Director of Wholesale Used Trucks

POSITION DESCRIPTION: The Director of Wholesale Used Truck Sales is responsible for leading and executing the wholesale strategy for used trucks and trailers across a multi-state dealership network. This role drives asset remarketing, inventory sourcing, valuation, and buyer relationships to maximize returns on off-lease, trade-in, and company-owned used equipment. Working closely with Operations, Service, and Sales teams, the Director ensures timely preparation and delivery of equipment while maintaining strong market awareness and pricing discipline.   This position plays a critical role in optimizing asset lifecycle value, strengthening wholesale buyer partnerships, and supporting broader organizational growth objectives.   KEY RESPONSIBILITIES AND PERFORMANCE MEASURES: Wholesale Sales & Buyer Relationships Develop, maintain, and expand relationships with key regional and national used truck and trailer buyers Act as the primary point of contact for wholesale transactions across assigned dealership group Negotiate pricing, terms, and contract conditions to maximize asset value and speed-to-sale   Remarketing & Inventory Management Remarketing of Allegiance Idealease out-serviced equipment Oversee remarketing of Allegiance Used Truck and Trailer inventory Identify, categorize, and support pricing strategies for off-lease and trade-in equipment packages Ensure accurate documentation and readiness of assets for wholesale disposition   Appraisal, Valuation & Pricing Strategy Perform or oversee appraisal and valuation of used trucks and trailers Analyze market data, auction results, and buyer feedback to recommend pricing adjustments Support dealership leadership with valuation guidance on complex or high-volume transactions   Inventory Sourcing & Acquisition Source quality used inventory through fleet sellers, dealer networks, and industry channels Evaluate acquisition opportunities based on demand, market trends, and resale potential Build strategic relationships with external fleet operators and wholesale partners   Operational Coordination Coordinate with Operations teams and service shops to ensure timely repairs, reconditioning, and readiness for buyer delivery Align timelines with buyers to maximize satisfaction and minimize holding costs Monitor repair spend relative to expected wholesale return   Market Intelligence & Reporting Maintain deep knowledge of regional and national new and used truck market conditions Track industry trends, buyer behavior, and wholesale pricing shifts Provide regular updates and insights to executive leadership to support strategic decision-making   QUALIFICATIONS AND EXPERIENCE: Bachelor’s degree in business, Finance, Transportation, or a related field (or equivalent experience) 7+ years of experience in used truck sales, wholesale remarketing, fleet sales, or related heavy-duty vehicle markets Proven success building and managing high-value wholesale buyer relationships Strong understanding of used truck valuation, market dynamics, and asset lifecycle management Ability to analyze market data and make pricing and sourcing recommendations Excellent negotiation, communication, and relationship management skills Willingness and ability to travel frequently across a 10-state region Preferred Qualifications Experience working within a large multi-dealership or Idealease/Fleet-Lease environment Familiarity with truck auctions, fleet remarketing programs, and wholesale logistics Background coordinating with service and operations teams on reconditioning strategies Advanced proficiency with inventory management systems and CRM tools   PHYSICAL AND ENVIRONMENTAL CONDITIONS: This position is located primarily in the office environment.  Mobility of walking, standing and bending is frequent. While performing the duties of this job, the employee is frequently required to sit, talk, listen and use vision or corrected vision. The employee is occasionally required to walk; use hands and fingers to operate, handle, or feel objects, tools, or controls; and reach with hands and arms.  Travel may be required.