Director of New Vehicle Sales, Corporate

Ourisman Automotive Group•Bethesda, MD

20d•$200,000 - $300,000

About The Position

Ourisman Automotive Group is seeking a Director of New Vehicles Sales who will be responsible for developing, executing, and optimizing the new vehicles sales strategy across the platform. This role provides strategic direction, performance management, and process standardization to ensure consistent growth in volume, margin, and market share while maintaining brand and OEM compliance.

Requirements

8-12 years in automotive operations or performance management
Strong cross-functional influence skills
Deep understanding of dealership operations and workflows
Strong OEM program, incentive and compliance expertise
Highly organized, data-driven, execution-focused
Ability to effectively present information and speak effectively in one-on-one and small group situations with GMs and department heads and group teams
Ability to read and interpret operating and procedure manuals
Ability to communicate and write routine updates, reports, and strategies
Ability to effectively communicate and relay individual store performance metrics, KPIs and financial performance, as well as comparatively within the platform
Willing to submit to a pre-employment background check

Responsibilities

Develop and oversee the platform's inventory management strategy for all brands
Work with store leadership to monitor inventory mix, days' supply, turn rate, and aging reports, ensuring optimal balance of models, trims, and colors
Work with the Director of Used Car Sales to manage platform strategies trade flow, dealer trades, and aging unit reduction plans
Develop and execute new vehicle sales strategy for the platform, ensuring alignment with corporate objectives, OEM goals, and market opportunities.
Goal: Get all stores to be new car sales effective.
Liaison with Marketing team to ensure tactics and strategies result in strong leads that are adequately converted to Sales in store.
Monitor OEM stair-step programs, incentive eligibility, program participation opportunities, and volume-based objectives to ensure compliance for vehicle allocations, and maximize supply advantage for the platform
Stay knowledgeable and current of OEM product launches and regional marketing initiatives, ensuring stores are trained and inventory-ready
Develop and execute group-wide new vehicles sales strategies aligned with financial targets, OEM objectives, and market conditions that align with platform strategy set by the SVP and CFO
Establish and monitor KPIs including volume, gross profit, days' supply, turn rate, incentive utilization, and market share
Identify performance gaps and implement corrective action plans at underperforming rooftops
Support pricing, inventory mix, and allocation strategies in coordination with inventory management and OEM partners
Design, implement, and continuously improve standardized new vehicle sales processes (i.e. sales desk practices, inventory management, pricing governance, and customer experience standards) across all rooftops, and partner with Director of F&I to optimize handoff, conversion, and compliance
Collaborate with Marketing teams to align lead handling, promotions, and OEM programs
Serve as the primary sales performance partner to General Managers while preserving GM ownership of store results
Conduct regular performance reviews with GMs and New Vehicle Sales Managers
Provide coaching and guidance on leadership, staffing, and execution best practices
Escalate material performance, compliance, or risk issues to the Senior Director of Retail Performance and/or executive leadership
Support change management processes, and the adoption of new tools, training and development, processes, and standards
Support performance management, recognition, and corrective action where necessary
Support store leadership recruitment, onboarding, and succession planning
Support audits and corrective actions related to sales documentation and incentive claims
Provide planning and implementation support for operational functions in store acquisitions and onboarding
Provide planning and wind down support of operational functions in franchise terminations and store closures
Serve as the first escalation point for store GMs and department heads re: operational challenges
Resolve execution issues before escalating systemic concerns
Partner with support functions to remove operational barriers