AUTOMOTIVE SALES MANAGER JOB DESCRIPTION

Running a dealership sales floor means steering a team toward monthly unit targets while keeping compliance with OMVIC and state vehicle sales regulations current. This is a budget-owning, people-managing function: the Automotive Sales Manager controls departmental operating costs, sets gross profit objectives, and builds lender relationships that determine how deals get structured and funded. Every month closes differently. The role demands someone who can coach salespeople through live deals, read floor traffic, and still submit accurate forecasts to a General Manager by end of day.

As the Automotive Sales Manager, you drive vehicle sales volume and gross profit performance across a dealership sales department, managing staff output, inventory presentation, and customer retention through the full ownership cycle. You report to the General Manager and carry direct accountability for staffing decisions, training cadences, and the department's monthly and annual financial targets.

Career Impact: Proven performance as an Automotive Sales Manager - measured in units per month and gross profit per vehicle - is among the most portable credentials in the retail automotive industry, recognized by franchise groups and independent dealers alike.

Business Impact: The dealers who generate the highest customer satisfaction ratings and repeat-buyer rates do so because a skilled Sales Manager enforces follow-up discipline and closes deals that salespeople cannot close alone.

Growth Opportunity: Demonstrated success in this seat is the primary pipeline into General Sales Manager and General Manager roles, where total store P&L replaces departmental accountability.

• Hire, train, and evaluate vehicle sales staff against monthly unit and gross profit targets.
• Direct salespeople in setting short- and long-range objectives, adjusting plans in response to floor performance weekly.
• Manage the department's annual operating budget, including compensation plans and controllable expense items.
• Monitor and enforce compliance with federal, state, and local laws governing vehicle sales and licensing.
• Assist salespeople in closing deals and maintain customer retention through structured post-sale follow-up programs.
• Prepare and present sales reports, unit forecasts, and gross profit projections to dealership leadership.
• Coordinate with the General Manager on advertising campaigns, promotional planning, and inventory presentation standards.

• Bachelor's degree in business, marketing, or a related field, or equivalent work experience.
• 3 or more years of automotive sales management experience, with demonstrated responsibility for a dealership sales department's unit volume and gross profit.
• Working knowledge of vehicle finance operations, bank programs, and lender relationship management.
• Proven ability to recruit, develop, and retain a sales team in a high-volume retail environment.
• Familiarity with dealer management system platforms and CRM-based customer follow-up workflows.
• Valid driver's license with a clean driving record; OMVIC license in good standing where required by jurisdiction.
• Strong command of budgeting, expense forecasting, and compensation plan administration.

• Prior experience as a General Sales Manager, Used Car Manager, or Business Development Center Manager at a franchise dealership.
• Track record of producing high units per month in a competitive, high-volume market.
• Experience developing advertising and promotional campaigns that measurably improved showroom traffic or CSI scores.
• Automotive purchasing or remarketing experience, particularly in pre-owned inventory acquisition and valuation.

• Monthly unit sales against forecast, measuring the team's execution of the department plan.
• Gross profit per vehicle retailed, tracking deal structure and negotiation discipline across the desk.
• Customer satisfaction index (CSI) score, reflecting post-sale follow-up consistency and floor experience.
• Salesperson retention rate, indicating coaching and team-culture effectiveness over rolling quarters.
• Days-to-turn ratio on new and used inventory, measuring how quickly the manager cycles floor stock.
• Typical tools: dealer management systems (commonly CDK, Reynolds & Reynolds); CRM platforms (commonly VinSolutions or DealerSocket).

• Base Salary Range: $65,000 to $95,000 annually, depending on market and store volume
• Bonus: Monthly performance bonus tied to unit volume and gross profit; uncapped earning potential common
• Equity: Rarely offered at dealership level; partnership tracks available at multi-rooftop groups
• Health Benefits: Medical, dental, and vision coverage; employer contribution varies by dealer group
• PTO: 10 to 15 days annually; structure varies widely by employer
• Common Perks: Demonstrator vehicle allowance, manufacturer incentive program access, and ongoing OEM-sponsored sales training

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Background checks, including driving record verification, are a condition of employment for this position. All applicants are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations are available to qualified individuals with disabilities throughout the hiring process. Candidates must be legally authorized to work in the United States without sponsorship.

The Automotive Sales Manager owns the dealership's sales training, customer satisfaction, and inventory control by supporting associates through the Posted Price process and managing CRM-driven follow-up. Working directly with customers and across the sales team, this role delivers measurable growth in the customer base and sustained dealership performance.

Key Responsibilities

• Train and support sales associates to deliver high levels of customer satisfaction and competency.
• Present the dealership's unique Posted Price selling approach to customers throughout the vehicle buying process.
• Demonstrate products and provide clear, accurate information via email, phone, and in person.
• Assist with inventory control and customer follow-up to maintain and grow the customer base.
• Learn and use CRM tools to manage and follow up with customers effectively.
• Generate and review sales reports to track performance.

Required Qualifications

• Two years of automotive or retail experience required.
• R&R experience is a plus.
• Outstanding customer service skills and professional appearance.
• High energy with the ability to adapt to various software platforms.
• Valid Driver's License required.

Embedded within a global engineering and energy solutions company, the Automotive Sales Manager leads the European sales force across multiple locations, coordinating RFQ/RFI response teams and benchmarking competitive market share for LEM's automotive segment. Working closely with Product Management, R&D, and regional Key Account partners, this role builds the technical sales capability and global strategy alignment that drives sustainable OEM and Tier 1 revenue growth.

Core Functions

• Manage the European sales force operating across multiple locations.
• Analyze customer needs and feed market trends back to the Product Management team.
• Coordinate response teams during RFQ/RFI phases.
• Improve sales tools and streamline collaboration between sales and R&D during project development.
• Benchmark competitive environment and monitor LEM market share.
• Manage technical support and training for local sales teams and clients.
• Exchange global Key Accounts strategy with other Regional Sales Managers.
• Provide regular performance reports to senior leadership.

Qualifications & Experience

• Engineering degree in mechanical or electronic engineering required, with a complementary business degree as a plus.
• Minimum 10 to 15 years of experience in the automotive market required.
• At least 5 years of sales experience dealing with automotive OEM and Tier 1 suppliers required.
• Knowledge of mechatronic or electronic sensors is a plus.
• Strong judgment, negotiation, and project management skills.
• Fluency in English required, with French or German as an asset.
• International mindset with intercultural experience and willingness to travel within Europe 20 to 30% of the time.

Reporting to senior dealership leadership, the Automotive Sales Manager shapes dealer account performance across the CarOffer platform by analyzing inventory data, conducting weekly executive reviews, and coaching dealership teams to optimize acquisition and disposal decisions. Partnering with internal CarOffer team members and dealer clients, this role converts consultative relationships into measurable platform utilization and revenue outcomes, with uncapped commission potential exceeding $200k.

Primary Duties

• Drive sales and inventory purchases through the CarOffer platform across assigned dealer accounts.
• Optimize inventory performance by analyzing dealer inventories, pricing data, and prior performance before consultations.
• Perform ad-hoc market analysis to identify value-add opportunities for dealers.
• Take ownership of dealer account issues and ensure equitable solutions for all parties.
• Coach dealership team members to improve performance and platform utilization.
• Build trust-based relationships with dealer clients and internal CarOffer team members.
• Conduct weekly review meetings with dealership executives to track progress and maintain buy-in.

Skills & Qualifications

• High School Diploma or equivalent.
• Experience in the retail automotive industry.
• Experience in a client-facing, consultative sales role strongly preferred.
• Prior experience as a General Manager, General Sales Manager, Used Car Manager, or BDC Manager is a plus.
• Automotive purchasing experience and knowledge of pre-owned inventory acquisition operations is a plus.
• Strong analytical skills, financial acumen, and ability to evaluate acquisition and inventory turn costs.
• Expert communication and phone skills required, with comfort spending the majority of the day managing relationships by phone.

Sitting at the intersection of sales leadership and dealership financial operations, the Automotive Sales Manager leads hiring, training, and daily performance management of the vehicle sales staff while overseeing budget preparation, advertising campaigns, and lender relationship management. Operating across sales, finance, and marketing functions, this role enables consistent units-per-month targets and elevated customer satisfaction ratings at a high-volume dealership.

Duties

• Prepare and manage the annual operating budget, including staff remuneration plans and sales operations costs.
• Forecast controllable expense items in collaboration with the General Manager.
• Hire, train, motivate, and evaluate vehicle sales staff, conducting daily and weekly training sessions.
• Direct salespeople in setting short- and long-range objectives and communicate dealership policies and procedures.
• Ensure all salespeople hold valid licenses and comply with laws governing vehicle sales.
• Monitor new vehicle salespeople to improve customer satisfaction ratings and dealership image.
• Assist salespeople in closing deals and maintain customer retention through ongoing follow-up by mail and phone.
• Aid in developing advertising campaigns and marketing efforts, and prepare sales reports and forecasts for senior leadership.

Experience & Qualifications

• 3 to 5 years of previous experience as an Automotive Sales Manager.
• Experience in finance operations, bank programs, and lender relationship management.
• Knowledge of high-volume dealership sales and the ability to produce strong units per month preferred.
• Proficient with dealer management systems including CDK and 180.
• Excellent communication, customer service, and team leadership skills.
• Valid OMVIC License in good standing and a valid Driver's License with a clean driving record required.
• Background check required.