Commercial Vehicle Sales Supervisor Job Description

Position Summary

The Commercial Vehicle Sales Supervisor is responsible for leading and motivating a team of Commercial Sales Consultants to achieve ambitious sales targets for light medium and heavy-duty commercial vehicles (trucks vans and specialty fleet vehicles). This role focuses on daily sales management inventory control fostering B2B client relationships and ensuring the highest level of professionalism and profitability within the commercial department.

Key Responsibilities

Sales Leadership & Performance Management

• Target Achievement: Drive the team to meet and exceed monthly quarterly and annual volume and profitability goals for new and used commercial vehicle sales.
• Coaching & Mentoring: Conduct daily performance reviews weekly one-on-one coaching sessions and continuous training on product knowledge financing options objection handling and effective B2B sales techniques.
• Pipeline Management: Oversee the entire sales pipeline ensuring the team actively uses the CRM system to track leads schedule follow-ups and manage account statuses effectively.
• Motivation: Maintain a high-energy results-oriented sales floor implementing incentive programs and recognition to motivate the commercial team.

Operations & Inventory Control

• Inventory Management: Work closely with the Inventory Manager to forecast demand order appropriate commercial vehicle stock and ensure the mix (e.g. body types specs chassis) aligns with market needs (e.g. local fleet logistics or construction sector demands).
• Deal Structuring: Review and approve all sales deals ensuring maximum profitability while maintaining fair pricing and adherence to company policies and financing terms.
• Appraisal & Trade-ins: Oversee the accurate appraisal process for commercial vehicle trade-ins ensuring valuations are competitive yet profitable.
• Delivery Process: Ensure all sold commercial vehicles are prepped detailed and delivered to the customer on time with all necessary documentation and operational training provided.

Client Relations & Market Development

• Key Account Management: Assist Sales Consultants in developing and maintaining relationships with large fleet operators and key B2B accounts occasionally participating in high-stakes negotiations.
• Market Insight: Stay informed on local market trends competitor pricing product offerings and regulatory changes affecting commercial vehicle sales in the region.
• Customer Satisfaction: Ensure the commercial sales team delivers exceptional service before and after the sale focusing on high Customer Satisfaction Index (CSI) scores.

Qualifications

Required Education & Experience

• A bachelors degree in business administration marketing or a related field is preferred.
• 2 years of progressive sales experience in the automotive or heavy equipment industry.
• 2 years of supervisory or team lead experience specifically managing commercial vehicle or fleet sales staff.
• Proven track record of meeting and exceeding high sales targets in a B2B environment.

Required Skills & Competencies

• B2B Sales Expertise: Deep understanding of commercial client needs procurement processes and financing solutions unique to fleet sales.
• Leadership & Coaching: Demonstrated ability to lead develop and manage a high-performing sales team.
• Financial Acumen: Strong skills in deal negotiation calculating gross profit and managing sales margins.
• CRM Proficiency: Advanced proficiency in using CRM software (e.g. Salesforce dedicated DMS) for forecasting and pipeline management.
• Product Knowledge: Extensive knowledge of commercial vehicle specifications body configurations payloads and regulatory requirements (weight dimensions).