Used CarbSales Manager - BMW of Fairfax

Sonic Automotive•Fairfax, VA

18h•$160,000 - $180,000

About The Position

BMW of Fairfax, a Sonic Automotive dealership, is seeking an experienced, motivated, results-driven Used Car Sales Manager to join its leadership team. The role is responsible for driving pre-owned sales performance, managing inventory, maximizing profitability, and ensuring an exceptional customer experience. The manager will take ownership of inventory performance and oversee the processes of acquiring, pricing, merchandising, reconditioning, and retailing vehicles efficiently. This is a hands-on leadership role focused on developing salespeople, managing expenses, and delivering consistent results. The position offers the opportunity to work at a high-volume BMW dealership with a strong leadership team, competitive compensation, and resources to build a successful pre-owned operation. Compensation includes various elements and ranges, with a possible production bonus based on individual or team performance. The stated compensation range is $160,000–$180,000 if baseline benchmarks are not met, with no fixed upper limit.

Requirements

Previous experience as a Used Car Manager or Automotive Sales Manager.
Proven track record of managing pre-owned inventory, sales volume, and gross profit successfully.
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 acquisition 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 and structure transactions to maximize profitability while maintaining competitive pricing and customer retention.
Coach and develop sales associates on 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.