Automotive Sales Manager / Desk Manager

Coast Buick GMC Cadillac is seeking an EXPERIENCED Automotive Sales Manager / Desk Manager to join our leadership team.

AUTOMOTIVE MANAGEMENT EXPERIENCE IS REQUIRED. VERIFIABLE PROFESSIONAL DEALERSHIP REFERENCES ARE REQUIRED.

This is NOT an entry-level management opportunity, and it is NOT a sit-behind-the-desk management position.

We are looking for an ACTIVE, HANDS-ON SALES MANAGER who is involved in the deal from the early stages of the customer interaction all the way through the sales process.

Our managers are expected to be on the floor, engaging customers, performing early manager introductions, assisting sales consultants, structuring deals, overcoming objections, performing TOs, and helping drive deals across the finish line.

THIS IS AN ACTIVE MANAGEMENT ROLE

At Coast Buick GMC Cadillac, management starts early in the sales process — not when the deal is already falling apart.

The successful candidate will:

• Perform early manager introductions (EMIs) and establish management involvement early in the customer experience


• Actively work the showroom floor and stay engaged with customers and sales consultants


• Assist with needs analysis, vehicle selection, payment expectations, trade discussions, and deal direction


• Perform strong manager TOs and help close difficult customers


• Desk and structure new and pre-owned vehicle transactions


• Manage multiple active deals and negotiations simultaneously


• Coach sales consultants in real time, not just after the deal


• Maintain awareness of every active customer and opportunity on the floor


• Drive urgency, accountability, appointments, follow-up, and deliveries


• Protect gross while understanding when and how to make a deal


• Work closely with Finance to ensure clean, financeable, profitable transactions

If your management style is to sit behind a desk and wait for salespeople to bring you worksheets, this position is not the right fit.

SUBPRIME & SPECIAL FINANCE KNOWLEDGE REQUIRED

This position requires a strong working knowledge of subprime and special finance.

The right candidate must understand that every customer and every credit situation requires a different approach.

Experience should include:

• Prime, near-prime, subprime, and challenged-credit customers


• Reading and understanding credit profiles


• Structuring deals around lender guidelines


• Advance, LTV, PTI and DTI considerations


• Negative-equity situations


• Cash-down requirements


• Vehicle selection based on financeability


• Knowing when a deal needs to be switched to a different vehicle or structure


• Working effectively with Finance and lender programs


• Understanding how deal structure affects approvals, profitability, and delivery

We want a manager who doesn't immediately give up on a difficult credit situation. You should understand how to identify the path to an approval and structure the deal accordingly.

REQUIRED EXPERIENCE

Candidates must have proven automotive dealership management experience as a:

• Sales Manager


• Desk Manager


• General Sales Manager


• F&I Manager


• Internet Sales Manager


• Or comparable automotive sales leadership position

Candidates must demonstrate strong experience in:

• Automotive desking


• Deal structuring


• Subprime / special finance


• Manager TOs


• Early manager involvement


• Closing and objection handling


• Trade evaluation


• Negative equity


• Leasing and financing


• Gross-profit management


• CRM accountability


• Salesperson development


• Dealership performance metrics

Applicants without relevant automotive dealership experience will not be considered.

VinSolutions Experience

VinSolutions CRM experience is strongly preferred.

We expect management to actively use the CRM to manage:

• Internet leads


• Phone opportunities


• Appointments


• Showroom traffic


• Unsold customers


• Follow-up


• Calls, texts, and emails


• Overdue activities


• Salesperson accountability


• Closing ratios and performance

We are not looking for someone who simply knows how to log into VinSolutions.

We want someone who knows how to manage a sales operation through it.

PROFESSIONAL REFERENCES REQUIRED

Qualified candidates must be prepared to provide verifiable professional automotive dealership references.

References from previous Dealer Principals, General Managers, General Sales Managers, or other senior dealership leadership are preferred.

References will be contacted and verified during the hiring process.

WHO WE WANT

We want a leader, closer, coach, and car person.

You should be able to walk onto the floor, understand what's happening, identify where your team needs help, engage the customer, structure the deal, and create a path toward a delivery.

You understand that great automotive management is not reactive.

It's proactive.

You get involved early.

You know your customers.

You know your deals.

You know your inventory.

You know your numbers.

And you know your team.

If you need to be asked to get involved, this probably isn't the position for you.

If you naturally take ownership of the floor and the number, we want to talk to you.

JOIN COAST BUICK GMC CADILLAC

If you have a proven automotive management track record, strong subprime and deal-structuring knowledge, and believe a Sales Manager belongs on the floor and involved in the process, we want to hear from you.

Automotive management experience and verifiable professional references are required.

Apply today and show us what you can bring to the Coast Buick GMC Cadillac leadership team.