Regional Sales Manager

THE ROLE

At Great Dane, we rely on makers and we’re calling on them to join our expanding team, the time has never been better to Embrace Your Great and work in an environment with the highest safety standards in the industry.  

The Position: The Regional Sales Manager, Retail Channel drives retail trailer and truck body sales across an assigned portfolio of Great Dane dealers and markets. This role supports small, medium, and large regional fleets, as defined by Great Dane’s customer segmentation model. Our Direct Sales Channel will support larger National, Strategic, and Leasing accounts. The Retail Sales Channel partners with Great Dane dealers to drive demand, grow market share, and win customers in the retail fleet segments. Dealers maintain primary ownership of customer relationships, opportunity pipelines, and transactions, while Great Dane provides strategic sales leadership, market development, and execution support. This role supports opportunity development, pipeline visibility, forecast accuracy, and market growth while collaborating cross-functionally to execute Great Dane’s retail sales strategy.

WHAT YOU’LL DO

Revenue, Market Share & Forecasting

• Drive regional retail sales growth across all product categories.
  • Support achievement of regional sales, revenue, and market share objectives.
  • Maintain accurate monthly, quarterly, and annual forecasts via available sales planning tools.
  • Support order intake, backlog growth, and retail market expansion.
  • Identify risks and opportunities and support recovery or acceleration plans.
  • Communicate regional performance, trends, and outlook to senior leadership.

Dealer Performance & Execution

• Manage performance of assigned dealers against sales and growth expectations.
  • Conduct regular dealer business reviews and support action planning.
  • Identify underperforming dealers and support improvement initiatives.
  • Support onboarding and ramp-up of new dealers.
  • Execute dealer initiatives developed by the Dealer Development team.
  • Support adherence to Great Dane dealer standards and programs.
  • Provide structured feedback on dealer performance and market conditions.

Dealer Business Planning & Pipeline Development

• Develop and execute annual Dealer Business Plans.
  • Encourage active prospecting and pipeline development across assigned dealers.
  • Support coordination for major fleet opportunities.
  • Analyze market trends, competitive activity, and dealer performance.
  • Identify market coverage gaps and provide feedback to Dealer Development.
  • Support coordinated coverage in markets with overlapping dealer presence.

Retail Market Growth & Dealer Enablement

• Ensure dealers have current product, pricing, and program information.
  • Support dealer onboarding and annual planning processes.
  • Provide product expertise and application guidance during customer engagements.
  • Collaborate with Marketing on regional campaigns and lead generation.
  • Represent Great Dane at trade shows and industry events.

Used Equipment & Trade Cycle Engagement

• Encourage dealer engagement in used trailer and trade-in opportunities.
  • Promote lifecycle selling across new and used equipment.
  • Identify opportunities where trade acceptance can help win new trailer business.
  • Provide feedback on opportunities to improve used trailer processes and future programs.
  • Support opportunities where used equipment improves overall deal profitability.

Cross-Functional Collaboration

• Partner with Aftermarket to support parts and service growth through dealers.
  • Coordinate with Finance on dealer health and inventory strategy.
  • Work with Operations on supply alignment and order execution.
  • Escalate and help resolve dealer or customer issues impacting growth.
  • Collaborate with Dealer Development team to support network initiatives.
• Other duties as assigned.

Your skills and abilities (required qualifications)

• Education: Bachelor’s degree.
• Experience: 10+ years of experience in sales management, preferably in a dealer environment.
  • Leadership Roles: Proven track record in managing dealer networks and driving regional sales growth.
• Skills: Ability to link strategies to financial plans and effectively manage budgets.
  • Strong problem-solving and analytical skills.
  • Strong business acumen, high level of confidence, dynamic and engaging presence.
  • Knowledge of business development, CRM, Dealer software for use across multiple sales channels.
  • Willingness to travel as required.
• Travel: Up to 50%; maintain consistent dealer visit schedule and attend and participate in local and national trade shows.

PHYSICAL/MENTAL REQUIREMENTS:

• Office and plant environment.
• Keyboarding, lifting, standing, bending, walking.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

ABOUT GREAT DANE

With a history dating back to 1900, Great Dane has established itself as a transportation solutions leader of today – delivering innovative products and exceptional services that help our customers and employees succeed. We not only engineer durable and high-quality trailers and truck bodies; we foster relationships that last a lifetime.

WHY WORK FOR US?

Great Dane is a leading manufacturer of dry-freight vans, refrigerated trailers, and flatbeds with 10 manufacturing facilities and 20 service centers throughout the United States. With a legacy like ours comes a dedication to the hard-working individuals that make Great Dane what it is today. Our jobs are waiting to be filled by driven, challenge-focused & enthusiastic people like you.

Our culture is comprised of “Champions” and offers a rewarding workplace rooted in core values of safety, leadership, integrity, quality, and passion. Every employee has opportunities to learn, grow, succeed and be engaged in a collaborative environment.

BENEFITS OVERVIEW

• Competitive compensation
• Benefits, including but not limited to dental, vision, and medical with employer contributions
• Retirement programs, including a Pension Plan and 401(k) Plan with employer match
• Tuition Reimbursement
• Paid holidays and vacation
• And more!

Great Dane is an Equal Opportunity Employer