Heavy Truck Sales Specialist

Reports To: Truck Sales Director

Job Summary:

The Truck Sales Representative is responsible for selling new and used commercial trucks to owner-operators, fleet customers, and businesses. This role involves prospecting, building customer relationships, and achieving sales goals while providing excellent customer service. The Truck Sales Representative must have strong product knowledge, sales skills, and the ability to tailor solutions to meet customer needs.

Key Responsibilities:

Sales & Customer Acquisition:

• Identify and engage new customers and fleet accounts to grow sales.

• Develop and maintain long-term relationships with existing clients.

• Conduct cold calls, in-person visits, and follow-ups to generate leads.

• Present and demonstrate truck features, benefits, and financing options.

• Negotiate pricing, trade-ins, and financing/leasing packages.

Product Knowledge & Consultation:

• Stay informed about new and used truck models, specifications, and industry trends.

• Advise customers on vehicle selection, configurations, and upfit options.

• Work with service and parts departments to provide complete fleet solutions.

Sales Process & Documentation:

• Manage the full sales process, from inquiry to closing the deal.

• Accurately complete all paperwork, contracts, and financing agreements.

• Ensure compliance with OEM policies, dealership procedures, and state regulations.

Marketing & Business Development:

• Participate in networking events, trade shows, and dealership promotions.

• Work with the marketing team to develop customer outreach campaigns.

• Maintain an active CRM database to track leads and follow-up actions.

Qualifications

• Proven experience in sales, preferably in commercial trucking, transportation, or related industries

• Strong communication and relationship-building skills with customers and internal teams

• Self-motivated with the ability to manage time, territory, and priorities effectively

• Proficient with CRM software and Microsoft Office (Word, Excel, Outlook)

• Valid driver’s license and clean driving record

• Professional appearance and demeanor representing White’s International Trucks brand values

• Strong negotiation and closing skills with an emphasis on customer satisfaction

• Ability to work independently and as part of a team in a fast-paced, goal-driven environment

Benefits

At White’s International Trucks, we’re proud to invest in our people and fuel your future. Our comprehensive benefits package includes:

• Medical, Dental, and Vision Insurance (multiple plan options available)

• Health Savings Account (HSA) with company contribution

• Flexible Spending Account (FSA) options

• 401(k) with Company Match – 50% match up to 6% of contributions

• Company-Paid Basic Life Insurance with AD&D coverage

• Short- and Long-Term Disability plans available for purchase

• Optional Supplemental Insurance Plans (Critical Illness, Accident, Hospital Indemnity, and additional Life Insurance)

• Paid Time Off and Holidays – generous vacation policy, paid sick leave, and seven paid holidays

• Expense card and/or mileage reimbursement or vehicle allowance (depending on role, region and availability)

• 401(k) loans available and immediate vesting on employee contributions

• Employee support resources and a culture focused on teamwork, integrity, and growth