Vice President, Trailer Sales - TEC Equipment, Inc.

Headquartered in Portland, Oregon, TEC has 30+ locations from Seattle to San Diego to the Midwest, serving thousands of customers across Washington, Oregon, California, Nevada, Arizona, Nebraska, Iowa and South Dakota.

TEC Equipment features Mack and Volvo heavy-duty trucks, Hino and Isuzu medium duty trucks, Wabash trailers and Cottrell auto transport trailers. We offer a large and desirable inventory of new Mack and Volvo heavy-duty trucks and all makes of used trucks. Our full-service line-up also features quality parts, state-of-the-art service, collision centers and fuel, leasing/rental, financing, and insurance. Our locations are authorized service centers for Mack, Volvo, Cummins, Meritor, Eaton and Fuller warranties. TEC truly offers the convenience of one-stop shopping for all trucking-related needs.

The Vice President of Trailer Sales is responsible for providing strategy and leadership over TEC’s company-wide Trailer business.

Key areas of responsibility include:

1. Primary relationship manager and TEC point of contact for all Trailer OEM’s (Wabash, MAC, et all)
2. Optimizing the entire market Revenue (Volume, Price and Mix) opportunity
3. Optimizing Trailer Department Net Profit
4. Optimizing our selling management and sales people
5. Providing leadership and strategy for company-wide trailer inventory management
6. Partner with other TEC revenue streams (New Trucks, Leasing, Parts, Service, Finance, etc.) to optimize cross-selling
7. Gatekeeper and facilitator of company-wide best practices

The Vice President of Trailers is member of the Corporate Executive team and a fully functional advanced professional with extensive knowledge of trailer products, the trailer industry, and supply chain and logistics.

This person must build and maintain strong working relationships with Corporate peers, regional Directors/VPs, branch General Managers, and Trailer Sales Managers.

This person also conducts self and makes decisions in alignment with TEC Vision, Mission, and Values at all times.

Value Proposition

• Provide Value Proposition Thought Leadership for all current and future new truck products (Dry van, Reefer, Vocational, etc.). Establish a clear understanding of customer problems and TEC provided equipment and related service solutions to those problems.
• Partner with Corporate Retail Finance Director and branch operations to optimize Retail Finance penetration with Trailer customers.
• Work with branch operations to identify, build relationships with and support key company-wide accounts like Albertsons/Safeway, Market Express, etc.
• Have robust, ongoing process to identify all customer opportunities and segment those customers into meaningful sub-groups (Large fleet, customer language spoken, vocation, municipality, geographic location, etc.). Determine total market, TEC current market share and desired market share.

Key Resources

• Commit to strong, mutually beneficial relationships with largest OEM’s (Wabash and MAC). Represent TEC as primary relationship manager and point of contact. Develop deep, effective relationships with key Tier 1 OEM representatives. Make sure TEC has appropriate participation and influence in Dealer Councils or other decision making bodies.
• Commit to strong, mutually beneficial relationships with secondary OEM’s like Thermo-King.
• Make sure that TEC has an appropriate presence, level of participation and influence with key industry organizations like NADA, ACT, California Trucking Association and California Air Resources Board (CARB).
• Develop and maintain strong, functional relationships with other Large dealer groups (Example 1, Example 2, Example 3, etc.). Partner with large dealer groups when appropriate to constructive communicate and influence OEM activity.
• Work with CFO to establish an appropriate allocation of flooring lines by region and branch. Work with region Sales Managers to optimize inventory turns through effective stock ordering strategy and overage policy.
• Partner with IT and other internal/external resources to make sure technology is effectively leveraged (CDK, CRM, OEM Dealer Portals, Communication tools, etc.).
• Ensure that branch Sales Management have the right motivation, clear performance expectations and the management tools to do their jobs at the highest level. Continuously look for opportunities to invest in the development and overall success of sales managers.
• Work with Sales Managers to assess the strengths and development needs of sales people. Assess appropriate fit with customer segments and specific customers. Make sure we have the right sales people on the right sales opportunities.
• Commit to strong, mutually beneficial relationships with Corporate Peers, Regional Directors/VPs, and branch management/sales staff. Leverage TEC Corporate resources (Legal, Accounting, Parts, Leasing, IT, HR, and Marketing) as appropriate.

Profit Model

• Seek to grow revenue by optimizing all three major components to sales: Volume, Mix and Price are all ways to grow revenue and each must be individually optimized to achieve at the highest level.
• Work with CFO and branch management during Annual Business Planning to review business and set appropriate functional and financial objectives for the coming business year. Participate in Quarterly Business Reviews (QBR’s) to provide timely review and feedback to our senior Managers.

Key Processes

• Maintain an ongoing high level process scorecard that identifies all known key areas, sub-areas and individual workflows (Trailer spec, trailer ordering, pre delivery inspection, etc.).
• Actively measure the effectiveness of those workflows and partner with others as necessary to establish process improvement. Function as the “Process Owner” for Trailer Sales.
• Ensure that employees have the right level of compliance targets, measurement and incentive. 
• Partner with Marketing and other Corporate VP’s on optimizing a customer’s “Full Cycle” Customer Experience. What TEC does with customer experience within each revenue stream must be organized and clearly linked between departments and the overall TEC Vision and Mission.

Trailer Freight/Transportation

• Plan, direct, and ensure movement of trailers (through Trailer Sales Admin staff activities) from manufacturer (Wabash) to TEC Equipment branches with goal of getting inventory to branches in shortest amount of time, at lowest possible cost, and without damage. Ensure every trailer order’s build schedule, location, and status is accounted for.
• Utilize relationships and knowledge of fleets to source Used inventory and broker large Used Trailer package deals (bulk buys).
• Role model TEC Vision, Mission, Values and Culture so employees have a positive example of how to pattern their own behavior and interactions. Vision and Mission are the targets and value drivers that set TEC apart from competitors. Values and Culture are how things are done and get done at TEC.

• Bachelor’s Degree in business administration, supply chain & logistics, operations management, or related field.
• Minimum 8 years’ truck or trailer industry experience
• Successful experience building influential relationships and networks with internal and external partners
• Successful experience with negotiating business deals
• Strong overall understanding of business models and how business works
• Strong overall knowledge of Class 8 and Medium Duty trucks
• Using sound logic to decide in the best interest of the company and employees
• Bring creative ideas to practice and facilitate innovation by others
• Expert understanding of pulling key resources (People, inventory, tools, etc.) together
• Expert/Clear setting of objectives and effective feedback loops
• Be energized by tough challenges and lead others through adversity
• Being an expert judge of talent
• Focused and driven by outcomes
• Working with branches to build a strong sense of morale and commitment
• Supply Chain Management Certification
• Training or certification in Lean Six Sigma
• Valid driver’s license

TEC provides our employees and their families with a full menu of health, wellness, and retirement benefits.

New hires are eligible to participate in TEC Equipment’s comprehensive benefits plan the first of the month following your date of hire.

• Choice of two comprehensive medical plan options that include prescription drug coverage
• Choice of two dental plans that cover preventative and diagnostic care, basic and major services, and orthodontia for children
• Vision care, discounted hearing exams, and hearing aids
• 401(k) retirement savings plan with company contribution
• Life, accident, and disability insurance
• Employee Assistance Program (EAP)
• Education assistance
• Seven paid holidays, vacation accrual of at least 48 hours per year, and paid sick

All offers of employment are contingent upon successful completion of all applicable screenings.

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.