Sales Desk Manager

Lithia & Driveway•Union, NJ

10d•$175,000 - $250,000

About The Position

The Sales Desk Manager leads and supports the dealership’s daily sales process to drive sales performance, profitability, and an exceptional customer experience. The role structures vehicle deals, assists with negotiations, coaches Sales Consultants, and supports the team with deal reviews, inventory management, customer engagement, and sales-process compliance. The position also helps the dealership meet sales volume, profitability, customer-retention, and CSI objectives. The manager monitors sales activity and performance, leads daily sales meetings and reviews, supports hiring and development of sales talent, collaborates with Finance Managers to facilitate deal flow and deliveries, and addresses escalated customer concerns. The role maintains sales documentation, reporting, and forecasts and may support additional dealership projects and operational initiatives. The position requires at least three years of automotive sales leadership experience at an OEM dealership, proven deal-desking and sales-profitability results, and strong knowledge of finance, lender programs, and trade appraisals. A high school diploma or equivalent, age 18 or older, and a valid driver's license with an acceptable driving record are required. The posted annual total rewards range is $175,000–$250,000, with compensation that may include base pay and bonus and commission opportunities. Actual pay may vary based on skills, experience, job-related knowledge, and location.

Requirements

At least 3 years of automotive sales leadership experience in an OEM dealership.
Proven success desking deals and driving sales profitability.
Strong understanding of finance, lender programs, and trade appraisals.
Experience coaching and developing high-performing sales teams.
Excellent leadership, communication, and negotiation skills.
Ability to analyze performance metrics and execute action plans.
Proficiency with CRM, DMS, and automotive desking tools.
Strong customer-service, organizational, and problem-solving abilities.
Professional appearance and a customer-focused mindset.
Valid driver's license with an acceptable driving record.
High school graduate or equivalent.
At least 18 years of age.

Responsibilities

Desk and structure vehicle transactions to maximize gross profit while presenting competitive, customer-focused deals.
Partner with Sales Consultants throughout the sales process to improve closing ratios and customer satisfaction.
Review and approve deal structures, pricing, trade valuations, lender options, and payment scenarios.
Work with customers on vehicle selection, negotiations, trade evaluations, and objection handling when needed.
Help achieve department sales, profitability, customer-retention, and CSI goals.
Monitor daily sales activity, appointments, showroom traffic, and lead-conversion performance.
Coach, train, and develop Sales Consultants in product knowledge, sales techniques, CRM use, and customer engagement.
Ensure adherence to dealership sales processes, compliance standards, and manufacturer requirements.
Collaborate with Finance Managers to support smooth deal flow and timely vehicle deliveries.
Manage inventory presentation, pricing strategy, aging inventory, and merchandising standards.
Conduct daily sales meetings and performance reviews to drive accountability and results.
Help recruit, onboard, and develop sales talent.
Address escalated customer concerns professionally and work toward positive resolutions.
Maintain accurate sales documentation, reporting, and forecasts.
Support dealership leadership with special projects and operational initiatives as needed.
Perform other duties as assigned.

Benefits

Medical, dental, and vision plans
Paid holidays and PTO
Short- and long-term disability
Paid life insurance
401(k) retirement plan
Employee stock purchase plan
Lithia Learning Center
Vehicle purchase discounts
Wellness programs
Short-term and/or long-term incentives, including bonus and commission opportunities