Automotive Sales Manager

Job Description

Job Description

Automotive Desk, Used & New Car Manager

Position Summary:

The Automotive Desk, Used & New Car Manager is a key member of the dealership’s management team responsible for driving sales volume, gross profit, inventory performance, and customer satisfaction across both new and pre-owned vehicle operations.

This position combines sales desk management, deal structuring, new vehicle sales leadership, and used vehicle inventory management . The ideal candidate is an experienced automotive leader who understands how to maximize gross profit while maintaining competitive pricing, strong inventory turn, and an exceptional customer experience.

The manager will work closely with the General Manager, General Sales Manager, Finance & Insurance Department, Sales Team, Service Department, and other dealership leaders to ensure the dealership consistently meets or exceeds its financial and operational objectives.

Essential Responsibilities

Sales Desk & Deal Management

• Manage and structure customer deals to maximize dealership profitability while remaining competitive in the market.
• Work directly with sales consultants to negotiate and close deals.
• Review trade appraisals and ensure values are supported by current market conditions.
• Maintain control of gross profit while balancing customer satisfaction and sales volume.
• Structure deals accurately and efficiently before submitting them to the Finance & Insurance Department.
• Review and approve discounts, incentives, rebates, dealer add-ons, and other deal components.
• Monitor lender guidelines, vehicle availability, incentives, and manufacturer programs.
• Assist salespeople with difficult negotiations and closing opportunities.
• Track unsold traffic, lost customers, pending deals, and follow-up opportunities.
• Monitor daily sales activity and take immediate action when performance is below expectations.
• Ensure dealership sales processes are consistently followed.
• Work with Finance Managers to ensure deals are properly structured and submitted.
• Review daily sales reports, gross reports, and performance metrics.