Contact H&A for Details

Position Details & Responsibilities

Our client is seeking an experienced and results-driven Vice President of Sales based in California to lead the continued growth of a well-established, multi-state semi-trailer dealership. This executive leadership role is responsible for developing and executing the company’s sales strategy while driving profitable revenue growth across multiple markets. The organization has a strong foundation and is positioned for continued geographic expansion, creating an exciting opportunity for a strategic sales leader to make a significant impact.

The Vice President of Sales will provide leadership to a multi-state sales organization, develop high-performing sales professionals, strengthen relationships with key customers and OEM manufacturing partners, and work closely with the executive leadership team to execute long-term growth initiatives.

This is a hands-on leadership position. While overseeing the sales organization, the Vice President will also maintain select strategic customer relationships and actively participate in high-value sales opportunities.

Key Responsibilities:

• Develop and execute the company’s overall sales strategy to achieve profitable revenue and market share growth.
• Lead, mentor, coach, and develop a high-performing multi-state sales organization.
• Recruit, retain, and develop top sales talent while fostering a culture of accountability and performance.
• Personally manage key strategic accounts and participate in major fleet sales opportunities.
• Build and maintain executive-level relationships with customers, national fleets, leasing companies, and transportation organizations.
• Collaborate closely with OEM manufacturers and supplier partners to strengthen relationships and maximize sales opportunities.
• Establish sales objectives, performance metrics, forecasting, and reporting processes.
• Ensure effective management of territory assignments, lead distribution, customer accounts, and inventory allocation across multiple markets.
• Adapt pricing and sales strategies to align with regional market conditions and competitive landscapes.
• Partner with operations, finance, service, and executive leadership to ensure alignment on company objectives.
• Identify opportunities for expansion into new geographic markets and support acquisition and growth initiatives.
• Utilize CRM tools and sales analytics to improve pipeline visibility, forecasting accuracy, and overall sales effectiveness.
• Travel regularly throughout the dealership’s operating territory to support customers, sales teams, and strategic initiatives.

For more information on this position, please contact Kingston Wynn at Herk & Associates:

KingstonW@herkandassociates.com 

Qualifications

• 10+ years of experience within the commercial trailer, heavy-duty truck, transportation equipment, or related industry.
• Minimum of 5 years in sales leadership or executive sales management.
• Demonstrated success leading multi-location or multi-state sales organizations.
• Proven track record of driving profitable revenue growth.
• Experience recruiting, coaching, and developing high-performing sales teams.
• Strong history of closing large, complex fleet and national account transactions.
• Experience working directly with OEM manufacturers and supplier partners.
• Strong understanding of regional pricing strategies and competitive market dynamics.
• Experience managing sales territories, account assignments, lead distribution, and inventory allocation.
• Proficiency using CRM systems to manage pipelines, forecasting, and sales performance.
• Excellent executive communication, negotiation, and relationship-building skills.
• Willingness and ability to travel throughout the assigned territory on a regular basis.