General Manager Heavy Truck Division

The General Manager (GM) is responsible for the overall leadership, operational performance, financial results, and culture of the Heavy Duty Truck dealership location. This position provides strategic and day-to-day leadership for all dealership operations including New and Used Truck Sales, Parts, Service, and Administrative functions.

The GM is accountable for driving sustainable profitable growth, delivering exceptional customer satisfaction, developing high-performing teams, and ensuring the dealership consistently achieves or exceeds company objectives and industry benchmarks aligned with ATD standards.

This role requires a strong leader capable of balancing operational execution, financial discipline, customer relationships, employee development, and process accountability while maintaining a culture of professionalism, safety, teamwork, and continuous improvement.

 

Key Responsibilities

Leadership & Culture

• Lead the dealership with integrity, accountability, professionalism, and a customer-first mindset.
• Build and maintain a high-performance culture focused on execution, teamwork, employee engagement, and operational excellence.
• Develop department managers through coaching, accountability, performance reviews, and succession planning.
• Promote collaboration between departments to maximize customer retention and dealership profitability.
• Ensure alignment with company vision, values, policies, and strategic initiatives.
• Drive a culture focused on continuous improvement, leadership development, and operational discipline.

 

Financial Management

• Maintain full responsibility for dealership Profit & Loss performance.
• Develop and execute annual operating budgets and business plans.
• Monitor daily, weekly, and monthly financial performance including:
  • Sales
  • Gross Profit
  • Net Profit
  • Expense Control
  • Absorption / Fixed Coverage
  • Inventory Levels
  • Cash Flow
• Ensure dealership achieves targeted ATD operational benchmarks and company financial objectives.
• Identify operational inefficiencies and implement corrective action plans.
• Manage departmental expense controls while protecting customer experience and operational capacity.

 

Operations Management

• Oversee all dealership departments including:
  • New Truck Sales
  • Used Truck Sales
  • Service
  • Parts
  • Administration processes
• Ensure departments operate with consistent processes, accountability, and measurable KPIs.
• Drive operational efficiencies that improve technician productivity, labor utilization, inventory turns (Truck & Parts), and customer uptime.
• Monitor open repair orders, aged inventory, work-in-process, and departmental productivity metrics.
• Ensure dealership facilities, equipment, and operations maintain professional standards and regulatory compliance.

 

Customer & Market Leadership

• Develop and maintain strong relationships with fleet customers, owner-operators, municipalities, vocational accounts, and strategic business partners.
• Ensure high levels of customer satisfaction and long-term customer retention.
• Support growth initiatives in truck sales, service, parts, mobile service, telematics, and leasing opportunities.
• Maintain awareness of local market conditions, competitive activity, and customer trends.
• Participate in community, OEM, and industry events that strengthen dealership visibility and relationships.

 

Sales & Business Development

• Drive dealership growth through strategic business development initiatives.
• Work closely with department leaders to improve:
  • Sales penetration
  • Market share
  • Service retention
  • Parts growth
  • Fleet account development
  • Customer loyalty
• Review sales pipelines, prospecting activity, and customer follow-up processes regularly.
• Ensure effective inventory management strategies for both new and used truck operations.

 

Team Development

• Recruit, develop, and retain top talent throughout the dealership.
• Support employee training and development initiatives.
• Ensure performance expectations are clearly communicated and consistently managed.
• Promote workplace safety, compliance, and professional conduct.
• Partner with HR on hiring, onboarding, employee relations, and performance management matters.

 

Performance Expectations / Key Performance Indicators (KPIs)

The General Manager will be evaluated on overall dealership performance including but not limited to:

Financial KPIs

• Departmental Profitability
• Gross Profit Performance
• Expense-to-Gross Profit Ratios
• Net Profit Performance
• Fixed Absorption / Fixed Coverage

Operational KPIs

• Technician Productivity & Efficiency
• Labor Utilization
• Effective Labor Rate (ELR)
• Service Sales Growth
• Parts Gross Profit & Inventory Turns
• Open RO Management
• Used Truck Aging
• New Truck Inventory Turns

Customer KPIs

• Customer Satisfaction Scores
• Customer Retention
• Fleet Account Growth
• OEM Performance Metrics

Leadership KPIs

• Employee Retention
• Training Participation
• Department Accountability
• Process Compliance
• Safety & Risk Management

Benefits:

• 401(k)
• 401(k) matching
• Health insurance
• Dental insurance
• Vision insurance
• Supplemental voluntary insurances available.
• Life Insurance is fully funded by the employer
• Employee assistance program
• Employee discount
• Paid time off
• Birthday day off
• Recognition for longevity
• Parental leave
• Referral program
• Health Club/Recreation Center membership reimbursements
• Employee Team Member Programs and more!

Qualifications

• Minimum 7–10 years of progressive dealership leadership experience.
• Heavy Duty Truck dealership experience strongly preferred.
• Strong understanding of dealership financial statements and operational metrics.
• Proven leadership experience managing multiple departments and leaders.
• Strong communication, organizational, and problem-solving skills.
• Demonstrated ability to improve profitability, operational performance, and culture.
• Experience with dealership management systems and operational reporting tools.
• Valid driver’s license required.

 

Preferred Experience

• Experience with ATD operational benchmarks and dealership best practices.
• OEM dealership leadership experience.
• Multi-location or large dealership group experience preferred.
• Experience leading organizational change and operational improvement initiatives.

 

Leadership Characteristics

• High accountability and ownership mentality
• Strong operational discipline
• Strategic thinker with execution focus
• Customer-focused leadership approach
• Financial and business acumen
• Ability to lead through change
• Strong team builder and communicator
• Process-oriented with continuous improvement mindset

 

Reporting Structure

Reports To: Group President / Dotted line CEO / COO
Direct Reports: Department Managers and Administrative Leadership Team

 

Compensation package may include:

• Base Salary
• Performance Bonus / Incentive Plan
• Company Vehicle or Allowance
• Benefits Package