Used Car Manager

Join a Dealer of the Year! A prestigious award recognizing the top 1% of all GMC Dealers in the Nation! With an exceptional legacy passed on from its predecessors spanning all the way back to 1933, the LeadCar GMC Utica team brings a proven track record combined with an unmatched reputation for quality in the Utica, NY market area.

If you are ready to take your career to the next level, we are looking for a Used Car Manager to lead our team. Apply today! To learn more about our company, please visit www.leadcar.com.  

Earnings Potential:

• The salary range for this role is $110,000 to $150,000.00 annually.  This is just one part of our total rewards package which additionally includes performance bonus for eligible roles, commissions, and competitive benefits.

What We Offer:

• Health Insurance


• Dental Insurance


• Vision Insurance


• Supplemental Benefit Insurance, including Life Insurance, Short- and Long-Term Disability Insurance, Accident Insurance, and more!


• 401(K) Retirement Plan


• Paid Time Off


• Paid Holidays


• Employee Discounts


• Employee Referral Program


• Continued training through the Company and our manufacturer

Essential Duties and Responsibilities:

Leadership & Team Development

• Hires, trains, motivates, counsels and monitors the performance of the new and used vehicle department personnel. 


• Build a culture of urgency, integrity, and teamwork.


• Provide ongoing mentoring and leadership development for managers and staff.


• Directs sales staffing and trainings in ways that will enhance the development and control of sales volume.


• Determine vehicle purchase terms, payment, interest, and trade values to customers following guarantee guidelines.


• Lead, coach, and hold accountable buyers, and appraisers.

Customer Experience

• Oversee customer complaint resolution related to used vehicle sales, appraisals, or reconditioning.


• Addresses customer complaints to ensure high level of customer satisfaction. Creates systems that ensure ongoing sales training, including weekly sales meetings.


• Ensure processes support transparency, fairness, and high satisfaction.


• Support General Managers and Sales Managers in creating a seamless used car sales process.

 Acquisition & Appraisals

• Design and implement acquisition strategies focused on consumer purchases (service drive, CRM mining, digital trade tools, and conquest campaigns).


• Oversee all appraisal activity; ensure detailed notes, accurate wholesale/retail data use, and justification for stretching values when needed.


• Monitor look-to-book ratios by source and take corrective actions to maximize opportunities.


• Partner with managers to appraise trades promptly and accurately.


• Attend auctions (physical and digital) as needed; direct wholesale buyers on strategy and execution.

Reconditioning & Vendor Management

• Ensure every vehicle is fully reconditioned (mechanical & cosmetic) within 5 business days of acquisition.


• Establish, monitor, and enforce reconditioning standards for quality, cost, and turnaround time.


• Evaluate and negotiate contracts with sublet vendors (PDR, wheel repair, interior, body, etc.) for cost savings and improved efficiency.


• Report delays or cost overruns to the General Manager with corrective action plans.

Inventory Management & Merchandising

• Maintain proper inventory mix, age profile, and days’ supply to align with sales targets.


• Develop and enforce standards for online merchandising, photos, descriptions, and price updates.


• Oversee Certified Pre-Owned (CPO) compliance with manufacturer programs.


• Implement processes to ensure all vehicles are properly staged and merchandised on the lot.

Pricing & Market Strategy

• Use vAuto and market analytics to price vehicles competitively while protecting gross profit.


• Monitor and adjust pricing daily to optimize velocity and margin.


• Establish pricing strategies by segment (late-model, high-line, value cars, etc.).


• Review competitive set and retail/wholesale trends weekly; adjust stocking and pricing accordingly.

Wholesale Management

• Direct wholesale strategy to ensure aged inventory is disposed of quickly and profitably.


• Track wholesale results and auction activity to identify opportunities and risks.


• Maintain relationships with wholesale buyers and auction partners.

Financial Performance & Reporting

• 
  Monitor all key performance indicators (KPIs):
  
  
  
  • Look-to-book % by source
  
  
  • Average reconditioning cost & cycle time
  
  
  • Average front-end gross per retail unit
  
  
  • Inventory age profile
  
  
  • Wholesale loss/gain per unit
  
  
  • Volume (target: 60+ per month)
  
  
  
  


• Review financial statements (P&L, balance sheet, departmental statements) monthly.


• Provide detailed performance reporting to President & GM, with corrective action plans as needed.


• Control departmental expenses and ensure adherence to budget.

Qualifications/Requirements:

• Minimum two years automotive sales experience required.


• Minimum two years of sales management experience preferred.


• Proven track record of success in high-volume used car operations.


• Strong vendor management and negotiation experience.


• Deep understanding of retail vs. wholesale markets and data-driven decision-making


• Proven track record of exceeding customer expectations and financial projections.


• Must have exceptional leadership, team building and communication skills.


• Must be organized and have a strong work ethic.


• Strong computer aptitude, specifically with dealership management systems and Microsoft Excel.


• Highly organized, disciplined, and motivated.


• All necessary factory training must be maintained.


• Must maintain a valid driver’s license.


• Ability to travel between stores and attend auctions as needed.


• A professional appearance and manner consistent with culture must be maintained.

Certificates, Licenses, Registrations

• Manufacturer certification must be maintained at the minimum level, as needed.

We are an equal opportunity employer. All persons shall have the opportunity to be considered for employment without regard to actual or perceived race, color, religion, creed, sex, sexual orientation, gender identity or expression, national origin, age, ancestry, ethnicity, disability, pregnancy, citizenship, marital status, familial status, military or veteran status, genetic information, predisposing genetic characteristic, status as a victim of domestic violence, stalking and sex offenses, or any other status protected by applicable federal, state or local law.

We will endeavor to make a reasonable accommodation/modification for the known physical or mental limitations of a qualified applicant with a disability to assist in the hiring process, unless the accommodation would impose an undue hardship on the operation of our business, in accordance with applicable federal, state and local law. If you believe you require such assistance to complete this form or to participate in the interview process, please contact Human Resources by calling 608-824-1300 or by emailing [email protected].