Director, Sales

About Blue Bird Corporation

Blue Bird (NASDAQ: BLBD) is recognized as a technology leader and innovator of school buses since its founding in 1927. Our dedicated team members design, engineer and manufacture school buses with a singular focus on safety, reliability, and durability. School buses carry the most precious cargo in the world – 25 million children twice a day – making them the most trusted mode of student transportation. The company is the proven leader in low- and zero-emission school buses with more than 25,000 propane, natural gas, and electric powered buses sold. Blue Bird is transforming the student transportation industry through cleaner energy solutions. For more information on Blue Bird’s complete product and service portfolio, visit www.blue-bird.com.

JOB SUMMARY

The Director, Sales – Commercial & Transit is a highly-visible senior leadership role responsible for driving national sales growth of Blue Bird’s Commercial and Transit bus offerings, with a primary emphasis on securing and managing Federal Transit Administration (FTA)-funded vehicle contracts. This role will lead, coach, and develop a team of sales professionals, establish and execute national sales strategies, and serve as a visible market leader while building strong relationships with transit agencies, dealers, and government stakeholders to expand Blue Bird’s presence, market share, and long-term growth in the commercial and public transportation markets.

ESSENTIAL DUTIES AND RESPONSIBILITIES

National Sales & Contract Development

• Develop and execute a national sales strategy focused on Commercial and Transit bus growth, with specific accountability for FTA-funded vehicle programs and clear ownership for revenue, market share, and pipeline performance.
• Identify, pursue, and secure national, multi‑state, and cooperative purchasing contracts, including FTA, state, and municipal procurement opportunities that expand backlog, revenue visibility, and Blue Bird’s competitive position.
• Direct the development and submission of RFP, RFQ, and ITB responses, ensuring adherence to all FTA standards and regulatory requirements.
• Collaborate with legal, compliance, engineering, and finance teams to structure competitive, compliant, and profitable contract proposals.

Market & Customer Engagement

• Build and maintain senior-level relationships with transit agencies, metropolitan planning organizations (MPOs), government officials, dealers, and consultants.
• Monitor market trends, competitive activity, and funding programs affecting Commercial and Transit bus procurement.
• Represent Blue Bird at industry conferences, trade shows, and public transit association events.

Leadership & Team Management

• Lead, mentor, and develop a national Commercial and Transit sales team, setting clear performance expectations and growth objectives.
• Establish sales goals, forecasting processes, and performance metrics aligned with company strategy.
• Foster a collaborative, high-performance sales culture focused on accountability, customer satisfaction, and long-term growth.

Cross-Functional Collaboration

• Partner with product development and engineering teams to ensure commercial and transit products align with customer needs and regulatory standards.
• Work closely with marketing to support go‑to‑market strategies, value propositions, and sales enablement tools.
• Coordinate with operations and supply chain teams to align production capacity and delivery schedules with contracted demand.

KNOWLEDGE, SKILLS AND ABILITIES FOR SUCCESS

• Demonstrated success securing and managing FTA-funded or government contracts, including national or cooperative agreements.
• Strong understanding of public procurement processes, FTA regulations, and Buy America requirements.
• Proven experience leading and developing high‑performing sales teams.
• Excellent negotiation, presentation, and executive-level communication skills.
• Direct experience selling transit, commercial, or alternative‑fuel vehicles to public agencies.
• Established relationships with national transit agencies or dealer networks.
• Experience working within a matrixed or manufacturing-driven organization.

BASIC EDUCATION AND EXPERIENCE REQUIRED

• Bachelor’s degree in business, Marketing, Engineering, or a related field; MBA preferred.
• 10+ years of progressive sales experience in commercial vehicles, transit buses, or related heavy‑duty transportation industries.
  • 20+ years of progressive sales experience in commercial vehicles, transit buses, or related heavy-duty transportation industries, if no degree
• All candidates must be a U.S. citizen or permanent resident

WE VALUE

• Ability to anticipate and understand customer needs and provide guidance
• Excellent interpersonal and customer relationship skills to handle difficult and sensitive matters.
• Strong project management skills. Exposure to difficult or complex projects a plus.
• Ability to influence stakeholders
• Effective communication and ability to communicate complex details in a clear manner.
• Flexible workspaces and work hours to help you unleash the best you.
• Working in a collaborative team and balancing the needs of individual stakeholders while delivering corporate objectives.

INCLUDES

• Continued Professional Development
• Benefits including medical, dental and vision insurance, 14 paid holidays, vacation time and 401k matching

WORK CONDITIONS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Office environment and production environment
• Must work in a manufacturing environment with exposure to heat, cold and noise
• Fast-paced production area with moving objects and sheet metal
• Occasional periods of standing or sitting for extended periods of time
• You must wear appropriate PPE when and where required
• Frequent weeks working 40+ hours
• Frequent communication with people throughout the day

*The specific statements shown in each section of this description are not intended to be all-inclusive.  They represent typical elements and criteria necessary to successfully perform the job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

Blue Bird® is an equal opportunity employer and makes employment decisions on the basis of merit. We strive to have the best available talent in every job based on the Knowledge, Skills and Abilities each person brings.  Blue Bird is committed to compliance with all applicable laws providing equal employment opportunities. This commitment applies to all persons involved in Company operations and prohibits unlawful discrimination in all forms.

All candidates must be a U.S. citizen or permanent resident. Candidates must be authorized to work in the United States and will be required to provide proof of employment eligibility at the time of hire.

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