Director, Parts Sales

Role Overview

• Play a leadership role in creating a culture of performance and success, with ongoing business and goal achievement.
• Own and exceed sales targets for personal and team quotas.
• Set and communicate the strategy, priorities, and success measures for Parts Sales, adjusting direction based on the market trends, customer needs, and competitive dynamics.
• Develop regular action plans with direct reports to improve sales performance.
• Provides direct support as needed to sales staff through participation in sales calls or other related activities.
• Coach sales staff to enhance their effectiveness, holds them accountable for results.
• Negotiate deals directly and close deals as required.
• Coordinate with Cox Fleet Sales Executives to align sales efforts with operations and revenue realization plans.
• Collaborate with cross-functional partners and operations, in particular Trailer Sales and Service, during new account launches, pilots and campaigns.
• Recruits, hires, and develops sales team.
• Build a strong leadership bench by developing managers, identifying succession needs and ensuring readiness for future growth.
• Implement and utilize CRM tool daily to monitor sales results and ensures Parts Sales representatives are compliant in its usage and using the tool effectively.
• Accountable for delivering profitable growth by balancing revenue expansion, pricing, discipline, cost awareness, and resource allocation decisions.
• Partner with Finance on forecasting and performance analysis.
• Manage the sales teams, operations, and resources to deliver profitable growth.
• Assess current sales methodologies, team structure, and propose/implement necessary adjustments to optimize performance.
• Oversee the development of infrastructure and initiatives needed to facilitate aggressive growth and internal collaboration.
• Lead operational and strategic efforts to increase the solution’s customer base, customer loyalty, revenue per customer and top-line financial growth for the business.
• Communicate clear vision for Parts Sales, aligning teams around priorities and connecting daily work to Cox Fleet’s broader strategy and customer value proposition.
• Ability to lead and build an environment based on strategic selling.
• Ability to prepare reports and use appropriate modes of communication.
• Must be proficient at analyzing data, building reporting, and making strategic recommendations based on data and trends.
• Ability to manage multiple projects and work to tight deadlines.
• Proven success working in a fast-paced, high-growth environment.
• Keen business sense, with the ability to find creative business-oriented solutions to problems.
• Ability to build and execute territory plans.
• Ability to identify and solve client issues strategically.
• Perform any other duties assigned.

Requirements

• BA/BS degree required and 10 years of related experience; or equivalent combination such as MS degree and 8 years of experience, Ph.D. and 5 years of experience, or 14 years of experience in lieu of a degree.
• 5+ years of experience in a leadership role.
• Previous experience as a field sales executive, sales manager, or sales director.
• Proficient with Salesforce and Microsoft Office.
• Excellent verbal presentation and written communications skills.
• Negotiation, Pre-Call Sales Planning, creativity, and problem solving.
• Requires physical ability and mental acuity to execute the duties of the position successfully within required time frames to meet business requirements.
• Client Relationship Skills.
• Coaching Prospecting Skills.
• Working knowledge of sales and marketing techniques and best practices.
• Skills in communication, customer service, and relationship building.

Benefits

• The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company’s needs, and its obligations.
• Seven paid holidays throughout the calendar year.
• Up to 160 hours of paid wellness annually for their own wellness or that of family members.
• Additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.
• Health care insurance (medical, dental, vision).
• Retirement planning (401(k)).