Sales Variable Manager

L0190 Honda of Ames; Ames (IA); On-site; USD 78,000 - 120,000; Full time

Benefits offered by this job

Competitive pay

Medical, Dental, Vision

401(k) Retirement Plan

Employee Stock Purchase Plan

Lithia Learning Center

Vehicle Purchase Discounts

Job summary

Lithia Honda of Ames is seeking an Automotive Sales Variable Manager to lead the Sales and Finance teams at the Ames dealership. You will drive profitability, customer satisfaction, and team performance while overseeing the entire deal lifecycle from sales presentation to delivery.

The role emphasizes leadership, training, and collaboration with lenders and OEMs to optimize incentive programs and market share in a high-volume store.

Qualifications

• 3+ years of automotive sales leadership experience in an OEM dealership.
• Proven desking deals and driving sales profitability.
• Strong understanding of finance, lender programs, and trade appraisals.
• Experience coaching and developing automotive retail sales teams.
• Proficiency with CRM, DMS, and automotive desking tools.

Responsibilities

• Lead daily operations of Sales and Finance departments to achieve vehicle sales, profitability, customer satisfaction, and market share goals.
• Manage complete deal lifecycle from consultation, pricing, negotiations, financing, to delivery.
• Coach and develop sales consultants to improve performance and future leadership.
• Collaborate with dealership leadership on inventory, pricing, and OEM incentive programs.
• Ensure compliance with federal, state, lender, OEM, and company regulations.

Skills

Sales leadership

Desking deals

Finance & lending

Coaching teams

CRM & DMS

Customer service

Driver's license

Tools

CRM software

DMS systems

Job description

Dealership: L0190 Honda of Ames LITHIA HONDA of AMES Location: Ames, Iowa Position Title: Sales Variable Manager Classification: Full Time; Onsite Reports to: General Manager Estimated Annual Compensation: $78,000 - $120,000/ per year Drive Your Career Forward with Lithia & Driveway At Lithia & Driveway, we're powered by people and driven to deliver results. As one of the largest automotive retailers in North America, we're focused on growing leaders who want to make an impact – both in their store and across the company. We are looking for a Automotive Sales Variable Manager to lead, develop, and inspire our Sales team at Lithia Honda of Ames. This role is a key driver of performance, culture, and the customer experience.

Why Join Our Team?

At Lithia & Driveway, we're powered by people and driven to deliver results. As one of the largest automotive retailers in North America, we're focused on growing leaders who want to make an impact, both in their store and across the company. At Lithia & Driveway, you'll find: Real opportunities for advancement across a national network Leadership development and training through our internal learning programs A culture that recognizes and rewards results The ability to drive store success with the autonomy to shape your team.

What You’ll Do

The Sales & Finance Manager is responsible for leading both vehicle sales operations and Finance & Insurance (F&I) functions for an OEM franchise dealership. This role oversees the complete customer purchase process—from sales presentation and deal negotiation through financing and product delivery—while driving profitability, customer satisfaction, compliance, and team performance. The Sales & Finance Manager serves as a hands‑on leader who develops sales professionals, maximizes departmental performance, and ensures all dealership and OEM standards are consistently achieved. This position reports to the store’s General Manager. Lead all daily operations of the Sales and Finance departments to achieve vehicle sales, profitability, customer satisfaction, and market share objectives. Manage the complete deal lifecycle, including customer consultation, vehicle selection, trade evaluations, deal structuring, negotiation, financing, product presentation, contracting, and delivery. Desk deals and assist sales consultants with pricing, negotiation strategies, customer objections, and closing opportunities to maximize sales performance and gross profit. Present financing and leasing options while securing lender approvals that best fit customer needs and dealership objectives. Offer and sell Finance & Insurance products including vehicle service contracts, GAP coverage, maintenance plans, appearance protection, tire and wheel protection, and other ancillary products. Monitor and improve key performance indicators including sales volume, front‑end gross, back‑end gross, finance reserve, product penetration, closing ratios, customer satisfaction, and inventory turn. Recruit, hire, train, coach, and develop sales consultants and future leaders while creating a culture focused on accountability, customer service, and continuous improvement. Conduct regular sales meetings, performance reviews, one‑on‑one coaching sessions, and developmental training to improve team effectiveness and results. Partner with dealership leadership to manage new and used vehicle inventory levels, pricing strategies, merchandising, and OEM incentive programs. Build and maintain strong relationships with lenders, OEM representatives, customers, and business partners to support dealership growth and profitability. Ensure all transactions and dealership activities comply with federal, state, lender, OEM, and company regulations, including Truth in Lending, Red Flags Rule, OFAC, Safeguards Rule, privacy requirements, and all applicable compliance standards. Oversee contract processing, funding activities, Contracts in Transit (CIT), chargebacks, and documentation accuracy to ensure timely funding and financial integrity. Analyze dealership reports, financial statements, operational metrics, and performance trends to identify opportunities for improved efficiency, profitability, and market competitiveness. Resolve escalated customer concerns in a timely and professional manner while maintaining high CSI performance and a positive dealership reputation. Foster a customer‑first culture that delivers an exceptional buying experience and encourages customer retention, referrals, and repeat business. Collaborate with General Management and corporate partners to develop and execute strategies that support sales growth, financial performance, and long‑term dealership success. Perform all other duties as assigned by leadership.

What You’ll Bring

• 3+ years of automotive sales leadership experience in an OEM dealership.
• Proven success desking deals and driving sales profitability.
• Strong understanding of finance, lender programs, and trade appraisals.
• Experience coaching and developing automotive retail sales teams.
• Proficiency with CRM, DMS, and automotive desking tools.
• Strong customer service, organizational, and problem‑solving abilities.
• Professional appearance and customer‑focused mindset.
• Valid driver's license with an acceptable driving record.

Total Rewards

$78,000.00 - $120,000.00/ per year This is a performance driven position, eligible for short-term and/or long-term incentives as part of total compensation, which includes a base/hourly/draw offset and the ability to collect commission and bonus based on performance. Actual pay offered may vary depending on skills, experience, job‑related knowledge, and physical location. Final compensation will be established through the interview process in accordance with applicable pay equity and transparency laws.

Benefits

We offer a comprehensive benefits package designed to support you and your family, including:

• Competitive pay
• Medical, Dental and Vision Plans
• Paid Holidays & PTO
• Short and Long‑Term Disability
• Paid Life Insurance
• 401(k) Retirement Plan
• Employee Stock Purchase Plan
• Lithia Learning Center
• Vehicle Purchase Discounts
• Wellness Programs

Other Information

High School graduate or equivalent, 18 years or older required. We are a drug‑free workplace. We are committed to equal employment opportunity (regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status). We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Reasonable accommodations may be made to enable individuals to perform the essential functions.

About Us

At Lithia & Driveway (NYSE: LAD) our success is fueled by our high performing teams delivering Auto Done Easy for our customers. We create simple, transparent, and convenient customer experiences throughout the vehicle‑ownership lifecycle by leveraging our hundreds of store locations and our key adjacencies - Driveway, DFC, and GreenCars. We've built a retail model that champions entrepreneurial leadership, Growth Powered by People, and a strategy that creates possibilities and pushes us to reach our potential. At Lithia & Driveway, we stand by our mission of Growth Powered by People, as we build a workplace that ignites ideas and opportunities to Earn Customers for Life. Our focus is on making the customer experience better; as we aim to meet our customers’ needs whether in person, online or a combination of both. Lithia & Driveway is the largest automotive retailer in North America and listed on the Fortune 500 (NYSE: LAD). Drive your career forward with roles in Sales, Finance, Service, Technology and Corporate. With thousands of vehicles and hundreds of locations, the career possibilities are endless. Join us as we accelerate towards growth in automotive and beyond!