move objects, and use abdominal and lower back muscles to provide support over time without fatigue.
• Frequently moves materials or equipment weighing up to 30 pounds. 
• Constant movement and use of limbs; this position requires good manual dexterity, coordination, and stamina.
• Ascend/descend with gradual or continuous progress by oneself, using both hands and feet and climb up and down ladder.
• Be able to safely maneuver and work underneath equipment.
• Routinely reacts to visual, auditory, and other signals, including alarms and instructions, and is required to visually inspect work.
• Safety training required; PPE required in certain areas.

Work Environment: 

• This job is generally performed in a professional office environment.
• Occasionally works outdoors and may be exposed to weather extremes conditions that include inclement weather, heat, cold, and humidity.
• Noise level may be loud at times.
• On occasion time spent in confined spaces and high places. 
• Frequently works at fast pace with unscheduled interruptions.

Disclaimer: 

Please note that the above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the incumbents so classified. All incumbents may be required to perform duties outside of their normal responsibilities, as needed. 

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