Sales Manager

Position Summary

The Sales Manager is responsible for leading and developing the dealership sales team while driving vehicle sales, customer satisfaction, and profitability. This role oversees the daily operations of the sales department, coaches and motivates sales consultants, ensures compliance with dealership policies, and works closely with the Finance and Service departments to provide an exceptional customer experience. The ideal candidate is a strong leader with proven automotive sales experience, excellent communication skills, and the ability to build a high-performing sales culture.

Essential Duties And Responsibilities

• Lead, coach, and motivate the sales team to achieve individual and dealership sales goals.
• Monitor daily, weekly, and monthly sales performance and implement strategies to improve results.
• Conduct daily sales meetings, training sessions, and one-on-one coaching.
• Assist sales consultants throughout the sales process, including negotiations and closing deals.
• Ensure exceptional customer service and promptly resolve customer concerns or escalated issues.
• Review and approve vehicle pricing, trade values, and deal structures within dealership guidelines.
• Maintain compliance with federal, state, and local laws, including all FTC, lending, and consumer protection regulations.
• Partner with the Finance & Insurance (F&I) department to maximize profitability and ensure a smooth delivery process.
• Monitor inventory levels and work with management to maintain an appropriate inventory mix.
• Analyze sales reports, market trends, and performance metrics to identify opportunities for growth.
• Recruit, interview, hire, train, and develop sales personnel.
• Conduct regular performance evaluations and provide ongoing feedback.
• Ensure CRM activities, customer follow-up, and lead management processes are completed consistently.
• Maintain professional relationships with customers while promoting repeat business and referrals.
• Foster a positive, team-oriented work environment focused on accountability and continuous improvement.
• Perform other duties as assigned by dealership management.

Qualifications

• Minimum of 3 years of automotive sales experience, with previous management or leadership experience preferred.
• Proven track record of meeting or exceeding sales goals.
• Strong leadership, coaching, and team development skills.
• Excellent negotiation and closing abilities.
• Strong organizational, analytical, and problem-solving skills.
• Excellent verbal and written communication skills.
• Ability to work in a fast-paced, goal-driven environment.
• Proficiency with dealership management systems (CDK preferred), CRM software, and Microsoft Office.
• Valid driver's license with an acceptable driving record.

Education & Experience

• High school diploma or GED required.
• Bachelor's degree in Business, Marketing, or a related field is preferred but not required.
• Previous dealership Sales Manager or Finance Manager experience is preferred.

Physical Requirements

• Ability to stand and walk for extended periods.
• Frequently use a computer and telephone.
• Ability to enter and exit vehicles repeatedly.
• Occasionally lift up to 25 pounds.
• Ability to work evenings, weekends, and holidays as business needs require.

Benefits

• Competitive salary plus performance-based bonus opportunities
• Medical, Dental, and Vision Insurance
• 401(k) with Company Match (where applicable)
• Paid Time Off
• Paid Holidays
• Employee Vehicle Purchase Program
• Professional Development and Training
• Career Advancement Opportunities