Head of Vocational Sales

Inside the Role

The Head of Vocational Sales leads all vocational revenue generated through the dealership network, owning strategy and execution across dealer sales performance, channel effectiveness, and customer acquisition/retention for vocational segments (e.g., construction, refuse, utilities, municipal, towing/recovery, landscaping, oil & gas, bulk/transport, and specialty applications). This leader partners closely with dealers, finance, marketing, product management, and aftersales to improve order intake, market share, profitability, and customer experience while ensuring strong commercial discipline and consistent execution across the network.

Posting Information

We provide a scheduled posting end date to assist our candidates with their application planning. While this date reflects our latest plans, it is subject to change, and postings may be extended or removed earlier than expected.

We Take Care of Our Team

Pay offered dependent on knowledge, skills, and experience 

Benefits include annual variable pay bonus program; company paid company vehicle with insurance and fuel card; 401k company contribution with company match up to 6% as well as non-elective company contribution of 3 - 7% depending on age; non-qualified deferred compensation plan with company contribution of 7% of variable pay;  starting at 4 weeks paid vacation; 13+ holidays per calendar year; Paid parental leave; employee assistance program; comprehensive health care plans and wellness programs; onsite fitness (at some locations); tuition assistance program; volunteer paid time off; short-term and long-term disability plans. 

What You Drive at DTNA

1) Dealer Network Sales Leadership

• Own vocational sales performance across the dealer channel: order intake, retail/wholesale performance, market share, margin, and customer retention.

• Establish and drive the dealer sales operating system (cadence, pipeline reviews, forecasting discipline, opportunity management).

• Set goals, standards, and accountability for vocational sales team in helping dealers in prospecting, quoting, closing, and lifecycle management.

2) Commercial Strategy & Segment Growth

• Define and execute a multi-year vocational go-to-market strategy by segment, geography, and customer type.

• Identify growth opportunities through segmentation, VOC feedback, competitive intelligence, and data-driven whitespace analysis.

• Build and manage annual plans to deliver volume, revenue, and profit targets.

3) Dealer Capability & Channel Development

• Improve dealer capability through training, playbooks, incentive programs, sales certification, and performance coaching.

• Strengthen dealer coverage models, including key account alignment, territory optimization, and lead management standards.

• Partner with Dealer Development/Network teams to influence dealer standards related to vocational specialization and required competencies.

4) Cross-Functional Leadership (Product, Pricing, Aftersales, Finance)

• Collaborate with Product Strategy and Engineering to translate customer needs into product and vocational application roadmaps.

• Partner with Pricing/Revenue teams to set pricing strategy, governance, discount structure, and margin guidelines.

• Align with Aftermarket to improve uptime value proposition, service offerings, and dealer execution for vocational customers.

• Collaborate with DTFS to improve conversion and develop solutions for vocational buyers (loans, insurance, etc.)

5) Upfit/Body Builder & Vocational Ecosystem Alignment

• Drive end-to-end commercial alignment across the vocational ecosystem (upfitters, body builders, equipment OEMs, specialty installers).

• Improve cycle time and customer experience for vocational configurations through standardized processes and escalation paths.

• Partner with operations/supply chain to support availability and reduce bottlenecks impacting dealer ability to sell and deliver.

6) Performance Management, Forecasting & Governance

• Own forecasting accuracy for vocational sales through the network, establishing leading indicators and pipeline health metrics.

• Implement KPI dashboards and business reviews with clear action plans and accountability.

• Ensure compliance with policies, ethical selling practices, and consistent commercial governance.

7) Team Leadership & Talent Development

• Build and lead a high-performing team; set expectations, develop leaders, and create succession bench strength.

• Recruit, develop, and retain top channel sales talent; reinforce a culture of coaching, accountability, and customer obsession.

Qualifications

• Bachelor’s degree required; MBA or advanced degree preferred.

• 12+ years progressive experience in sales leadership, with significant experience managing sales and market share penetration with dealer channels.

• Proven track record delivering results in a vocational, B2B, industrial, transportation, equipment, or complex manufacturing environment.

• Demonstrated capability leading multi-region teams and influencing cross-functional leaders.

• Strong commercial acumen: pricing, margin management, forecasting, and sales operating cadence.

• Willingness to travel extensively to dealers and key customers.

Where We Work

This position is open to applicants who can work in (or relocate to) the following location(s)- 

Fort Mill, SC US, Portland, OR US. Relocation assistance for this position is available when the selected candidate meets eligibility criteria.

Schedule Type:

Hybrid (4 days per week in-office / 1 day remote). This schedule builds our #OneTeamBestTeam culture, provides an unparalleled customer experience, and creates innovative solutions through in-person collaboration.

At Daimler Truck North America, we recognize our world is changing faster than ever before. By listening to the needs of today, we’re building to solve with cutting-edge solutions in sustainability and future driving technology across electric, hydrogen and autonomous. These solutions, backed by years of innovative success and achievement, continue DTNA’s legacy as the undisputed industry leader. Our evolving brand portfolio is second to none, including Freightliner Trucks, Western Star, Demand Detroit, Thomas Built Buses, Freightliner Custom Chassis, and Financial Services. Together, we work as one team towards our envisioned future – building a cleaner, safer and more efficient tomorrow for all.

That is what we are working toward - for all who keep the world moving.

U.S. Visa sponsorship available if you qualify under the following:

• Hold a valid existing Visa (L1A, L1B, L2, TN, H1B, H4 EAD, OPT EAD, CPT)
• Daimler Truck North America employees working under an existing U.S. Daimler Truck North America Visa
• Those eligible for a TN Visa (Canadian or Mexican National working in an Engineering, Accounting or Scientific Technologist capacity with an aligning degree)
• Those eligible for an L-1 (inter-company) Daimler Truck visa under the Corporate Blanket L-1 program would require at least one-year of qualifying experience in the last three years

Additional Information

• Final candidate must successfully complete a criminal background check
• Final candidate may be required to successfully complete a pre-employment drug screen
• Contractors, professional services, or other contingent workers should confirm with their local agency if they are eligible to apply for FTE positions
• EEO - Disabled/Veterans

Daimler Truck North America is committed to workforce inclusion and providing an environment where equal employment opportunities are available to all applicants and employees without regard to race, color, sex (including pregnancy), religion, national origin, age, marital status, family relationship, disability, sexual orientation, gender identity and expression (including transgender and transitioning status), genetic information, or veteran status.

For an accommodation or special assistance with applying for a posted position, please contact our Human Resources department at 503-745-8982 or toll free 800-206-3369. For TTY/TDD enabled call 503-745-2137 or toll free 866-355-6935.