Sr. Director, Sales - Parts

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.

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