Commercial Director of Retail Parts Sales & Operations

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.

• 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…