Job Summary
The Sales Manager is responsible for leading the dealership's sales team to achieve new and pre-owned vehicle sales objectives while delivering an exceptional guest experience. This position provides leadership, coaching, and accountability to Sales Associates, develops sales strategies, manages inventory performance, and ensures compliance with dealership policies and manufacturer standards. The Sales Manager is expected to drive profitability, foster a high-performing sales culture, and maintain strong guest satisfaction.
Essential Duties and Responsibilities
- Lead, motivate, coach, and develop the sales team to achieve dealership sales goals and performance objectives.
- Meet or exceed monthly, quarterly, and annual sales, gross profit, and guest satisfaction targets.
- Monitor daily sales activity and provide ongoing coaching to improve closing ratios, product knowledge, and customer engagement.
- Conduct daily sales meetings, training sessions, and performance reviews.
- Recruit, interview, onboard, and mentor Sales Associates in partnership with the Human Resources Department.
- Establish individual sales goals and performance expectations for each Sales Associate.
- Assist Sales Associates throughout the sales process, including vehicle selection, negotiations, trade evaluations, and closing transactions.
- Review and approve vehicle pricing, appraisals, trade values, and deal structures within dealership guidelines.
- Work closely with the Finance & Insurance (F&I) Department to ensure smooth and timely delivery of completed vehicle transactions.
- Ensure all guests receive prompt, professional, and courteous service throughout the sales process.
- Address guest concerns and resolve complaints in a timely and professional manner while maintaining high guest satisfaction.
- Monitor inventory levels, vehicle aging, and market trends to maximize inventory turnover and profitability.
- Collaborate with management and the Marketing Department to develop promotional campaigns and sales events.
- Ensure compliance with manufacturer programs, dealership policies, and all applicable federal, state, and local regulations.
- Maintain accurate sales reports, forecasts, and performance metrics for dealership leadership.
- Analyze sales data and identify opportunities to improve performance and profitability.
- Maintain knowledge of manufacturer incentives, new model introductions, competitor activities, and industry trends.
- Participate in manufacturer meetings, sales training, and dealership leadership meetings.
- Foster a positive, ethical, and team-oriented work environment.
Required Knowledge, Skills, and Abilities
- Strong leadership, coaching, and employee development skills.
- Excellent communication, interpersonal, and conflict resolution abilities.
- Proven sales management, negotiation, and closing skills.
- Strong understanding of automotive sales processes and dealership operations.
- Ability to motivate employees and build a high-performing sales team.
- Strong analytical and decision-making skills.
- Excellent organizational and time management abilities.
- Ability to prioritize multiple tasks in a fast-paced environment.
- High level of professionalism, integrity, and accountability.
- Proficiency with dealership management systems (DMS), CRM software, inventory management systems, and Microsoft Office Suite.
Education and Experience
Required
- High school diploma or equivalent.
- Valid driver's license with an acceptable driving record.
- Minimum of three (3) years of automotive sales experience.
- Previous leadership or supervisory experience within an automotive dealership.
Preferred
- Previous experience as an Automotive Sales Manager.
- Manufacturer sales certification.
- College degree in Business Administration, Marketing, or a related field.
- Experience using CDK, VAuto, or similar dealership software.
Physical Requirements
- Frequently stand, walk, and move throughout the showroom and dealership lot.
- Sit for extended periods while reviewing reports, conducting meetings, and completing administrative work.
- Operate computers, telephones, and other standard office equipment.
- Occasionally lift up to 25 pounds.
- Ability to drive dealership vehicles for demonstrations or operational needs.
Working Conditions
- Fast-paced automotive dealership environment.
- Frequent interaction with guests, sales staff, finance personnel, vendors, and manufacturer representatives.
- Flexible schedule, including evenings, weekends, and holidays based on business needs.
- Performance-driven environment requiring strong leadership, adaptability, and decision-making.
Performance Expectations
Success in this role is measured by:
- Achievement of new and pre-owned vehicle sales objectives.
- Gross profit and departmental profitability.
- Inventory turnover and aged inventory management.
- Guest satisfaction and customer retention.
- Sales Associate productivity, development, and retention.
- Compliance with dealership policies, manufacturer standards, and regulatory requirements.
- Accuracy and timeliness of sales reporting and forecasting.
- Successful recruitment, coaching, and performance management of the sales team.
Emai Resume: [email protected]
