Commercial Director of Retail Parts Sales & Operations

Description

Job Overview

The Commercial Director of Retail Parts Sales & Operations provides strategic, commercial, and operational leadership for US Trailer Parts and other assigned standalone retail-parts facilities. This position is accountable for profitable sales growth, customer development, inventory performance, operational consistency, leadership effectiveness, and overall financial results across the retail-parts business.

The Director establishes sales and operating strategies, develops consistent processes, coaches location leaders and sales employees, and ensures each facility effectively serves its customers while achieving company expectations. This position serves as a senior representative of the organization with key customers, suppliers, and industry partners and works cross-functionally with executive leadership, Finance, Purchasing, Marketing, People Operations, and other operating divisions.

Responsibilities and Duties

• Provide overall leadership and direction for US Trailer Parts and other assigned standalone retail-parts facilities.
• Develop and execute annual business plans that support company growth, profitability, and customer-service objectives.
• Establish location-specific performance expectations based on market opportunity, historical results, staffing, and business needs.
• Evaluate business expansion opportunities, including new locations, product lines, customer segments, and strategic partnerships.
• Prepare recommendations and business cases for investments in staffing, equipment, inventory, facilities, and other operational needs.
• Provide executive leadership with timely and accurate updates regarding business performance, risks, opportunities, and decisions requiring executive support.
• Own divisional revenue, gross profit, operating expenses, and overall financial performance.
• Partner with Finance to review financial statements, receivables, credit requirements, pricing controls, and business risks.
• Analyze sales, inventory, expense, and operating results to identify the root causes of performance gaps.
• Ensure corrective actions are clearly defined, assigned, completed, and evaluated for effectiveness.
• Participate in pricing strategy and ensure discounts, customer programs, and other commercial decisions support established margin expectations.
• Develop and implement a consistent retail-parts sales strategy across assigned locations.
• Establish repeatable processes and expectations for prospecting, account development, customer follow-up, pipeline management, and sales forecasting.
• Coach location managers, outside sales representatives, counter sales employees, and other commercial employees on effective sales practices.
• Build and maintain relationships with large fleets, repair facilities, dealers, retail customers, and other strategic accounts.
• Serve as a senior customer contact and company representative in the marketplace.
• Identify opportunities to expand existing accounts through additional products, locations, services, and customer solutions.
• Support contract, program, and pricing discussions with strategic customers.
• Monitor customer retention, account growth, sales activity, product performance, and market penetration.
• Evaluate market trends, customer needs, competitor activity, and product demand to guide commercial decisions.
• Ensure sales commitments are clearly communicated and can be operationally executed.
• Partner with Marketing to strengthen brand visibility, lead generation, promotional activity, customer communication, and market-specific sales initiatives.
• Establish and maintain consistent operational standards, controls, documentation, systems, reports, and standard operating procedures across assigned locations.
• Ensure locations provide responsive, accurate, and professional customer service.
• Monitor order fulfillment, counter operations, warehouse processes, delivery performance, and the timely resolution of customer concerns.
• Partner with location leaders to improve workflow, productivity, staffing, scheduling, facility organization, and overall operating performance.
• Lead the implementation of new operational programs, systems, customer requirements, and business initiatives.
• Identify inefficiencies and implement improvements that simplify work, strengthen customer service, and reduce unnecessary costs.
• Partner with appropriate functional leaders to maintain compliance with safety, regulatory, financial, and company requirements.
• Partner with Purchasing and location leadership to align inventory levels with sales forecasts, customer demand, and supplier programs.
• Monitor inventory turns, fill rates, stockouts, aged inventory, obsolete inventory, and other inventory-performance measures.
• Establish accountability for cycle counts, inventory accuracy, receiving, transfers, returns, and physical inventory processes.
• Ensure location leaders investigate and address inventory discrepancies and process failures.
• Evaluate product-line performance and recommend additions, reductions, substitutions, or promotional strategies.
• Implement improvements that strengthen product availability and purchasing efficiency while controlling inventory investment and obsolescence.
• Coordinate with suppliers and internal partners regarding product availability, pricing, programs, and service concerns.
• Support consistent merchandising, product presentation, and promotional execution across assigned retail facilities.
• Lead, coach, and hold assigned location managers and commercial leaders accountable for business results.
• Establish clear expectations, priorities, decision-making authority, and performance measures.
• Conduct regular business and performance reviews using financial, sales, inventory, customer-service, and operational data.
• Develop leaders’ ability to analyze performance, identify root causes, make sound decisions, and follow through on commitments.
• Ensure location leaders consistently communicate expectations and promptly address employee performance or conduct concerns.
• Create development plans and succession strategies for key leadership and sales positions.
• Partner with People Operations on organizational and workforce planning, recruiting, onboarding, performance management, employee relations, leadership development, and succession planning.
• Promote collaboration among locations and encourage the sharing of effective practices.
• Build a culture of accountability, customer focus, continuous improvement, and profitable growth.
• Partner with Information Technology and Systems teams to improve reporting, system utilization, data accuracy, and operational visibility.
• Coordinate with other company divisions to identify cross-selling opportunities and provide customers with broader organizational solutions.
• Clarify responsibilities, decision-making authority, and communication expectations when work crosses functional or divisional boundaries.
• Maintain productive working relationships with Finance, Purchasing, Marketing, People Operations, and other corporate support functions to advance divisional objectives.
• Other duties as assigned by manager.

Skills and Qualifications

• Bachelor’s degree in business administration, sales, operations, supply chain, or a related field preferred.
• Seven or more years of progressively responsible experience in parts sales, retail operations, distribution, commercial leadership, or a related field.
• Three or more years of multi-location or senior leadership experience preferred.
• Experience in heavy-duty truck or trailer parts, commercial vehicle service, automotive aftermarket parts, fleet services, or a related industry strongly preferred.
• Demonstrated experience leading both sales growth and operational performance.
• Experience managing financial results, including revenue, gross profit, operating expenses, inventory, and profitability.
• Demonstrated ability to develop sales processes and coach sales employees and leaders.
• Experience managing large customer relationships and resolving complex commercial or service concerns.
• Working knowledge of inventory management, purchasing, warehouse operations, order fulfillment, and retail-parts processes.
• Proficiency with Microsoft Office and experience using enterprise resource planning, customer relationship management, inventory, and business-reporting systems.
• Ability to travel regularly to assigned locations, customer sites, supplier meetings, and industry events.

Physical Requirements

• Ability to remain in a stationary position for extended periods while completing administrative work, reviewing reports, or participating in meetings.
• Ability to move throughout retail, warehouse, and distribution environments.
• Ability to communicate effectively in person, by telephone, and through electronic communication.
• Ability to operate a computer and other standard office equipment.
• Ability to travel by vehicle or air, including occasional overnight travel.
• Ability to safely enter operational areas where moving vehicles, equipment, parts, noise, and varying temperatures may be present.
• Ability to occasionally lift or move items weighing up to 25 pounds.