Used Car Sales Manager

Job Description

Job Description

CARDENAS MOTORS, INC.

1500 North Expressway  |  Brownsville, Texas 78521  | 

JOB DESCRIPTION: USED CAR SALES MANAGER

Position Title

Used Car Sales Manager

Department

Pre-Owned Vehicle Sales

Reports To

President / General Manager

Supervises

Used vehicle sales consultants; coordinates with reconditioning, service, body shop, and finance staff

Location

Brownsville, Texas (on-site)

Employment Type

Full-time; FLSA exempt

Schedule

Retail hours including evenings and Saturdays, as business requires

Position Summary

The Used Car Sales Manager leads the dealership’s pre-owned vehicle operation, with full responsibility for inventory acquisition, appraisal, reconditioning flow, pricing, merchandising, and sales performance. This leader builds and coaches a professional sales team, protects gross profit, turns inventory efficiently, and ensures every transaction meets federal and Texas compliance requirements while delivering an honest, respectful experience to every customer.

Essential Duties and Responsibilities

Inventory Management

• Acquire used inventory through trade-ins, auctions, wholesale sources, and private purchases to maintain the right mix of year, make, model, and price point for the local market.
• Appraise trade-in vehicles accurately and consistently, using market guides, auction data, and condition assessment to set fair, profitable values.
• Manage inventory aging, targeting a healthy turn rate; identify aged units and decide promptly whether to reprice, retail, or wholesale.
• Coordinate reconditioning with the service department and body shop to control cost and shorten time-to-frontline.
• Price inventory competitively using market-based pricing tools and regularly review the lot against local competition.

Sales Leadership

• Recruit, hire, train, and develop used vehicle sales consultants; conduct regular sales meetings and one-on-one coaching.
• Set and track monthly unit, gross profit, and customer satisfaction goals for the department and for each consultant.
• Desk deals, structure offers, and approve trades and pricing to close sales while protecting gross.
• Ensure prompt, professional follow-up on every lead, including phone, internet, walk-in, and service-drive opportunities.
• Resolve customer concerns fairly and quickly, escalating to the General Manager when appropriate.

Merchandising and Marketing

• Ensure every unit is photographed, described, and posted online accurately and promptly.
• Keep the used car lot clean, organized, and well presented, with correct window stickers and Buyers Guides on every vehicle.
• Work with management on advertising, promotions, and digital marketing for pre-owned inventory.

Compliance and Administration

• Ensure compliance with the FTC Used Car Rule (Buyers Guide), Truth in Lending, the FTC Safeguards Rule, Red Flags/identity theft rules, OFAC screening, and applicable Texas DMV titling and registration requirements.
• Verify accurate title handling, odometer disclosures, and open-recall checks before sale.
• Maintain accurate deal files, inventory records, and department reports; review daily, weekly, and monthly performance with the General Manager.
• Work cooperatively with the finance office to ensure deals are funded promptly and documented correctly.

Qualifications

Required

• Minimum of three years of automotive retail sales experience, including at least one year in a used car management, desk, or appraisal role.
• Demonstrated ability to appraise vehicles and manage inventory profitably.
• Proven record of meeting sales and gross profit goals and of leading a sales team.
• Working knowledge of dealership management systems (DMS), inventory pricing tools, and online listing platforms.
• Valid Texas driver’s license and acceptable driving record.
• High school diploma or equivalent.

Preferred

• Bilingual in English and Spanish.
• Experience purchasing at wholesale auctions.
• Familiarity with the Rio Grande Valley market.

Knowledge, Skills, and Abilities

• Strong leadership, coaching, and motivational skills.
• Sound negotiating and decision-making skills under time pressure.
• Solid business math and the ability to read and act on financial and inventory reports.
• Excellent customer service and conflict-resolution skills.
• Integrity, discretion, and a commitment to honest, transparent dealing.

Compensation

Competitive compensation plan consisting of a base salary plus performance-based pay tied to department gross profit, unit sales, and inventory goals. Benefits as described in the company’s current benefits program. Specific terms are provided in a separate pay plan.

Physical Requirements and Working Conditions

• Ability to stand and walk for extended periods, including outdoors on the vehicle lot in South Texas heat.
• Ability to drive and inspect vehicles, including entering and exiting vehicles frequently.
• Occasional travel to regional auctions.

Equal Opportunity Statement

Cardenas Motors, Inc. is an equal opportunity employer. Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by law.

This job description is not intended to be all-inclusive. The employee may be asked to perform other related duties as assigned. Cardenas Motors, Inc. reserves the right to revise this description at any time. This document does not create an employment contract.

Family owned and operated for over 50+ years providing auto retail sales, service, collision repairs, and 24 hour Roadside assistance to our customers. In need for like minded service hearted staff members who want to contribute to the overall success of our Company by exceeding our customers' expectations.

Company Description

Family owned and operated for over 50+ years providing auto retail sales, service, collision repairs, and 24 hour Roadside assistance to our customers. In need for like minded service hearted staff members who want to contribute to the overall success of our Company by exceeding our customers' expectations.