Director of Parts & Service Sales

Introduction

At Dobbs Truck Group, a part of our mission is to create relationships and a healthy work environment for our employees. We are always looking for qualified, customer-oriented individuals at Dobbs Truck Group.

Dobbs Truck Group operates 25 commercial truck dealerships through two operating companies – Dobbs Peterbilt and Western Truck Center. These dealerships represent some of the best commercial truck brands including Peterbilt, Volvo, Mack, Autocar, and Hino and include locations in Arkansas, California, Louisiana, Mississippi, Oregon, Tennessee, and Washington.

General Job Description

This role is responsible for the sales performance, growth, and strategic direction of Dobbs Truck Group’s parts and service sales. This includes OEM, TRP, and aftermarket parts, as well as the intentional labor-selling strategy executed through OPSRs. The role sets the organization’s sales strategy, drives revenue and market share expansion, leads parts pricing and procurement negotiations, and establishes the sales discipline required for consistent execution across all branches.

In addition, the role oversees the development of inside parts sales teams and regional phone room talent to strengthen selling capability and support the overall sales strategy.

Strategic Leadership:
Parts Revenue, Market Share and Growth

• Build and execute the strategic plan to grow OEM, TRP, and aftermarket parts revenue across all regions.
• Identify markets, segments, and product categories where DTG can expand market share.
• Develop a multi-year roadmap tied to revenue, gross profit, and customer penetration targets.
• Provide clear guidance to branch leadership on how the strategy cascades locally.

Pricing Strategy, Procurement and Vendor Negotiation

• Lead all parts pricing negotiations with PACCAR and aftermarket suppliers to secure competitive programs, rebates, and purchasing advantages.
• Own the pricing architecture for OEM, TRP, retail, fleet, promotional, and competitive aftermarket lines.
• Establish margin targets, discount structures, and exception approval standards to ensure disciplined pricing execution.
• Build profitability and parts pricing models to guide executive decision-making.

Inventory and Demand Alignment to Support Sales Strategy

• Partner with Purchasing to ensure stocking levels support demand, sales opportunity, and customer requirements.
• Use market data, customer patterns, and opportunity analysis to align stocking decisions with sales strategy.
• Improve fill rates, inventory turns and reduce obsolescence across the network.
• Develop strategic stocking recommendations based on growth opportunities rather than historical purchasing alone.

Outside Parts Sales (OPSR) Sales Model and Effectiveness

• Define the operating model for OPSRs, including territory assignments, account segmentation, visit cadence, prospecting structure, and call reporting.
• Build and implement performance expectations and sales behavior standards for consistent execution across all branches.
• Create a compensation strategy for outside parts sales that includes parts and labor opportunities.
• Establish and lead the intentional labor-selling strategy executed through OPSRs, partnering closely with the Director of Service to ensure alignment on programs, training, and clear performance targets that drive increased labor revenue through OPSR customer interactions.
• Establish annual OPSR goals that support growth objectives and enable the overall parts sales strategy.
• Set OPSR parts sales goals that align with and complement the annual budget target.
• Develop all-makes OPSR goals designed to increase wallet share with customers and expand DTG’s share of business across all markets.
• Partner with Parts Managers to execute onboarding, coaching, and accountability for OPSRs.

Customer Strategy, Market Development and Key Accounts

• Partner with local teams to grow revenue through new customer acquisition and expand wallet share with existing accounts.
• Support key account management, including customer visits, strategy development, and retention planning.
• Lead initiatives to improve customer retention, satisfaction, and parts penetration across all…