Used Car Director

Summary

The Pre-Owned Sales Director is responsible for overseeing the pre-owned vehicle sales operations of the dealership. This role involves developing strategies to drive sales, managing the team of sales associates, and ensuring exceptional customer service. The ideal candidate will have a strong background in automotive sales, leadership skills, and a keen understanding of the pre-owned vehicle market. Assumes responsibility for appraising, purchasing, reconditioning, displaying, and merchandising the used vehicle inventory.

Essential Duties

• Forecasts goals and objectives for sales, gross and key expenses on a monthly/ annual basis.
• Hires, motivates, counsels and monitors the performance of all used-vehicle sales employees.
• Prepares and administers an annual operating forecast and budget for the used-vehicle sales department.
• Understands, keeps abreast of and complies with federal, state and local regulations that affect used-vehicle sales.
• Directs and schedules the activities of all department employees, ensuring proper staffing at all times.
• Assists individual salespeople in setting aggressive yet realistic monthly goals and objectives and provides them with the support to meet these goals.
• Ensures proper follow-up of all potential buyers by developing, implementing, and monitoring a prospecting and sales control system.
• Develops, implements and monitors a follow-up system for used-vehicle purchasers.
• Maintains vehicle inventory and uses current technology to determine which vehicles to stock.
• Conducts daily and weekly sales and sales training meetings.
• Establishes and enforces product-knowledge standards.
• Oversees the efforts of used-vehicle salespeople to enhance the image and customer satisfaction ratings of the dealership.
• Helps salespeople close deals.
• Ensures 100 percent turnover of each customer to F&I.
• Communicates daily with the new-vehicle sales manager regarding units needed for used-vehicle inventory.
• Ensures that used-vehicle salespeople are informed of all new inventory and current advertising efforts, including special sales.
• Studies newspaper ads and any other sources available to find good-quality, low-mileage units.
• Enforces a 75 day turn policy.
• Appraises all incoming used vehicles.
• Ensures that cosmetic and mechanical reconditioning is performed within the dealership's cost and time limitations.
• Plans and controls the display of used vehicles.
• Establishes and controls wholesaling activities.
• Assists in the development of advertising campaigns and other promotions.
• Keeps abreast of auto auction activity and prices and attends auctions on a regular basis.
• Approves all paperwork from auctions and provides proper documentation to the office for purchases.
• Tracks results of auction purchase and compares gross profits of auction vehicles with those of trade-ins.
• Handles customer complaints immediately and according to dealership's guidelines.

Benefits

• Medical, Dental, and Vision Insurance
• Life Insurance
• Flexible Benefits Plan
• PTO
• 401K
• Employee Discount
• Short- and Long-Term Disability

• Minimum of 5 years of experience in automotive sales, with at least 3 years in a management or leadership role.
• Proven success in meeting or exceeding sales targets in the pre-owned vehicle market. Strong leadership and team management skills, with the ability to motivate and develop sales staff.
• Excellent communication and interpersonal skills, with a focus on customer service and relationship building.
• Proficiency in analyzing sales data and market trends to inform strategy and decision-making.
• Strong negotiation, closing, and problem-solving skills.
• Familiarity with dealership management software and a thorough understanding of sales processes.
• In-depth knowledge of the pre-owned vehicle market, including pricing strategies, inventory management, and financing options.
• Understanding of compliance and regulatory requirements related to automotive sales.
• Results-driven and self-motivated with a strong work ethic.
• Ability to work in a fast-paced, high-pressure environment while maintaining a positive attitude.
• Strong organizational skills and attention to detail.
• Valid driver’s license and a clean driving record.
• Willingness to work flexible hours, including evenings and weekends, as needed.