Mercedes-Benz Sales Manager

Mercedes Benz of North Haven•North Haven, CT

1d•Onsite

About The Position

The Retail Sales Manager's goal is to maximize new and pre-owned unit volume and gross profit per unit while developing a high-performing sales team that delivers an exceptional customer experience. To do this, the Retail Sales Manager must be exceptional in the following areas: Sales Team Leadership, Desking & Deal Structuring, Inventory & Merchandising Collaboration, Lead & BDC Management, Customer Experience & CSI, and Performance & Reporting.

Requirements

Previous retail automotive management experience in both new and pre-owned vehicles

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
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
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 Pre-Owned Manager and Inventory team to understand available new and pre-owned inventory, aging units, 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
Communicate inventory needs and consumer 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
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
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
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