Used Car Sales Manager - BMW of Fairfax

Company Description

BMW of Fairfax, a Sonic Automotive dealership, is committed to building a business based on doing things the right way. From how we treat our guests to the pride we take in our work and the opportunities we provide our employees to grow, we are passionate about delivering exceptional results.

We are looking for an experienced, motivated and results-driven Used Car Sales Manager to join our leadership team.

Purpose

The Used Car Sales Manager is responsible for driving pre-owned sales performance, managing inventory, maximizing profitability and ensuring an exceptional customer experience.

The ideal candidate has a strong understanding of the pre-owned automotive market, takes ownership of inventory performance and understands the importance of buying, pricing, merchandising and retailing vehicles efficiently.

We are looking for a hands-on leader who can develop salespeople, manage expenses and consistently deliver results.

Duties and Responsibilities

• Manage pre-owned vehicle inventory, including acquisitions, appraisals, trade-ins, pricing and inventory turn.
• Establish monthly sales, gross profit and inventory performance objectives.
• Monitor inventory aging and market conditions to ensure competitive pricing and timely retailing.
• Evaluate trade-ins and acquire vehicles through customer purchases, auctions and other acquisition channels.
• Oversee the reconditioning process to ensure vehicles are retail-ready in a timely manner while controlling expenses.
• Manage and approve reconditioning costs, including mechanical repairs, cosmetic repairs and vendor sublet work.
• Partner with Service and the Collision Center to improve reconditioning efficiency, turnaround times and inventory quality.
• Ensure vehicles are accurately merchandised with competitive pricing, professional photography and complete online listings.
• Desk deals, structure transactions and maximize profitability while maintaining competitive pricing and customer retention.
• Coach and develop sales associates on pre-owned product knowledge, customer engagement, closing techniques and prospecting.
• Monitor sales performance, closing percentages, inventory aging, gross profit and departmental expenses.
• Ensure compliance with dealership policies, manufacturer requirements and all applicable regulations.
• Maintain accurate inventory records and ensure proper documentation of vehicle purchases, sales and deliveries.
• Work closely with the General Sales Manager and General Manager to identify opportunities for growth and improvement.
• Deliver an exceptional customer experience while maintaining accountability for departmental performance.

Qualifications

• Previous experience as a Used Car Manager or Automotive Sales Manager required.
• Proven track record of successfully managing pre-owned inventory, sales volume and gross profit.
• Strong vehicle appraisal, acquisition and inventory management skills.
• Experience with inventory pricing and market analysis tools.
• Thorough understanding of automotive reconditioning processes and expense management.
• Strong leadership, communication and team development skills.
• Ability to analyze financial performance and make sound business decisions.
• Experience with dealership management systems and automotive CRM platforms.
• Highly organized, results-driven and comfortable working in a fast-paced dealership environment.
• Valid driver's license and acceptable driving record.

Compensation Disclosure

The Used Car Sales Manager position has a pay scale consisting of various compensation elements and ranges. The position may also pay a production bonus based on individual or team performance, ranging from $160,000-$180,000 if baseline benchmarks are not met, without a fixed upper limit.

Why BMW of Fairfax?

We offer the opportunity to join a high-volume BMW dealership with a strong leadership team, competitive compensation and the resources to build a successful pre-owned operation.

If you are an experienced automotive leader who understands how to acquire the right inventory, control expenses, develop a team and drive results, we want to hear from you.