Automotive Sales Manager

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Management Full Time Sales CMD-Santa Ana, Santa Ana, CA, US

Salary Range: $150,000.00 To $300,000.00 Annually

$10,000-$30,000 SIGN-ON BONUS!

Join our winning team! Qualified candidates may be eligible for a sign-on bonus ranging from $10,000 to $30,000, based on experience and qualifications. Terms and conditions apply.

California Motors Direct is looking for an experienced and motivated Automotive Sales Manager to join our team. We believe in providing exceptional vehicles and services with integrity, transparency, and care. As a locally owned and operated automotive group, we take pride in creating a positive experience for our customers and providing our team members with opportunities to grow and succeed.

When you join our team, you'll have access to a total compensation package, which includes great career growth, a friendly work environment, and outstanding benefits....and more:

• Competitive Wages
• Paid Vacation and Sick
• Paid Basic Life & AD&D Insurance
• Focused Career Development
• 401K & Match
• Other Supplemental Insurance options

The Automotive Sales Manager is responsible for overseeing daily sales floor operations, maximizing sales opportunities, closing deals, and driving dealership profitability. Key responsibilities include leading customer negotiations, overcoming objections , structuring transactions, and ensuring successful deal completion. This position requires strong sales leadership, financial knowledge, and a hands‑on approach to customer engagement. Managing the sales floor and closing deals are the primary priorities, wi th administrative duties supporting these responsibilities. This position reports directly to the General Manager.

Qualifications

• Proven experience in automotive sales management with a demonstrated record of successfully negotiating and closing vehicle sales.
• Strong understanding of automotive financing, deal structuring, lender requirements, and dealership profitability.
• Experience utilizing dealership Customer Relationship Management (CRM) and Dealer Management Systems (DMS).
• Excellent communication, negotiation, problem-solving, and customer service skills.
• Ability to effectively handle customer objections involving pricing, payments, trade-in values, and financing.
• Strong leadership abilities with experience coaching, developing, and motivating sales teams.
• Demonstrated ability to meet sales objectives in a high-volume, fast-paced dealership environment.
• Strong organizational skills with the ability to manage multiple customer transactions and priorities simultaneously.
• Commitment to maintaining professionalism, accountability, and customer satisfaction.

Essential Duties and Responsibilities

• Maintain an active and visible presence on the sales floor, overseeing customer traffic, sales opportunities, and daily operations.
• Personally engage with customers to negotiate pricing, address concerns, overcome objections, and successfully close transactions.
• Conduct effective customer turnovers (TOs), provide additional support to sales associates and take ownership of challenging negotiations.
• Establish and achieve daily, weekly, and monthly sales objectives while maintaining dealership profitability.
• Monitor key performance indicators, including closing ratios, sales volume, lead conversions, and overall sales performance.
• Collaborate with the Business Development Center (BDC) to improve appointment show rates, customer engagement, and sales conversions.
• Ensure consistent utilization of CRM systems to maintain accurate customer records, timely follow-ups, and sales accountability.
• Structure competitive and profitable vehicle transactions while ensuring compliance with dealership policies and financing requirements.
• Review customer credit applications and coordinate with Finance Managers regarding lender approvals and financing options.
• Work closely with the Finance Department to ensure accurate documentation and efficient completion of vehicle transactions.
• Provide ongoing coaching and development to sales associates in negotiation techniques, objection handling, and effective closing strategies.
• Establish clear performance expectations, evaluate sales productivity, and address opportunities for improvement.
• Promote a positive, results‑oriented sales environment that encourages teamwork, accountability, and exceptional customer service.
• Lead by example through direct involvement in customer interactions and a consistent commitment to achieving dealership objectives.

Salary Range: $150,000 to $300,000 (based on current CA State Minimum Wage + Commissions/Bonuses)

Type: Full-Time

California Motors Direct is an Equal Opportunity Employer committed to providing a professional and inclusive workplace. Employment decisions are based on qualifications, experience, and business needs without regard to any status protected by applicable federal, state, or local law.