Outside Parts Sales Manager at Coast Counties Truck & Equipment Company

About the role

The Outside Parts Sales Manager is responsible for developing and executing strategies to grow parts revenue, market share, and customer engagement for a Peterbilt heavy truck dealership. This role provides leadership over parts sales initiatives, marketing programs, pricing strategies, and customer retention efforts while ensuring alignment with Peterbilt and PACCAR standards. The Outside Parts Sales Manager collaborates with Parts Operations, Service, Sales, and Executive leadership in both union and non-union environments. The manager serves as a coach, mentor, and strategic leader for the sales team while supporting company goals and operational excellence.

Salary Range: $150,000 - $220,000 Based on experience (OTE - Base + Commission)

Essential Duties

• Develop and execute parts sales and marketing strategies to increase revenue, gross margin, and market penetration across retail, wholesale, fleet, and e-commerce channels.

• Lead and support parts sales personnel, account managers, and marketing functions in union and non-union environments, ensuring compliance with labor agreements and company policies where applicable.

• Design and manage customer-focused programs including fleet initiatives, competitive conquest strategies, loyalty programs, and promotional campaigns.

• Establish pricing, discounting, and margin strategies consistent with dealership objectives and PACCAR Parts guidelines.

• Analyze market trends, customer buying patterns, and competitive activity to identify growth opportunities.

• Collaborate with Parts Operations to align inventory strategies with sales and marketing initiatives.

• Ensure compliance with Peterbilt and PACCAR Parts marketing standards, branding requirements, and reporting programs.

• Manage parts sales forecasts, budgets, and performance metrics; present results and recommendations to executive management.

• Oversee and assist with digital and traditional marketing efforts, including online parts platforms, CRM campaigns, advertising, and customer communications.

• Develop and maintain strong relationships with key fleet, wholesale, and national account customers.

• Lead continuous improvement initiatives focused on sales effectiveness, customer experience, and market growth.

• Daily travel is required

Qualifications

• Minimum of 5-7 years of progressive experience in parts sales, marketing, or business development within a Peterbilt, heavy truck, or related equipment dealership.

• Demonstrated leadership experience managing sales or marketing teams in union and/or non-union environments.

• Strong knowledge of Peterbilt and PACCAR Parts programs, pricing structures, and market strategies.

• Bachelor's degree in marketing, business, or a related field preferred; equivalent experience will be considered.

• Valid driver's license with an acceptable driving record.

Skills and Competencies

• Strong leadership, coaching, and team-development skills.

• Excellent verbal, written, and presentation communication abilities.

• Customer-focused with strong relationship-building and negotiation skills.

• Financial and analytical skills, including pricing analysis, forecasting, and performance measurement.

• Ability to interpret parts catalogs, technical information, and OEM program documentation.

• Strong organizational, planning, and time-management skills.

• Proficiency with dealership management systems (DMS), CRM platforms, PACCAR systems, and Microsoft Office Suite.

• Strategic thinking with strong problem-solving and decision-making abilities.

• Ability to work effectively within collective bargaining agreements and company policies.

Working Conditions

• Primary work is performed in an office and dealership environment.

• Regular interaction with parts, service, sales, and warehouse operations.

• Occasional exposure to warehouse or shop environments, including noise and varying temperatures.

• Periodic travel to customer locations, trade shows, and Peterbilt or PACCAR meetings and training events.

• Occasional evening or weekend work may be required to support customer needs or marketing initiatives.

Cognitive and Physical Demands

• Ability to develop, communicate, and execute sales and marketing strategies.

• Capable of analyzing sales data, market trends, and customer performance metrics to make informed decisions.

• Ability to read and interpret pricing reports, marketing analytics, parts documentation, labor agreements, and OEM communications.

• Effective verbal and written communication skills for meetings, presentations, and customer correspondence.

• Frequent sitting, standing, and walking throughout the workday.

• Occasional lifting, moving, or carrying of materials (generally up to 25 lbs.).

• Ability to use standard office equipment, including computer, phone, and copier.

• Visual and auditory ability to interact with staff, customers, and digital sales platforms.

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