Pre-Owned Vehicle Manager

Parkway Volvo Subaru Hyundai; Wilmington (NC); On-site; USD 70,000 - 100,000; Full time

Job summary

Wilmington Auto Group seeks a seasoned Pre-Owned Vehicle Manager to lead the Pre-Owned Vehicle Sales department, driving profitability and customer retention through effective leadership and strategic merchandising.

You will recruit and mentor staff, forecast monthly and annual goals, and ensure regulatory compliance while optimizing inventory turnover and customer experience. This role reports to the General Sales Manager and requires a Bachelor’s degree with 5+ years in auto sales.

Qualifications

• Bachelor's degree required.
• 5+ years of automotive sales experience.
• Experience supporting sales department processes and maintaining accurate records.
• Strong attention to detail with the ability to manage multiple priorities.
• Strong math skills with a general understanding of finance and insurance.
• Strong communication and customer service skills.
• State Sales License.
• Valid Driver's License.
• Bilingual English/Spanish skills a plus.

Responsibilities

• Forecasts goals and objectives for sales, gross and key expenses on a monthly and annual basis.
• Hires, motivates, counsels and monitors the performance of all pre-owned vehicle sales employees.
• Prepares and administers an annual operating forecast and budget for the pre-owned vehicle sales department.
• Understands, keeps abreast of and comply with federal, state and local regulations that affect pre-owned vehicle sales.
• Direct and schedule the activities of all department employees, always ensuring proper staffing.
• Assists individual salespeople in setting aggressive yet realistic monthly goals and objectives and provides them with the support to meet these goals.
• Ensures proper follow-up of all potential buyers by developing, implementing, and monitoring a prospecting and sales control system.
• Develops, implements and monitors a follow-up system for pre-owned vehicle purchasers.
• Maintains vehicle inventory. Monitors customers likes and dislikes, lost sales, and dealership sales history and conducts local market analyses to determine which vehicles to stock.
• Processes salesperson commission sheets daily and monitors the payroll records of all pre-owned vehicle salespeople.
• Conducts daily and weekly sales and sales training meetings.
• Establishes and enforces product-knowledge standards.
• Oversee the efforts of pre-owned vehicle salespeople to enhance the image and customer satisfaction ratings of the dealership.
• Help salespeople close deals.
• Ensures 100 percent turnover of each customer to F&I.
• Communicates daily with the Used Car Director regarding units needed for pre-owned vehicle inventory.
• Ensures that pre-owned vehicle salespeople are informed of all new inventory and current advertising efforts, including special sales.
• Works closely with the Used Car Director and any other sources available to find good-quality, low-mileage units.
• Monitors and works toward maintaining a 60-day turn policy.
• Appraises all incoming pre-owned vehicles.
• Ensures that cosmetic and mechanical reconditioning is performed within the dealership's cost and time limitations.
• Plans and controls the display of pre-owned vehicles.
• Assists in the development of advertising campaigns and other promotions.
• Tracks results of auction purchases and compares gross profits of auction vehicles with those of trade-ins.
• Handles customer complaints immediately and according to dealership's guidelines.
• Attends managers’ meetings.
• Maintains professional appearance.
• Other tasks as assigned.

Skills

Leadership

Customer service

Sales process knowledge

Attention to detail

Multi-tasking

Communication skills

Education

Bachelor's degree

Tools

Reynolds & Reynolds DMS

VinSolutions CRM

Job description

Description

Wilmington Auto Group LLC

Pre-Owned Vehicle Manager

Department: Pre-Owned Vehicle Sales

Reports To: General Sales Manager

FLSA Status: Exempt

Direct Reports: Pre-Owned Vehicle Sales Staff

Position Summary

The pre-owned vehicle manager is a key member of Wilmington Auto Group's management team, responsible for ensuring customer retention and the profitability of the pre-owned vehicle department by recruiting and motivating qualified sales personnel. This position assumes responsibility for appraising, purchasing, reconditioning, displaying, and merchandising the pre-owned vehicle inventory.

Key Responsibilities

• Forecasts goals and objectives for sales, gross and key expenses on a monthly and annual basis.
• Hires, motivates, counsels and monitors the performance of all pre-owned vehicle sales employees.
• Prepares and administers an annual operating forecast and budget for the pre-owned vehicle sales department.
• Understands, keeps abreast of and comply with federal, state and local regulations that affect pre-owned vehicle sales.
• Direct and schedule the activities of all department employees, always ensuring proper staffing.
• Assists individual salespeople in setting aggressive yet realistic monthly goals and objectives and provides them with the support to meet these goals.
• Ensures proper follow-up of all potential buyers by developing, implementing, and monitoring a prospecting and sales control system.
• Develops, implements and monitors a follow-up system for pre-owned vehicle purchasers.
• Maintains vehicle inventory. Monitors customers likes and dislikes, lost sales, and dealership sales history and conducts local market analyses to determine which vehicles to stock.
• Processes salesperson commission sheets daily and monitors the payroll records of all pre-owned vehicle salespeople.
• Conducts daily and weekly sales and sales training meetings.
• Establishes and enforces product-knowledge standards.
• Oversee the efforts of pre-owned vehicle salespeople to enhance the image and customer satisfaction ratings of the dealership.
• Help salespeople close deals.
• Ensures 100 percent turnover of each customer to F&I.
• Communicates daily with the Used Car Director regarding units needed for pre-owned vehicle inventory.
• Ensures that pre-owned vehicle salespeople are informed of all new inventory and current advertising efforts, including special sales.
• Works closely with the Used Car Director and any other sources available to find good-quality, low-mileage units.
• Monitors and works toward maintaining a 60-day turn policy.
• Appraises all incoming pre-owned vehicles.
• Ensures that cosmetic and mechanical reconditioning is performed within the dealership's cost and time limitations.
• Plans and controls the display of pre-owned vehicles.
• Assists in the development of advertising campaigns and other promotions.
• Tracks results of auction purchases and compares gross profits of auction vehicles with those of trade-ins.
• Handles customer complaints immediately and according to dealership's guidelines.
• Attends managers’ meetings.
• Maintains professional appearance.
• Other tasks as assigned.

Core Competencies

Language Skills

• Ability to read and comprehend simple instructions, short correspondence, and memos. Ability to write detailed correspondence. Ability to effectively present information in one-on-one and small group situations to customers, clients and other employees of the organization.
• Ability to read and interpret documents such as safety rules, operating and maintenance instructions and procedure manuals. Ability to interpret diagrams and vehicle specifications.

Mathematical Skills

• Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals. Ability to compute rate, ratio and percent.
• Ability to calculate figures and amounts such as discounts, commissions, and percentages. Ability to apply concepts of basic algebra.

Reasoning Ability

• Ability to apply common sense understanding to carry out instructions furnished in written, oral or diagram form. Ability to deal with problems involving several variables in standardized situations.

Qualifications

Required

• Bachelor's degree (B.A.) from four-year college or university; or four to ten years related experience and/or training; or equivalent combination of education and experience.
• 5+ years of experience in automotive sales.
• Experience supporting sales department processes and maintaining accurate records.
• Strong attention to detail with the ability to manage multiple priorities.
• Strong math skills with a general understanding of finance and insurance.
• Strong communication and customer service skills.
• State Sales License
• Valid Driver's License

Preferred

• Experience with Reynolds & Reynolds DMS
• Experience with VinSolutions CRM
• Bilingual English/Spanish skills a plus.

Work Environment & Physical Requirements

Primarily pre-owned sales, with occasional time in other departments to support sales operations throughout the organization. Some travel between locations may be required, along with evening and weekend availability. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Success in This Role

Within the first year, the successful candidate will have built strong, trusted partnerships with customers and fellow employees, strengthened sales processes and overall customer experience. This candidate will make measurable progress in pre-owned sales and organizational effectiveness by increasing sales volume, controlling expenses and continuous process improvement.

Why Join Wilmington Auto Group?

At Wilmington Auto Group, our employees are the foundation of our success. This role provides the opportunity to support employees in sales departments, have meaningful interactions with the public and contribute to a positive workplace culture.

Equal Employment Opportunity

Wilmington Auto Group is an Equal Opportunity Employer committed to providing equal employment opportunities without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, or any other status protected by applicable law.