Assistant Sales Manager

Position Summary

The Assistant Sales Manager plays a critical leadership role in driving the success of the dealership's sales department. This position is responsible for leading, coaching, and developing a team of Sales Consultants while ensuring accountability for daily activity, customer experience, and sales performance. The Assistant Sales Manager works directly with both sales staff and customers throughout the sales process, including presenting pricing, negotiating vehicle transactions, and assisting in closing deals. This role requires a strong leader who can motivate a team, maintain operational excellence, and consistently deliver exceptional customer satisfaction and dealership profitability.

Essential Duties and Responsibilities

• Lead, mentor, and develop a team of Sales Consultants to achieve individual and departmental sales goals.
• Hold Sales Consultants accountable for daily activities, prospecting efforts, CRM utilization, follow-up processes, and overall performance.
• Conduct regular coaching sessions, performance reviews, and training to improve sales effectiveness and professional growth.
• Monitor sales metrics and key performance indicators (KPIs), providing feedback and corrective action when necessary.
• Work directly with customers and Sales Consultants to present pricing, financing options, trade values, and vehicle purchase proposals.
• Negotiate vehicle transactions while balancing customer satisfaction and dealership profitability.
• Assist in closing deals by overcoming objections and creating positive buying experiences.
• Ensure all sales processes are followed consistently and in compliance with dealership policies, manufacturer standards, and legal requirements.
• Collaborate with the Finance & Insurance (F&I) Department to ensure smooth transitions and efficient deal processing.
• Support inventory management by helping match customers with available vehicles and identifying opportunities to maximize inventory utilization.
• Foster a positive, high-energy, performance-driven sales culture focused on teamwork, integrity, and customer satisfaction.
• Assist the Sales Manager in achieving monthly, quarterly, and annual sales objectives.
• Handle customer concerns and resolve issues professionally to maintain high levels of customer satisfaction.
• Participate in sales meetings, training programs, and continuous improvement initiatives.

Qualifications:

• Minimum of 3 years of automotive sales experience, with previous leadership or supervisory experience preferred.
• Demonstrated success in achieving sales goals and leading high-performing teams.
• Strong negotiation, closing, and customer relationship skills.
• Excellent leadership, coaching, and motivational abilities.
• Ability to analyze sales performance metrics and implement improvement strategies.
• Strong organizational and time management skills.
• Excellent verbal and written communication skills.
• Proficiency with dealership management systems (DMS), CRM software, and Microsoft Office applications.
• Valid driver's license with an acceptable driving record.

Knowledge, Skills, and Abilities:

• Leadership and team development
• Sales coaching and performance management
• Customer service excellence
• Negotiation and conflict resolution
• Deal structuring and presentation
• Accountability and results-driven management
• Strong business acumen and decision-making skills
• Ability to thrive in a fast-paced, goal-oriented environment

Physical Requirements

• Ability to stand and walk for extended periods throughout the dealership.
• Ability to sit, use a computer, and communicate effectively with customers and employees.
• Ability to occasionally lift up to 25 pounds.
• Ability to work evenings, weekends, and holidays as required by dealership operations.

Performance Expectations

Success in this role is measured by:

• Achievement of individual and departmental sales objectives.
• Sales Consultant productivity and development.
• Team accountability for daily sales activities and CRM compliance.
• Customer satisfaction and retention.
• Gross profit performance.
• Effective deal closing and negotiation.
• Compliance with dealership policies and sales processes.
• Positive leadership that fosters teamwork, accountability, and continuous improvement.
• This position offers an opportunity for an experienced automotive sales leader to make a significant impact by developing talent, improving sales performance, and contributing to the continued success and profitability of the dealership.