Automotive Sales Manager / Desk Manager

Coast Buick GMC Cadillac•Port Richey, FL

1d•Onsite

About The Position

Coast Buick GMC Cadillac is seeking an EXPERIENCED Automotive Sales Manager / Desk Manager to join our leadership team. AUTOMOTIVE MANAGEMENT EXPERIENCE IS REQUIRED. VERIFIABLE PROFESSIONAL DEALERSHIP REFERENCES ARE REQUIRED. This is NOT an entry-level management opportunity, and it is NOT a sit-behind-the-desk management position. We are looking for an ACTIVE, HANDS-ON SALES MANAGER who is involved in the deal from the early stages of the customer interaction all the way through the sales process. Our 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. THIS IS AN ACTIVE MANAGEMENT ROLE. At Coast Buick GMC Cadillac, management starts early in the sales process — not when the deal is already falling apart. The successful candidate will: 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, not just after the deal. 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. If your management style is to sit behind a desk and wait for salespeople to bring you worksheets, this position is not the right fit. SUBPRIME & SPECIAL FINANCE KNOWLEDGE REQUIRED. This position requires a strong working knowledge of subprime and special finance. The right candidate must understand that every customer and every credit situation requires a different approach. Experience should include: Prime, near-prime, subprime, and challenged-credit customers. Reading and understanding credit profiles. Structuring deals around lender guidelines. Advance, LTV, PTI and DTI considerations. Negative-equity situations. Cash-down requirements. Vehicle selection based on financeability. Knowing when a deal needs to be switched to a different vehicle or structure. Working effectively with Finance and lender programs. Understanding how deal structure affects approvals, profitability, and delivery. We want a manager who doesn't immediately give up on a difficult credit situation. You should understand how to identify the path to an approval and structure the deal accordingly. REQUIRED EXPERIENCE Candidates must have 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. Candidates must demonstrate strong experience in: Automotive desking, Deal structuring, Subprime / special finance, Manager TOs, Early manager involvement, Closing and objection handling, Trade evaluation, Negative equity, Leasing and financing, Gross-profit management, CRM accountability, Salesperson development, Dealership performance metrics. Applicants without relevant automotive dealership experience will not be considered. VinSolutions Experience VinSolutions CRM experience is strongly preferred. We expect management to actively use the CRM to manage: Internet leads, Phone opportunities, Appointments, Showroom traffic, Unsold customers, Follow-up Calls, texts, and emails, Overdue activities, Salesperson accountability, Closing ratios and performance. We are not looking for someone who simply knows how to log into VinSolutions. We want someone who knows how to manage a sales operation through it. PROFESSIONAL REFERENCES REQUIRED 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. References will be contacted and verified during the hiring process. WHO WE WANT We want a leader, closer, coach, and car person. You should be able to walk onto the floor, understand what's happening, identify where your team needs help, engage the customer, structure the deal, and create a path toward a delivery. You understand that great automotive management is not reactive. It's proactive. You get involved early. You know your customers. You know your deals. You know your inventory. You know your numbers. And you know your team. If you need to be asked to get involved, this probably isn't the position for you. If you naturally take ownership of the floor and the number, we want to talk to you. JOIN COAST BUICK GMC CADILLAC If you have a proven automotive management track record, strong subprime and deal-structuring knowledge, and believe a Sales Manager belongs on the floor and involved in the process, we want to hear from you. Automotive management experience and verifiable professional references are required. Apply today and show us what you can bring to the Coast Buick GMC Cadillac leadership team.

Requirements

EXPERIENCED Automotive Sales Manager / Desk Manager
AUTOMOTIVE MANAGEMENT EXPERIENCE IS REQUIRED
VERIFIABLE PROFESSIONAL DEALERSHIP REFERENCES ARE REQUIRED
Active, hands-on sales manager involved in the deal from early stages
Strong working knowledge of subprime and special finance
Experience with prime, near-prime, subprime, and challenged-credit customers
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 with manager TOs
Strong experience with early manager involvement
Strong experience with closing and objection handling
Strong experience with trade evaluation
Strong experience with negative equity
Strong experience with leasing and financing
Strong experience with gross-profit management
Strong experience with CRM accountability
Strong experience with salesperson development
Strong experience with dealership performance metrics
VinSolutions CRM experience is strongly preferred
Ability to walk onto the floor, understand what's happening, identify where the team needs help, engage the customer, structure the deal, and create a path toward a delivery
Proactive management style, not reactive
Takes ownership of the floor and the number

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, not just after the deal
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
Understand that every customer and every credit situation requires a different approach
Read and understand credit profiles
Structure deals around lender guidelines
Consider Advance, LTV, PTI and DTI
Manage negative-equity situations
Determine cash-down requirements
Select vehicles based on financeability
Identify when a deal needs to be switched to a different vehicle or structure
Work effectively with Finance and lender programs
Understand how deal structure affects approvals, profitability, and delivery
Identify the path to an approval and structure the deal accordingly
Actively use the CRM to manage internet leads, phone opportunities, appointments, showroom traffic, unsold customers, follow-up calls/texts/emails, overdue activities, salesperson accountability, closing ratios and performance