Director of Sales & Distributor Development

Let's Drive New Way Fearlessly Forward!

Continuing to move Fearlessly Forward New Way Trucks was founded in 1971 in Scranton, IA. Today, New Way Trucks has multiple refuse production and parts facilities throughout Iowa and Mississippi, with equipment operating in all 50 states, as well as Canada, Latin America, Asia, and beyond. We combine small town values with cutting-edge technology to deliver excellence in heavy manufacturing. Come build your future with us at New Way Trucks, apply today!

New Way Trucks is seeking a Director of Sales and Distributor Development to join our team! The Director of Sales and Distributor Development leads execution of the company's sales strategy across the dealer and distributor network. This role is accountable for strengthening market coverage, expanding distributor capabilities, supporting demand-generation and marketing initiatives, and directing the truck demonstration program. The Director partners cross-functionally to align sales execution, pricing, customer experience, product positioning, service and market development with the company's overall business strategy.

Your Role in Our Mission:

Essential Duties and Responsibilities:

• Develop and execute a comprehensive business plan for the dealer and distributor network, including market coverage, and growth strategies.
• Recruit, evaluate, onboard, develop, and retain high-performing dealers, distributors, and independent sales representatives in targeted markets.
• Establish dealer and distributor performance expectations, development plans, training priorities, and market action plans that support profitable growth and a consistent customer experience.
• Conduct regular business reviews with dealers and distributors to assess pipeline, market coverage, sales performance, inventory needs, competitive activity, customer satisfaction, and improvement opportunities.
• Expand the company's market presence by developing new business with prospective customers, dealers, distributors, and strategic accounts while strengthening relationships with existing partners.
• Directly manage and build strategic relationships with important developing accounts and coordinate account coverage across the broader sales organization and distributor network.
• Create and deliver effective sales, product, and business presentations for corporate, regional, municipal, dealer, distributor, and other customer audiences.
• Plan and conduct regular field visits with dealers, distributors, independent sales representatives, customers, and prospects to maintain business, identify opportunities, and accelerate market development.
• Provide leadership for sales and marketing alignment, including market segmentation, product positioning, campaign priorities, sales promotions, advertising, public announcements, lead generation, and sales enablement materials.
• Partner with Marketing to develop content, customer success stories, product messaging, digital campaigns, trade show plans, and promotional programs that support dealer and distributor engagement and revenue growth.
• Lead the company's truck demonstration program, including strategy, scheduling, fleet utilization, dealer and customer coordination, event support, driver and equipment readiness, lead tracking, and post-demonstration follow-up.
• Ensure truck demonstrations are targeted to defined sales opportunities, executed professionally and safely, and measured for customer engagement, pipeline progression, and commercial impact.
• Support local, regional, and national trade shows, dealer events, product launches, demonstrations, and customer programs through planning, attendance, presentations, and relationship development.
• Provide market and customer input regarding current and future products, competitive trends, pricing, features, service requirements, and unmet market needs.
• Collaborate with Sales Operations, Product Management, Engineering, Operations, Parts, Service, Finance, and Marketing to improve quoting, order entry, delivery, customer communication, and overall customer experience.
• Track sales activity, forecasts, distributor development initiatives, demonstration program results, marketing-supported opportunities, and agreed-upon action plans; provide regular updates to the Chief Sales Officer.
• Promote strong, professional relationships with customers, dealers, distributors, strategic partners, vendors, and internal stakeholders.
• Manage assigned budgets and expenses responsibly and in accordance with company policy.

Leadership Responsibilities:

• Provide clear direction, coaching, accountability, and development for assigned sales team members and channel partners.
• Build a collaborative, customer-focused culture with disciplined follow-through, transparent communication, and measurable performance expectations.
• Anticipate market needs, evaluate business risks, resolve conflicts, and make timely decisions in a changing environment.

To Perform this Job Successfully:

Education and Experience:

• Bachelor's degree in business, marketing, communications, or a related field required; an equivalent combination of relevant education and experience may be considered.
• Minimum of ten years of progressively responsible sales, channel development, distributor management, or related commercial experience.
• Minimum of five years of leadership or supervisory experience managing teams and driving results through others.
• Experience in commercial vehicles, refuse equipment, heavy equipment, industrial products, automotive products, or a related technical market strongly preferred.
• Demonstrated experience developing dealer or distributor networks, managing key accounts, forecasting sales, and building and retaining a customer base.
• Experience partnering with Marketing and leading customer demonstration, trade show, or field event programs preferred.

Knowledge, Skills, and Abilities:

• Strong knowledge of distributor and dealer development, territory planning, consultative selling, and channel performance management.
• Ability to translate market insights and customer needs into actionable sales, marketing, product, and distributor development strategies.
• Excellent written, verbal, presentation, negotiation, and relationship-management skills.
• Strong business judgment, analytical thinking, creative problem-solving, conflict resolution, and decision-making skills.
• Proven ability to work independently, manage multiple priorities, meet commitments, and lead effectively across functions and geographic markets.
• Technical aptitude and the ability to understand and communicate product applications, vehicle features, operational requirements, and customer value propositions.
• Proficiency with CRM, Microsoft Office applications, sales forecasting tools, and performance reporting.
• Ability to travel up to 70%, including overnight and some international travel, with a valid driver's license, and driving record acceptable under company policy.

Why New Way Trucks?

• Midwest Values: Integrity, hard work, and community from the core of our operations.
• Innovation at Heart: We are committed to staying ahead of the curve and continually investing in technology and our people.
• Competitive Benefit Package: Competitive wages, comprehensive benefits, and opportunity for professional growth.

Are you ready to build your future with New Way? Apply Now!

This job description describes the general nature and level of work expected of a person assigned to this position. All job requirements listed indicate the minimum level of knowledge, skills and/or ability deemed necessary to perform the job proficiently. Employees may be required to perform any other job-related duties as requested by their supervisor.