Used CarbSales Manager - BMW of Fairfax

Sonic Automotive•Fairfax, VA

17h

About The Position

BMW of Fairfax, a Sonic Automotive dealership, is seeking an experienced, motivated, and results-driven Used Car Sales Manager. The position is responsible for pre-owned sales performance, inventory management, profitability, and customer experience. The manager will lead inventory acquisition, appraisals, pricing, merchandising, reconditioning, and retailing, while developing sales associates, managing expenses, and delivering departmental results. The role partners with Service and the Collision Center to improve reconditioning efficiency, and works closely with the General Sales Manager and General Manager to identify opportunities for growth and improvement. The position also ensures compliance with dealership policies, manufacturer requirements, and applicable regulations, and maintains accurate inventory and transaction documentation. Compensation includes various elements and ranges and may include a production bonus based on individual or team performance. The posting states a range of $160,000–$180,000 if baseline benchmarks are not met, with no fixed upper limit. BMW of Fairfax describes the opportunity as joining a high-volume BMW dealership with a strong leadership team, competitive compensation, and resources to build a successful pre-owned operation.

Requirements

Previous experience as a Used Car Manager or Automotive Sales Manager.
Proven track record managing pre-owned inventory, sales volume, and gross profit.
Strong vehicle appraisal, acquisition, and inventory management skills.
Experience with inventory pricing and market analysis tools.
Thorough understanding of automotive reconditioning processes and expense management.
Strong leadership, communication, and team development skills.
Ability to analyze financial performance and make sound business decisions.
Experience with dealership management systems and automotive CRM platforms.
Highly organized, results-driven, and comfortable working in a fast-paced dealership environment.
Valid driver's license and acceptable driving record.

Responsibilities

Manage pre-owned vehicle inventory, including acquisitions, appraisals, trade-ins, pricing, and inventory turn.
Establish monthly sales, gross profit, and inventory performance objectives.
Monitor inventory aging and market conditions to support competitive pricing and timely retailing.
Evaluate trade-ins and acquire vehicles through customer purchases, auctions, and other channels.
Oversee reconditioning to ensure vehicles are retail-ready promptly while controlling expenses.
Manage and approve reconditioning costs, including mechanical repairs, cosmetic repairs, and vendor sublet work.
Partner with Service and the Collision Center to improve reconditioning efficiency, turnaround times, and inventory quality.
Ensure vehicles are accurately merchandised with competitive pricing, professional photography, and complete online listings.
Desk deals, structure transactions, and maximize profitability while maintaining competitive pricing and customer retention.
Coach and develop sales associates in pre-owned product knowledge, customer engagement, closing techniques, and prospecting.
Monitor sales performance, closing percentages, inventory aging, gross profit, and departmental expenses.
Ensure compliance with dealership policies, manufacturer requirements, and applicable regulations.
Maintain accurate inventory records and proper documentation of vehicle purchases, sales, and deliveries.
Work with the General Sales Manager and General Manager to identify opportunities for growth and improvement.
Deliver an exceptional customer experience while maintaining accountability for departmental performance.