Retail Process Improvement Manager
About The Position
The Retail Process Improvement Manager serves as the main point of contact between the Dealer Performance Analytics team and the area sales managers (ASMs) within a designated Business Center. This role is responsible for translating analytical findings and intervention strategies into context relevant to the Business Center and individual dealerships. The manager will work directly with ASMs to ensure they understand performance data, required actions, and how to effectively communicate with their dealers. While not directly managing dealers, the role focuses on enhancing ASM capabilities and accountability to ensure consistent, high-quality dealer interactions. Six such Field Coaches are deployed nationally, one for each Business Center.
Requirements
- Bachelor's Degree required.
- Former dealer operator, general manager, or senior dealer-facing field role with firsthand understanding of how a dealership operates and what changes dealer behavior.
- 10+ years in automotive retail, field sales, or dealer consulting with demonstrated ability to influence dealer principals and GSMs.
- Strong coaching instincts: patient, direct, and capable of building skill in others rather than doing the work for them.
- Comfortable translating data outputs and analytical frameworks into practical, dealer-specific conversations without requiring analytical expertise.
- High dealer and ASM credibility; the role relies on the respect the perspective it brings.
- Execution-oriented with strong organizational skills to manage a portfolio of active dealer cases and ASM coaching relationships simultaneously.
- Willingness to travel extensively within the assigned BC.
Responsibilities
- Work directly with area sales managers within the assigned BC to translate dealer performance analytics outputs into dealer-specific intervention plans.
- Coach ASMs on how to use diagnostic outputs, scorecards, and playbooks in dealer conversations, building their capability over time rather than creating permanent dependency on the central team.
- Establish and maintain a consistent ASM performance cadence within the BC, including weekly coaching sessions, dealer review meetings, and accountability check-ins.
- Identify ASMs who require additional coaching or accountability intervention and escalate to the Senior Field Intervention Lead.
- Support ASMs in the preparation and delivery of dealer-specific intervention plans for assigned priority dealers within the BC.
- Attend dealer meetings with ASMs for the highest-priority cases, providing coaching in the moment and ensuring the intervention plan is presented credibly and specifically.
- Track dealer-level progress against agreed actions within the BC and maintain visibility on which dealers are responding and which are not.
- Serve as the primary field intelligence source for the Dealer Performance Analytics team, providing structured feedback on what is working, what is not landing with ASMs or dealers, and what market context the data may be missing.
- Share BC-level best practices and successful intervention approaches with the broader Field Coach team for incorporation into playbook updates.
- Flag dealer-level issues that require OEM-side action (e.g., inventory, allocation, incentives, or T3 marketing) and route them to the appropriate workstream rather than treating them as dealer accountability issues.
- Maintain accurate tracking of ASM activity, dealer engagement, and intervention progress within the BC.
- Participate in the regular Dealer Performance governance cadence, including BC-level reviews, program-wide check-ins, and SLT reporting inputs.
- Ensure BC VP visibility on dealer performance status, priority interventions, and escalation cases within the BC.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
