Director, Non-Franchise Variable Operations

AutoNation • Remote-TX, OH

1d • $100,000 - $250,000 • Hybrid

About The Position

The Director, Non-Franchise Variable Operations owns used vehicle performance across all assigned stores. The role combines business unit ownership of sales volumes, gross profit, and PVR targets with hands-on, in-store execution: embedding in underperforming stores to diagnose root causes, coaching General Managers and Sales Managers into stronger leaders, and owning the three levers that drive used vehicle volume: disciplined sales process execution, aggressive vehicle acquisition, and fast, cost-effective reconditioning.
It is equal parts strategist and operator. The Director sets expectations and standards for the assigned stores, then works side-by-side with store teams to install the processes that connect centralized and digital customer interactions—phone, eCommerce, BDC, and WBYC—to the in-store experience. Success requires deep used vehicle retail knowledge, command of reconditioning and acquisition economics, strong analytical and process discipline, and a high degree of technology savvy.

Requirements

• High school diploma or equivalent required; bachelor’s degree preferred.
• 7+ years of automotive retail experience.
• 3+ years of automotive sales management experience; General Manager, multi-store, or desk management experience preferred.
• Demonstrated success in used vehicle operations, inventory strategy, and retail execution.
• Strong analytical skills with demonstrated comfort using CRM, DMS, reporting dashboards, and inventory and pricing tools.
• Proven coaching, organizational, communication, and presentation skills.

Nice To Haves

• Used-vehicle-only or high-volume used vehicle retail operations experience.
• Multi-store or market-level leadership experience.

Responsibilities

• Set clear expectations, objectives, and performance goals for used vehicle volume, gross profit, and PVR across all used vehicle stores in the market.
• Drive operational consistency, compliance, and process execution, establishing and scaling best practices.
• Provide leadership with candid feedback on store performance, opportunities, and risks.
• Embed in underperforming stores to diagnose root causes and build sustainable action plans that grow used vehicle volume, gross profit, and PVR.
• Work one-on-one with General Managers and Sales Managers to coach, train, and execute sales processes, developing them as stronger leaders and coaches.
• Conduct in-store visits to share results, workshop opportunities, and develop bench talent.
• Analyze market data and trends to ensure stores maintain a balanced inventory mix tailored to local demand.
• Optimize inventory aging and collaborate with CAAD on pricing.
• Facilitate inter-store vehicle transfers to maximize retail opportunities and reduce aging.
• Guide trade appraisal strategy and trade-in retention targets, and partner with General Managers and Sales Managers on aligned retail and acquisition strategies.
• Drive purchase conversion of consumers looking to sell their vehicle, ensuring call-center-generated appointments are finalized into completed acquisitions.
• Own market-level acquisition strategy across every channel—trade-in, consumer purchase/WBYC, auction, and off-lease—so stores stay self-sufficient on inventory.
• Own recon throughput across the market: partner with Service Managers and reconditioning teams to compress cycle time and hold speed-to-market within standard.
• Manage recon cost per unit against gross retention, balancing thoroughness of repair against days-to-frontline.
• Establish consistent recon workflow, vendor management, and quality standards so vehicles are photographed, merchandised, and retail-ready on day one.
• Track units held in recon and escalate bottlenecks before aging erodes gross.
• Analyze traffic funnel metrics to identify and capture conversion opportunities from lead to appointment to show to sale.
• Ensure execution of a consistent sales process in every store—appraisal, desking, closing, and delivery—so results are repeatable rather than personality-driven.
• Teach dealership teams how to implement processes that connect centralized and digital customer interactions—phone, eCommerce, BDC, and WBYC—to the in-store experience, ensuring a seamless handoff from appointment to finalized transaction.
• Partner with eCommerce and centralized-contact teams to maximize results through proper staffing, management, and process execution.
• Support store leaders in managing all customer traffic channels: showroom, eCommerce, and phone.
• Leverage CRM, DMS, reporting dashboards, and pricing tools to surface insights and drive adoption of digital retailing tools.
• Assess KPIs, identify shortfalls, and implement corrective action plans.
• Champion merchandising best practices, ensuring all branding and digital presentation standards are met.

Benefits

• Competitive compensation and 401k matching
• Insurance plans (health, dental, vision)
• Maternity benefits
• Associate purchase and discount programs for new and pre-owned vehicles, services, parts, collision, accessories, and AutoGear
• Access amazing deals and discounts through YouDecide
• DRVPNK mission to raise and donate millions of dollars to cancer research and treatment, partnering with cancer charities nationwide

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: High school or GED