Used Car Director / Senior Used Car Manager
Pacifico Ford, Mazda and Hyundai — Philadelphia, PA
$175,000–$300,000+ Annually
Job Type: Full-time
Location: Philadelphia, Pennsylvania — in person
Compensation: $175,000–$300,000+ annually, based on performance
Relocation Assistance: Available for the right candidate
About the Opportunity
Pacifico Ford, Mazda and Hyundai is seeking an experienced, hands-on used vehicle leader to manage and grow our large-scale pre-owned operation across our three-brand automotive campus in Philadelphia.
This opportunity is for a complete used car professional—not simply an auction buyer, desk manager, or report administrator. The successful candidate will take ownership of used vehicle sales, front-end gross, inventory turn, acquisition, pricing, merchandising, reconditioning speed, and team accountability.
This manager will also lead our newly established Used Car Buying Center and supervise our Open Market Vehicle Acquisition Specialist. The goal is to build a consistent direct-to-consumer acquisition operation that generates quality inventory from sources beyond traditional auctions.
We are looking for a proven operator who knows how to build the right inventory, price it to market, create urgency on the sales floor, structure profitable deals, and consistently deliver volume and gross.
Key ResponsibilitiesSales and Departmental Leadership
- Lead the overall performance and profitability of the used vehicle operation
- Drive retail volume, front-end gross, PVR, inventory turn, and total departmental gross
- Actively desk deals and assist managers and sales consultants with structuring and closing transactions
- Create an accountable sales culture focused on urgency, customer experience, closing percentage, and profitability
- Train managers and sales consultants on appraisals, product knowledge, deal structure, trade presentation, and closing techniques
- Effectively manage a diverse customer base, including credit-challenged business
- Hold managers, buyers, sales consultants, and support personnel accountable for established processes and performance expectations
- Communicate consistently with executive leadership regarding results, challenges, opportunities, and action plans
Inventory Management and Merchandising
- Manage a 250–300-unit, multi-brand used vehicle inventory, Check inventory online
- Work toward consistent monthly retail sales of 175–200 used vehicles
- Maintain an inventory turn of 75 days or less with clearly defined aging and exit strategies, Currently Under 55 Days
- Achieve front-end PVR objectives of $1,500–$2,000 or more
- Review inventory pricing, market position, lead activity, and aging daily
- Make timely pricing and wholesale decisions before vehicles become excessively aged
- Develop the proper inventory mix by make, model, price range, mileage, and market demand
- Identify opportunities involving vehicles under $20,000, high-line vehicles, EVs, commercial vehicles, trucks, and work vans
- Ensure vehicles move efficiently through inspection, reconditioning, photography, online merchandising, and frontline placement, Currently 5-7 Days
- Monitor online pricing, vehicle descriptions, photographs, lead activity, and merchandising quality
- Reduce unnecessary wholesale losses by purchasing, pricing, and managing inventory correctly
Used Car Buying Center and Vehicle Acquisition
- Lead the development, launch, and ongoing operation of the Pacifico Used Car Buying Center
- Directly supervise, train, and hold accountable the Open Market Vehicle Acquisition Specialist
- Establish the specialist’s daily priorities, prospecting expectations, appointment goals, follow-up standards, and purchasing objectives
- Build a consistent process for responding to inquiries, scheduling appointments, conducting appraisals, presenting offers, completing paperwork, and following up with unsold customers
- Ensure the Buying Center delivers a convenient, professional, and transparent experience to customers selling vehicles—even when they are not purchasing another vehicle
- Manage acquisition opportunities from KBB Instant Cash Offer, Facebook Marketplace, Craigslist, lease maturities, service customers, equity customers, previous customers, and other direct-to-consumer sources
- Coordinate targeted outreach to lease customers approaching maturity or possessing positive equity
- Work with the Ford, Mazda, and Hyundai service departments to identify customers interested in selling or trading their vehicles
- Develop outbound acquisition campaigns targeting previous customers, orphan owners, service customers, lease customers, and other high-value opportunities
- Ensure all acquisition leads, appointments, appraisals, offers, and follow-up activities are properly recorded in VinSolutions or the designated CRM
- Establish a structured phone, text, and email follow-up process for every unsold acquisition opportunity
- Authorize and oversee vehicle purchases within established appraisal and purchasing guidelines
- Ensure vehicles are evaluated based on condition, history, market value, expected reconditioning expense, and retail potential
- Coordinate off-site appraisals at customers’ homes or workplaces when appropriate
- Oversee title verification, payoff information, lien documentation, identification, purchase paperwork, vehicle transportation, and delivery
- Develop a balanced acquisition strategy using trades, service-lane purchases, direct consumer purchases, dealer trades, KBB leads, social media, auctions, ACV, CarOffer, Stockwave, and wholesale relationships
- Reduce the group’s dependence on auction-only purchasing while improving acquisition cost and front-end gross potential
- Work closely with the inventory buyer, acquisition specialist, and store leadership to purchase vehicles that fit the group’s current inventory needs
- Build community awareness of the Pacifico Used Car Buying Center and develop repeat and referral opportunities
- Track Buying Center results by acquisition source, including:
- Leads received
- Customers contacted
- Appointments scheduled
- Appointment show rate
- Vehicles appraised
- Offers presented
- Vehicles purchased
- Acquisition closing percentage
- Average acquisition cost
- Average reconditioning expense
- Days to frontline
- Retail conversion rate
- Front-end gross and total gross on acquired vehicles
- Provide executive leadership with regular reports identifying completed purchases, pipeline activity, missed opportunities, performance by source, and corrective action plans
Performance Expectations
The successful candidate will be expected to:
- Increase used vehicle sales and departmental profitability
- Protect and grow front-end gross profit
- Maintain a healthy, market-driven inventory
- Improve inventory turn and reduce aged inventory
- Increase trades, service-lane acquisitions, and direct purchases from consumers
- Build the Used Car Buying Center into a consistent and measurable inventory source
- Establish clear goals and accountability for the Open Market Vehicle Acquisition Specialist
- Reduce reliance on auction inventory
- Improve the speed and consistency of reconditioning and frontline readiness
- Develop repeatable processes that produce measurable results
- Provide executive leadership with consistent reporting and clear action plans
Qualifications
- Minimum of five years of successful automotive retail management experience
- Proven experience as a Used Car Director, Used Car Manager, General Sales Manager, or comparable senior leadership position
- Documented success growing used vehicle volume and gross profit
- Strong knowledge of appraisals, acquisition, pricing, desking, deal structure, merchandising, and inventory management
- Demonstrated ability to lead a sales-driven, direct-to-consumer vehicle acquisition operation
- Ability to train, manage, and hold an acquisition specialist accountable for daily results
- Ability to source vehicles effectively beyond traditional auctions
- Experience managing a large, multi-brand used vehicle inventory
- Strong understanding of digital merchandising and internet-driven automotive retail
- Advanced experience with vAuto Provision and inventory-management technology
- Experience with VinSolutions, CDK, Stockwave, ACV, CarOffer, and KBB Instant Cash Offer is preferred
- Ability to read financial statements and manage performance through clearly defined KPIs
- Strong leadership, organizational, communication, and accountability skills
- Willingness to be highly visible and actively involved with management, sales, and acquisition teams
- High personal integrity and a genuine commitment to developing people
- Ability to present a practical business plan describing how you would evaluate and improve the operation
What We Offer
- Realistic annual earning potential of $175,000–$300,000+, based on performance
- Relocation assistance for the right candidate
- A large, established automotive campus representing Ford, Mazda, and Hyundai
- A substantial existing used vehicle operation with significant growth potential
- The opportunity to lead and develop a dedicated Used Car Buying Center
- Strong support in finance, reconditioning, marketing, digital retailing, and inventory acquisition
- Access to multiple vehicle-sourcing channels and inventory-management tools
- The authority and resources necessary to improve results
- A performance-driven compensation plan with significant upside
- A long-term leadership opportunity for someone who produces results
- Comprehensive benefits, including:
- 401(k) with company matching
- Health, dental, vision, and life insurance
- Paid time off
- Employee discounts
- Referral program
- Retirement plan
This is not a position for someone who wants to simply monitor reports, purchase vehicles exclusively from auctions, or work deals from behind a desk. We need a complete used car operator who can lead people, drive the sales floor, manage inventory, protect gross, develop our Buying Center, and take full ownership of the business.
If you have a proven track record and are ready to lead and grow a major used vehicle operation with Pacifico Ford, Mazda and Hyundai, we want to speak with you.
All applications and inquiries will be handled professionally and confidentially.
Pacifico Ford, Mazda and Hyundai is an Equal Opportunity Employer.
Pay: $175,000.00 - $300,000.00 per year
Benefits:
- 401(k) matching
- Dental insurance
- Employee discount
- Flexible schedule
- Health insurance
- Paid time off
- Referral program
- Relocation assistance
- Retirement plan
- Vision insurance
Experience:
- Used car: 5 years (Required)
License/Certification:
- Drivers License (Required)
Work Location: In person
