What are the responsibilities and job description for the Sr. Director, Sales - Parts position at Wabash?
About the Role:
The Sr. Director, Sales – Parts is responsible for defining and executing the growth strategy for Wabash’s parts business, driving profitable revenue, expanding market reach, and strengthening customer relationships across the network. This is a highly visible, enterprise-level leadership role that goes beyond traditional sales execution—shaping how Wabash competes, scales, and wins in the aftermarket space. This leader will own the development and deployment of a forward-looking sales strategy, balancing near-term performance with long-term capability building. They will lead a distributed team, align cross-functional partners, and elevate the commercial approach across channels, ensuring consistent execution and a differentiated customer experience. This role requires a strategic, hands-on leader who can navigate complexity, influence at all levels of the organization, and translate market insights into actionable growth plans. Success will be defined by the ability to accelerate parts revenue, improve sales productivity, and build a high-performing, scalable commercial model.
Your Responsibilities:
Strategy & Growth
- Define and execute a multi-year growth strategy for the parts business, aligned to enterprise priorities
- Identify and capture new market opportunities, including channel expansion and strategic partnerships
- Translate market insights, customer needs, and competitive dynamics into actionable commercial plans
- Drive pricing, mix, and margin strategies to maximize profitable growth
Sales Leadership & Execution
- Lead, coach, and develop a high-performing team across regional and channel sales roles
- Establish clear performance expectations, KPIs, and accountability mechanisms
- Drive disciplined pipeline management, forecasting accuracy, and sales rigor
- Elevate sales capabilities, tools, and processes to improve productivity and consistency
Customer & Channel Leadership
- Build and maintain senior-level relationships with key customers, fleets, dealers, and channel partners
- Strengthen the parts distribution network to improve coverage, responsiveness, and service levels
- Champion a customer-first mindset, ensuring consistent delivery of a differentiated experience
Cross-Functional Alignment
- Partner closely with Product, Marketing, Operations, and Supply Chain to align demand and supply
- Influence enterprise decisions by representing the voice of the customer and market
- Lead cross-functional initiatives that remove friction and accelerate commercial execution
Transformation & Capability Building
- Advance the evolution of Wabash’s parts commercial model—from transactional to insight-driven and proactive
- Drive adoption of digital tools, analytics, and CRM to modernize sales effectiveness
- Identify and implement process improvements to simplify selling and improve cycle times
Let's Talk About Your Qualifications:
- Bachelor's Degree (Preferred Major: Sales, Business, Finance, Supply Chain or related)
- Master's Degree in Business Administration preferred
- 15 years of progressive sales experience, including senior leadership roles
- Proven track record of driving growth in complex, multi-channel sales environments
- Experience in parts, aftermarket, distribution, or industrial/manufacturing environments strongly preferred
- Demonstrated ability to develop and execute strategy while delivering near-term results
- Strong financial acumen with experience managing revenue, margin, and budgets
- Ability to lead through ambiguity and scale organizations through periods of change
Leadership Attributes:
At Wabash, we pride ourselves on being empowering, and there are some things we feel very strongly about:
- Embrace Diversity and Inclusion -- Solicit and respect the input of others, celebrate differences, and strive for transparency and inclusiveness
- Seek to Listen -- Actively listen to reach the best solution and make the strongest decisions
- Always Learn -- Strive to improve; do not quit or settle for the status quo
- Be Authentic -- Demonstrate honesty, incredible energy, and grit in everything you do
- Win Together -- Collaborate, seek alignment, and excel at cross-group communication to success as one team and One Wabash
Join us in turning ideas into world-changing realities. Curate and build your high-impact professional career at Wabash!
Affirmative Action/EEO Statement:
Wabash is committed to providing equal employment opportunity for its associates and applicants without regard to race, color, religion, sex, age, national origin, veteran status, disability, or other protected class or activity under federal, state, or local law. All employment decisions must be based on neutral, legitimate criteria. All employment policies and rules shall be applied equally to similarly situated associates.
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