Sales & Finance Manager

Lithia & Driveway•Middletown, NY

2d•Onsite

About The Position

The Sales & Finance Manager is responsible for leading both vehicle sales operations and Finance & Insurance (F&I) functions for an OEM franchise dealership. This role oversees the complete customer purchase process—from sales presentation and deal negotiation through financing and product delivery—while driving profitability, customer satisfaction, compliance, and team performance. The Sales & Finance Manager serves as a hands-on leader who develops sales professionals, maximizes departmental performance, and ensures all dealership and OEM standards are consistently achieved.

Requirements

Lead all sales and finance operations, including deal structuring, desking, customer negotiations, financing, F&I product sales, and delivery processes to maximize profitability and customer satisfaction.
Drive department performance by achieving vehicle sales, front-end and back-end gross profit, finance reserve, product penetration, CSI, and inventory management objectives.
Recruit, train, coach, and develop sales team members while fostering a high-performance culture focused on accountability, customer service, and continuous improvement.
Partner with dealership leadership to manage inventory, pricing strategies, OEM programs, merchandising, and overall dealership growth initiatives.
Build and maintain strong relationships with customers, lenders, OEM representatives, and business partners to support long-term success and profitability.
Ensure compliance with all federal, state, lender, OEM, and dealership policies while overseeing contract accuracy, funding, Contracts in Transit (CIT), and financial controls.
Analyze financial statements, operating reports, and key performance indicators to identify opportunities for improved efficiency, profitability, and operational performance.
Resolve escalated customer concerns and promote a customer-first environment that drives retention, referrals, repeat business, and exceptional customer satisfaction.
Collaborate with dealership and corporate leadership to execute business strategies that support revenue growth and long-term success.
Perform all other duties as assigned by leadership.
High School graduate or equivalent, 18 years or older required.

Responsibilities

Lead all daily operations of the Sales and Finance departments to achieve vehicle sales, profitability, customer satisfaction, and market share objectives.
Manage the complete deal lifecycle, including customer consultation, vehicle selection, trade evaluations, deal structuring, negotiation, financing, product presentation, contracting, and delivery.
Desk deals and assist sales consultants with pricing, negotiation strategies, customer objections, and closing opportunities to maximize sales performance and gross profit.
Present financing and leasing options while securing lender approvals that best fit customer needs and dealership objectives.
Offer and sell Finance & Insurance products including vehicle service contracts, GAP coverage, maintenance plans, appearance protection, tire and wheel protection, and other ancillary products.
Monitor and improve key performance indicators including sales volume, front-end gross, back-end gross, finance reserve, product penetration, closing ratios, customer satisfaction, and inventory turn.
Recruit, hire, train, coach, and develop sales consultants and future leaders while creating a culture focused on accountability, customer service, and continuous improvement.
Conduct regular sales meetings, performance reviews, one-on-one coaching sessions, and developmental training to improve team effectiveness and results.
Partner with dealership leadership to manage new and used vehicle inventory levels, pricing strategies, merchandising, and OEM incentive programs.
Build and maintain strong relationships with lenders, OEM representatives, customers, and business partners to support dealership growth and profitability.
Ensure all transactions and dealership activities comply with federal, state, lender, OEM, and company regulations, including Truth in Lending, Red Flags Rule, OFAC, Safeguards Rule, privacy requirements, and all applicable compliance standards.
Oversee contract processing, funding activities, Contracts in Transit (CIT), chargebacks, and documentation accuracy to ensure timely funding and financial integrity.
Analyze dealership reports, financial statements, operational metrics, and performance trends to identify opportunities for improved efficiency, profitability, and market competitiveness.
Resolve escalated customer concerns in a timely and professional manner while maintaining high CSI performance and a positive dealership reputation.
Foster a customer-first culture that delivers an exceptional buying experience and encourages customer retention, referrals, and repeat business.
Collaborate with General Management and corporate partners to develop and execute strategies that support sales growth, financial performance, and long-term dealership success.
Perform all other duties as assigned by leadership.