Automotive Sales Manager / Desk Manager
About The Position
Coast Buick GMC Cadillac is seeking an experienced Automotive Sales Manager / Desk Manager to join our leadership team. This is an active, hands-on management role where managers are expected to be on the floor, engaging customers, performing early manager introductions, assisting sales consultants, structuring deals, overcoming objections, performing TOs, and helping drive deals across the finish line. Management involvement starts early in the sales process, not just when a deal is falling apart. The position requires a strong working knowledge of subprime and special finance, understanding that each customer and credit situation requires a different approach. The ideal candidate is a leader, closer, coach, and car person who proactively takes ownership of the sales floor and performance metrics.
Requirements
- Experienced Automotive Sales Manager / Desk Manager
- Automotive management experience is required
- Verifiable professional dealership references are required
- This is NOT an entry-level management opportunity
- This is NOT a sit-behind-the-desk management position
- Must be an ACTIVE, HANDS-ON SALES MANAGER
- Strong working knowledge of subprime and special finance
- Experience with prime, near-prime, subprime, and challenged-credit customers
- Ability to read and understand credit profiles
- Ability to structure deals around lender guidelines
- Understanding of Advance, LTV, PTI and DTI considerations
- Experience with negative-equity situations
- Understanding of cash-down requirements
- Ability to select vehicles based on financeability
- Knowing when a deal needs to be switched to a different vehicle or structure
- Experience working effectively with Finance and lender programs
- Understanding how deal structure affects approvals, profitability, and delivery
- Proven automotive dealership management experience as a Sales Manager, Desk Manager, General Sales Manager, F&I Manager, Internet Sales Manager, or comparable automotive sales leadership position
- Strong experience in automotive desking
- Strong experience in deal structuring
- Strong experience in subprime / special finance
- Strong experience in manager TOs
- Strong experience in early manager involvement
- Strong experience in closing and objection handling
- Strong experience in trade evaluation
- Strong experience with negative equity
- Strong experience with leasing and financing
- Strong experience in gross-profit management
- Strong experience with CRM accountability
- Strong experience in salesperson development
- Strong experience with dealership performance metrics
- Applicants without relevant automotive dealership experience will not be considered
- Qualified candidates must be prepared to provide verifiable professional automotive dealership references
- References from previous Dealer Principals, General Managers, General Sales Managers, or other senior dealership leadership are preferred
Nice To Haves
- VinSolutions CRM experience is strongly preferred
Responsibilities
- Perform early manager introductions (EMIs) and establish management involvement early in the customer experience
- Actively work the showroom floor and stay engaged with customers and sales consultants
- Assist with needs analysis, vehicle selection, payment expectations, trade discussions, and deal direction
- Perform strong manager TOs and help close difficult customers
- Desk and structure new and pre-owned vehicle transactions
- Manage multiple active deals and negotiations simultaneously
- Coach sales consultants in real time
- Maintain awareness of every active customer and opportunity on the floor
- Drive urgency, accountability, appointments, follow-up, and deliveries
- Protect gross while understanding when and how to make a deal
- Work closely with Finance to ensure clean, financeable, profitable transactions
- Manage internet leads, phone opportunities, appointments, showroom traffic, unsold customers, follow-up, calls, texts, and emails through CRM
- Manage salesperson accountability, closing ratios, and performance through CRM
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
