Sales Desk Manager

Lithia & Driveway•Albany, NY

5d•$130,000 - $175,000

About The Position

The Sales Desk Manager leads the dealership’s daily sales process and supports sales performance by structuring vehicle deals, coaching Sales Consultants, and ensuring a strong customer experience. The role assists with negotiations, deal desking, inventory management, customer engagement, and sales-process compliance while helping the dealership meet profitability and volume objectives. The manager works with Sales Consultants and Finance Managers to facilitate deal flow and timely vehicle deliveries, supports sales and customer-satisfaction goals, and handles escalated customer concerns. The role also oversees sales activity and performance, inventory presentation and pricing, sales meetings, talent development, documentation, reporting, and forecasting. Other duties may be assigned. The role requires a high school diploma or equivalent and that the applicant be at least 18 years old. Applicants must have a valid driver’s license and an acceptable driving record. Reasonable accommodations may be made to enable individuals to perform essential functions. The workplace is drug-free, and the employer is committed to equal employment opportunity.

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 old.

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 directly 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 facilitate 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 promote accountability and results.
Help recruit, onboard, and develop sales talent.
Address escalated customer concerns professionally and work toward positive resolutions.
Maintain accurate sales-performance documentation, reporting, and forecasting.
Support dealership leadership with special projects and operational initiatives as needed.
Perform other duties as assigned.

Benefits

Competitive pay, including an opportunity to earn bonus and commission as part of total compensation.
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.
Leadership development and training through internal learning programs.
Opportunities for advancement across a national network.