Sr. Director, Truck Body Sales

About the Role

The Senior Director of Truck Body Sales serves as the chief executor of growth for the Truck Body business. This leader is responsible for building and leading a high-performance commercial organization focused on prospecting, market development, customer acquisition, revenue growth, margin improvement, and sales team effectiveness. The role will establish the commercial operating system, drive disciplined pipeline management, and expand market share through strategic account development and conquest selling.

Responsibilities

• Lead the Truck Body sales organization and establish a high-accountability, performance-driven culture
• Build and sustain a disciplined prospecting and market-development engine
• Drive new customer acquisition, conquest-account growth, and market-share expansion
• Own pipeline generation, opportunity management, sales forecasting, and revenue delivery
• Develop territory strategies and geographic growth plans
• Lead dealer development and channel execution strategies
• Manage strategic customer relationships and executive-level customer engagement
• Develop, coach, and retain top commercial talent
• Implement CRM discipline, sales operating rhythms, and performance scorecards
• Partner with Product & Market Strategy, Operations, Finance, Engineering, and Customer Service to deliver profitable growth
• Create a scalable commercial growth engine rather than simply manage existing business
• Build a culture centered on prospecting, customer acquisition, accountability, and execution
• Use data and analytics to drive decision-making and resource allocation
• Develop future sales leaders and strengthen organizational capability
• Represent Truck Body with customers, OEMs, dealers, and industry partners
• Other duties as assigned

Key Performance Indicators

• Revenue growth and bookings performance
• Pipeline value and pipeline coverage
• New customer acquisition
• Conquest-account wins
• Quote activity and quote conversion rates
• Forecast accuracy
• Market-share growth within targeted segments
• Sales productivity and team performance
• Growth in strategic customer segments

Qualifications

• Bachelor's degree in business, marketing, or related field
• 10+ years of progressive sales leadership experience with increasing levels of responsibility
• Experience building and leading high-performing commercial organizations
• Demonstrated success in prospecting leadership, market development, and customer acquisition
• Experience within manufacturing, transportation, commercial vehicle, industrial, fleet, or adjacent B2B industries
• Strong financial acumen including pricing, margin, profitability, and growth management
• Experience managing strategic accounts and executive-level customer relationships

Leadership Attributes

• Embrace Diversity and Inclusion — Solicit and respect the input of others, celebrate differences, and strive for transparency and inclusiveness
• Seek to Listen — Actively listen to reach the best solution and make the strongest decisions
• Always Learn — Strive to improve; do not quit or settle for the status quo
• Be Authentic — Demonstrate honesty, incredible energy, and grit in everything you do
• Win Together — Collaborate, seek alignment, and excel at cross-group communication to success as one team and One Wabash