Mercedes-Benz Sprinter Van Sales Manager

Mercedes Benz of North Haven•North Haven, CT

5d•Onsite

About The Position

The Retail Sales Manager's goal is to maximize new and pre-owned Sprinter van volume and gross profit per unit while developing a high-performing sales team that delivers an exceptional commercial customer experience. This role requires exceptional leadership in sales team management, deal structuring, inventory collaboration, BDC management, and customer experience.

Requirements

Previous retail automotive management experience in both new and pre-owned vehicles.
Commercial, fleet, or Sprinter van sales experience strongly preferred.

Responsibilities

Recruit, hire, train, coach, and hold accountable a team of sales consultants to meet individual and departmental unit and gross targets.
Conduct daily sales meetings to align the team on inventory, pending deals, and daily objectives.
Monitor and coach adherence to the dealership's road-to-the-sale process from greet through delivery, tailored to commercial and fleet buyers.
Set clear performance expectations and conduct regular one-on-ones to review individual production, CSI, and development needs.
Manage schedules, floor rotation, and up-system to ensure fair and consistent lead distribution.
Desk deals using the dealer's desking system to structure profitable transactions that satisfy both dealer gross targets and customer needs.
Approve pricing, trade values, and deal terms within dealer-set guidelines.
Work closely with F&I to ensure smooth deal flow and maximize front-end and back-end gross per unit, including commercial financing and fleet lease structures.
Review and approve all deals prior to funding to ensure accuracy and compliance.
TO (turn-over) customers on the floor to assist sales consultants in overcoming objections and closing deals.
Partner with the Inventory and Up fit teams to understand available new and pre-owned Sprinter inventory, aging units, upfit lead times, and market positioning.
Keep sales staff informed of new arrivals, aging inventory, and priority units through daily talking points and lot walks.
Ensure showroom and key lot positions are merchandised effectively with priority inventory, including upfit and conversion examples.
Communicate inventory and upfit needs and business-customer demand trends back to acquisition and inventory teams.
Work with the Business Development Center to ensure timely follow-up and appointment conversion on all sales leads, including commercial and fleet inquiries.
Review lead source performance and appointment show/close ratios to identify coaching opportunities.
Ensure every incoming lead, phone-up, and walk-in is logged and worked according to dealership process.
Partner with BDC leadership on outbound campaigns tied to inventory, service-to-sales, and equity mining opportunities targeting local businesses and fleet operators.
Own the department's CSI performance and implement process improvements to drive customer satisfaction scores.
Personally engage with customers on the floor and follow up on any service recovery situations.
Monitor online reviews related to the sales experience and coach staff on service recovery.
Ensure delivery process is thorough, professional, and reinforces the value of the purchase — including upfit walkthroughs and commercial account onboarding.
Track and report daily, weekly, and monthly sales performance against dealer-set unit and gross profit targets.
Analyze individual and team performance metrics (closing ratio, gross per unit, CSI, F&I penetration) to drive coaching priorities.
Prepare and present sales department performance updates to dealership leadership.
Maintain accurate use of the CRM/desking system to ensure clean, actionable reporting.