Sales Desk Manager
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, supports negotiations, coaches Sales Consultants, and helps ensure sales processes and compliance standards are followed. It also contributes to inventory strategy, customer retention, sales-team development, and achievement of department goals. The position works closely with Sales Consultants, Finance Managers, customers, and dealership leadership. The manager monitors sales activity and performance, oversees deal flow and inventory presentation, addresses escalated customer concerns, and maintains sales reporting and forecasts. Additional duties and operational initiatives may be assigned as needed.
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 customer-focused mindset.
- Valid driver's license with an acceptable driving record.
- High school graduate or equivalent.
- Must be 18 years or older.
Responsibilities
- Desk and structure vehicle transactions to maximize gross profit while providing competitive, customer-focused deal presentations.
- 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 on 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 facilitate 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
- Competitive pay
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
High school or GED
