Automotive Sales Manager

About the role

Automotive Sales Manager — GMC of Vacaville
Location: VACAVILLE, CA
Focus: Internet Sales & CRM

GMC of Vacaville is looking for an experienced Automotive Sales Manager to join our leadership team.

This is a true Sales Manager role. You will desk deals, manage salespeople, close customers, protect gross, and help drive new and used vehicle volume.

However, we are specifically looking for a manager who is exceptionally strong with internet sales, CRM management, BDC processes, lead follow-up, and appointment conversion.

We want someone who can manage the floor while also being the person who knows exactly what is happening inside the CRM.

The Manager We’re Looking For

We want a hands-on Sales Manager who understands both traditional dealership sales and modern digital retailing.

You should be comfortable working a deal at the desk, taking a turn, coaching a salesperson, and then opening the CRM and identifying exactly where opportunities are being lost.

You should understand:

• Internet lead management
• CRM accountability
• BDC processes
• Response time
• Contact percentage
• Appointment-set percentage
• Appointment-show percentage
• Lead closing percentage
• Unsold follow-up
• Phone conversion
• Database mining
• Lead-source performance
• Salesperson activity and accountability

We are looking for someone who believes every lead matters and every opportunity should be followed until the customer buys or tells us to stop.

What Success Looks Like

This manager will be expected to help drive:

• New vehicle volume
• Used vehicle volume
• Department gross
• Internet lead closing percentage
• Appointment-set percentage
• Appointment-show percentage
• Faster lead response times
• Higher customer contact rates
• Better CRM utilization
• Fewer untouched and overdue leads
• Increased salesperson productivity
• Strong CSI/NPS performance

We want a Sales Manager who doesn't just ask, “How many cars did we sell?”

We want someone who also asks:

• How many leads did we receive?
• How many did we contact?
• How many appointments did we set?
• How many showed?
• How many did we sell?
• And where did we lose the rest?

Why GMC of Vacaville?

We are building a stronger, more accountable sales culture and are looking for a manager who can help take our sales process to the next level.

If you are a strong automotive Sales Manager who knows how to desk deals, close customers, coach a team, and master the CRM, we want to speak with you.

GMC of Vacaville — Expect the Best.

Responsibilities

• Desk new and used vehicle deals
• Coach, train, and manage the sales team
• Assist salespeople with closing customers
• Maximize gross while maintaining a strong customer experience
• Manage internet leads and digital opportunities
• Monitor CRM activity and salesperson follow-up
• Ensure every lead is worked properly and consistently
• Monitor response times, contact rates, appointments, shows, and closing ratios
• Improve appointment-setting and appointment-show performance
• Manage unsold showroom follow-up
• Re-engage aged and lost opportunities
• Monitor inbound phone opportunities
• Work with the BDC and sales team to improve lead conversion
• Review overdue tasks and untouched leads daily
• Help build and improve CRM workflows and follow-up processes
• Monitor lead distribution and salesperson performance
• Analyze lead sources and digital sales performance
• Conduct daily sales meetings and individual coaching
• Assist with trade appraisals and used vehicle acquisition
• Help manage new and used inventory
• Work closely with Finance to improve deal structure and profitability
• Maintain strong CSI/NPS and online reputation performance
• Recruit, train, and develop salespeople

Requirements

• Automotive Sales Manager experience preferred
• Strong desking and deal-structuring ability
• Strong closing and negotiation skills
• Excellent understanding of automotive CRM systems
• VinSolutions experience is a major plus
• Internet Sales or BDC management experience is a major plus
• Strong understanding of lead management and digital sales processes
• Ability to coach and hold salespeople accountable
• Strong analytical and organizational skills
• Experience managing new and used vehicle sales
• Comfortable managing both showroom and internet customers
• Strong communication and leadership skills
• Bilingual English/Spanish is a plus
• Valid driver's license and acceptable driving record

Benefits

Competitive, performance-based compensation package with strong earning potential.

Compensation may include incentives based on:

• Department gross
• New vehicle volume
• Used vehicle volume
• CSI/NPS
• Internet closing performance
• Appointment performance
• Overall dealership objectives