Sales & Finance Manager

About the role

The Sales Variable Manager leads, develops, and inspires the Sales team at Lexus of Orange County. This role is a key driver of performance, culture, and customer experience.

Responsibilities

• Lead all daily operations of the Sales and Finance departments to achieve vehicle sales, profitability, customer satisfaction, and market share objectives.
• Manage the complete deal lifecycle, including customer consultation, vehicle selection, trade evaluations, deal structuring, negotiation, financing, product presentation, contracting, and delivery.
• Desk deals and assist sales consultants with pricing, negotiation strategies, customer objections, and closing opportunities to maximize sales performance and gross profit.
• Present financing and leasing options while securing lender approvals that best fit customer needs and dealership objectives.
• Offer and sell Finance & Insurance products including vehicle service contracts, GAP coverage, maintenance plans, appearance protection, tire and wheel protection, and other ancillary products.
• Monitor and improve key performance indicators including sales volume, front-end gross, back-end gross, finance reserve, product penetration, closing ratios, customer satisfaction, and inventory turn.
• Recruit, hire, train, coach, and develop sales consultants and future leaders while creating a culture focused on accountability, customer service, and continuous improvement.
• Conduct regular sales meetings, performance reviews, one-on-one coaching sessions, and developmental training to improve team effectiveness and results.
• Partner with dealership leadership to manage new and used vehicle inventory levels, pricing strategies, merchandising, and OEM incentive programs.
• Build and maintain strong relationships with lenders, OEM representatives, customers, and business partners to support dealership growth and profitability.
• Ensure all transactions and dealership activities comply with federal, state, lender, OEM, and company regulations, including Truth in Lending, Red Flags Rule, OFAC, Safeguards Rule, privacy requirements, and all applicable compliance standards.
• Oversee contract processing, funding activities, Contracts in Transit (CIT), chargebacks, and documentation accuracy to ensure timely funding and financial integrity.
• Analyze dealership reports, financial statements, operational metrics, and performance trends to identify opportunities for improved efficiency, profitability, and market competitiveness.
• Resolve escalated customer concerns in a timely and professional manner while maintaining high CSI performance and a positive dealership reputation.
• Foster a customer-first culture that delivers an exceptional buying experience and encourages customer retention, referrals, and repeat business.
• Collaborate with General Management and corporate partners to develop and execute strategies that support sales growth, financial performance, and long-term dealership success.

Qualifications

• Total Rewards: $150,000.00 - $180,000.00/ per year; This is a performance driven position, eligible for short-term and/or long-term incentives as part of total compensation, which includes base/draw hourly offset, with opportunity to earn commission and bonus.
• High School graduate or equivalent, 18 years or older required.
• We are a drug-free workplace.
• We are committed to equal employment opportunity (regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status).
• We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
• Reasonable accommodations may be made to enable individuals to perform the essential functions.

Benefits

• Competitive pay
• Medical, Dental and Vision Plans
• Paid Holidays & PTO
• Short and Long-Term Disability
• Paid Life Insurance
• 401(k) Retirement Plan
• Employee Stock Purchase Plan
• Lithia Learning Center
• Vehicle Purchase Discounts
• Wellness Programs

Pay

$150,000.00 - $180,000.00/ per year; This is a performance driven position, eligible for short-term and/or long-term incentives as part of total compensation, which includes base/draw hourly offset, with opportunity to earn commission and bonus. Actual pay offered may vary depending on skills, experience, job-related knowledge, and physical location. Final compensation will be established through the interview process in accordance with applicable pay equity and transparency laws.

Schedule

Full-time position.