General Sales Manager

Job DetailsLevel: ExperiencedJob Location: Birmingham, AL 35210Position Type: Full TimeEducation Level: High SchoolTravel Percentage: NoneJob Shift: DayJob Category: SalesPosition Summary The General Sales Manager (GSM) is responsible for the overall leadership, performance, and profitability of the dealership’s sales operations. This role oversees new and used vehicle sales, F&I performance, sales staffing, training, inventory management, and customer experience. The GSM sets sales strategy, ensures compliance with all regulatory requirements, and drives revenue growth while maintaining high ethical and customer service standards.The GSM plays a critical role in setting sales strategy, managing people and processes, and directly contributing to deal structure, desking, and problem resolution. Key Responsibilities Sales Leadership & Strategy Develop and execute sales strategies to achieve and exceed dealership sales volume, gross profit, and market share goals. Analyze sales performance metrics and adjust strategies to improve results across new and used vehicle departments. Establish pricing, desking, and negotiation standards to maximize profitability while remaining competitive. Collaborate with the General Manager and Dealer Principal on forecasting, budgeting, and long-term growth initiatives. Team Management & Development Recruit, hire, train, coach, and retain high-performing Sales Managers, F&I Managers, and Sales Consultants. Set clear performance expectations, conduct regular evaluations, and implement corrective action plans as needed. Foster a performance-driven, ethical, and customer-focused sales culture. Ensure all sales staff are trained on product knowledge, sales processes, compliance, and customer experience standards. Inventory Management Oversee new and used vehicle inventory levels, turn rates, aging, and mix to optimize profitability. Coordinate with manufacturers, auctions, and vendors to source appropriate inventory. Monitor vehicle reconditioning processes and timelines to ensure vehicles are frontline-ready. Manage pricing strategies based on market conditions, inventory age, and demand. Finance & Insurance (F&I) Oversight Partner with F&I leadership to maximize per-vehicle revenue while ensuring compliance with all state and federal regulations. Ensure ethical sales practices, transparent disclosures, and proper documentation. Monitor F&I product penetration, chargebacks, and customer satisfaction. Customer Experience & Satisfaction Ensure a consistent, high-quality customer experience throughout the sales process. Address and resolve escalated customer concerns or complaints promptly and professionally. Monitor CSI, online reviews, and manufacturer satisfaction metrics; implement improvement plans as needed. Promote repeat business and customer loyalty initiatives. Compliance & Risk Management Ensure compliance with all applicable laws and regulations, including FTC, state motor vehicle laws, privacy requirements, and fair lending standards. Enforce dealership policies related to ADA, EEO, harassment prevention, and ethical conduct. Partner with HR to address employee relations issues appropriately and confidentially. Maintain accurate sales documentation and audit readiness. Operational Collaboration Work closely with Service, Parts, Marketing, and Accounting departments to align dealership operations. Support marketing initiatives, promotions, and digital sales strategies. Ensure accurate reporting of sales results, forecasts, and operational metrics. General Sales Manager Qualifications Required Qualifications Minimum of 5–10 years of progressive automotive sales management experience, including leadership at the sales manager level or higher. Proven track record of meeting or exceeding sales and profitability goals. Strong understanding of dealership operations, desking, inventory management, and F&I processes. Demonstrated leadership, coaching, and team development skills. Excellent communication, negotiation, and conflict-resolution abilities. Working knowledge of state and federal automotive sales regulations. Preferred Qualifications Experience as a General Sales Manager or equivalent role in a franchised dealership. Manufacturer certification(s) or OEM program experience. Bachelor’s degree in Business, Management, or a related field (preferred, not required). Experience with CRM systems, DMS platforms, and digital retailing tools. Established lender and auction relationships. Key Competencies Hands-on leadership and accountability Financial discipline and analytical thinking Ethical judgment and compliance awareness Adaptability in a fast-paced environment Strong negotiation and deal-structuring skills Customer-centric mindset #J-18808-Ljbffr