Managing Director, Sales - West/Southwest Region

About the role

The Managing Director of Sales is responsible for leading and developing a team of Directors of Sales within an assigned region or business area. This role drives sales performance through leaders, translates regional strategy into district and market-level execution plans, strengthens dealer relationships, improves market results, and supports P&L performance across assigned districts.

Responsibilities

• Translate regional strategy into district-level priorities, market plans, and clear execution expectations for Directors of Sales.
• Partner with the Regional Vice President of Sales to shape market-level strategies based on field insights, dealer performance, competitive dynamics, and business trends.
• Identify strategic opportunities and risks within assigned districts, including priority markets, underperforming markets, high-growth opportunities, and resource needs.
• Ensure Directors of Sales are building and executing market plans that align with regional priorities, company objectives, and P&L expectations.
• Use data, dealer insights, and market intelligence to recommend adjustments to strategy, resource allocation, field focus, and execution priorities.
• Provide clear feedback to the Regional Vice President of Sales on what is working, where execution is challenged, and where strategic adjustments may be needed.
• Lead assigned Directors of Sales to achieve business objectives, sales goals, dealer engagement expectations, market performance targets, and P&L-related outcomes.
• Evaluate performance, identify trends, and drive action using data, reporting, market insights, and field observations.
• Ensure consistent execution of sales plays, dealer strategies, company initiatives, and go-to-market priorities.
• Maintain P&L performance across assigned districts by driving sales results, market growth, dealer performance, and disciplined expense management.
• Support P&L performance across assigned districts by driving sales results, market growth, dealer performance, and disciplined expense management.
• Support P&L performance across assigned districts by driving sales results, market growth, dealer performance, and disciplined expense management.
• Support P&L performance across assigned districts by driving sales results, market growth, dealer performance, and disciplined expense management.
• Own performance execution across assigned districts by ensuring Directors of Sales understand performance expectations, actively manage results, address gaps, and deliver against business objectives.
• Establish and maintain a disciplined operating rhythm with Directors of Sales, including business reviews, market reviews, coaching conversations, and performance check-ins.
• Set clear expectations for business results, leadership behaviors, execution standards, financial discipline, and team effectiveness.
• Ensure Directors of Sales are actively coaching their teams, reinforcing expectations, and addressing performance gaps in a timely and effective manner.
• Evaluate performance, identify trends, and guide coaching decisions using facts, data, and documented observations.
• Hold leaders accountable for outcomes, execution, leadership behaviors, and alignment with company priorities.
• Partner with the Regional Vice President of Sales and cross-functional partners to address talent needs, organizational changes, performance matters, and business priorities.
• Reinforce consistent leadership standards and ensure decisions are aligned with company values, policies, and business needs.
• Partner with Sales Enablement, Marketing, Product, People, Finance, Sales Operations, and other departments to support sales execution and company priorities.
• Communicate clearly and effectively, helping Directors of Sales and teams understand the reason for change, expected outcomes, and their role in execution.
• Provide feedback from the field to improve programs, processes, technology, reporting, and overall sales effectiveness.
• Balance short-term performance needs with long-term business strategy, leadership development, and organizational health.
• Maintain the Right Number of team members needed to build an effective team.
• Represent the company professionally in the field and serve as a senior sales leader with dealers, team members, and internal partners.
• Escalate key market opportunities, risks, financial impacts, and business insights to the Regional Vice President of Sales.

Requirements

• Bachelor’s degree or equivalent relevant experience, with 8 or more years of progressive experience in sales leadership, field leadership, business development, financial services, or complex relationship management.
• Proven track record of driving business results and P&L-related outcomes through leaders and teams.
• Demonstrated ability to coach, develop, and hold leaders accountable for performance, execution, leadership behaviors, financial discipline, and team effectiveness.
• Strong understanding of sales execution, market performance, dealer development, field leadership, and financial drivers of business performance.
• Ability to use data, reporting, financial insights, and business metrics to identify trends, evaluate performance, and drive action.
• Strong communication, influence, decision-making, and change leadership skills.
• Proven ability to lead in a fast-paced, evolving business environment.
• Demonstrated leadership presence in team meetings, field interactions, dealer conversations, and cross-functional partnerships.
• Ability to build trust, strengthen engagement, and create a high-accountability culture.
• Ability to travel 50% to 75% based on business needs within the West and Southwest Regions.

Preferred

• Prior experience as a strong-performing Director of Sales or equivalent sales leadership role.
• Experience leading multiple sales teams, districts, or field-based markets.
• Background in automotive finance, dealer relations, financial services, or related industry.
• Experience supporting organizational change, sales transformation, or go-to-market execution.
• Experience developing leaders for future advancement opportunities.
• Experience managing or influencing P&L performance, financial planning, expense management, or business performance reviews.

Targeted Compensation

$200,000 + Commission