Pre-Owned Vehicle Sales Manager

Rusnak Volvo Cars Westlake•Thousand Oaks, CA

About The Position

Rusnak Auto Group is hiring a Pre-Owned Vehicle Sales Manager for its Volvo dealership in Westlake. The manager oversees the Pre-Owned Vehicle (POV) Sales Department, handles client inquiries, and works to maximize profitability on pre-owned vehicle sales. The role leads sales planning, inventory acquisition and management, sales operations, marketing efforts, and team development while supporting dealership and franchise objectives. The manager develops and monitors sales, financial, and operating goals; analyzes market and franchise data; forecasts results; and works with dealership management to improve performance. Responsibilities also include appraising vehicles, controlling reconditioning costs, managing auction and wholesale activity, maintaining inventory standards, and ensuring accurate online vehicle listings and pricing. The role hires, trains, schedules, and manages department employees; conducts sales and training meetings; supports customer satisfaction; ensures effective follow-up and CRM use; and coordinates client handoffs to Finance and Insurance. The manager also maintains productive relationships with manufacturer partners and contributes to strategic planning and ongoing improvement of the sales team.

Requirements

Bachelor's degree in Business or a related field, or equivalent training and experience.
At least five years of related, progressively responsible automotive pre-owned vehicle sales experience.
At least five years in pre-owned automotive sales management or a similar position in the automotive industry.
Current California Sales License.
Current California Driver License and a clean Department of Motor Vehicles driving record.

Nice To Haves

Automotive Finance and Insurance Manager experience.

Responsibilities

Develop, monitor, and adjust pre-owned vehicle sales goals, budgets, volume, expenses, gross profit, and operating profit.
Promote sales initiatives, communicate product features and specials to clients, and address client concerns and complaints according to dealership guidelines.
Analyze market and franchise data, identify growth opportunities, forecast results, and work with management to meet revenue and profitability targets.
Ensure compliance with company, local, state, and federal regulations affecting pre-owned vehicle sales.
Establish delivery procedures, including introducing clients to the Service Department and scheduling their first service appointment.
Ensure proper CRM use and follow-up with prospective buyers through prospecting, follow-up, and sales-control systems.
Process sales consultant commission sheets daily and monitor related payroll records.
Coordinate with the new vehicle Sales Manager regarding units needed for pre-owned inventory.
Work with the Service Department and other sources to locate quality, low-mileage pre-owned vehicles.
Enforce inventory turn policies: 60 days for non-Porsche products and 90 days for Porsche products.
Appraise incoming vehicles; manage reconditioning within dealership cost and time limits; and control reconditioning expenses.
Establish and manage wholesaling activities; monitor auction activity and prices; attend auctions; approve auction paperwork; and document purchases.
Track auction purchase results and compare auction-vehicle gross profits with trade-in gross profits.
Develop and maintain outside sources for buying and selling vehicles and work with other Rusnak franchises to retain vehicles within the group.
Participate in strategic planning and work with the GSM and/or GM to develop and evaluate franchise-level plans.
Hire, train, motivate, direct, schedule, counsel, and monitor department team members to maintain staffing and develop sales capabilities.
Conduct daily and weekly sales and sales-training meetings; support deal closing; and keep sales consultants informed about inventory and advertising.
Establish and enforce product-knowledge standards and help team members set and achieve annual and monthly goals.
Monitor team productivity and performance, create corrective action plans, and work with management on ongoing team improvement.
Ensure 100 percent client turnover to the Finance and Insurance Manager.
Build external relationships to identify qualified candidates for the franchise team.
Develop appropriate relationships with manufacturer partners and ensure the sales team meets ethical and performance expectations.
Manage inventory mix, quantity, dollar value, aging, and days' supply; monitor aged inventory and display vehicles to maximize merchandising potential.
Analyze customer preferences, lost sales, dealership history, and local markets to determine inventory needs.
Work with management on advertising campaigns and promotions; review website content for accuracy; and create pricing, specials, and seller's notes.
Follow company-approved methods for wholesaling aged inventory or vehicles not retained for retail sale.