The Used Car Sales Manager is responsible for overseeing all aspects of the used vehicle department, including inventory management, pricing strategy, sales performance, customer satisfaction, and team development. This role drives profitability while ensuring a transparent, high-quality buying experience for customers.

Key Responsibilities

Sales Leadership

Lead, coach, and motivate the used car sales team to meet and exceed monthly and annual sales goals.
Conduct daily sales meetings, performance reviews, and ongoing training.
Set clear expectations for customer engagement, follow-up, and closing strategies.

Inventory Management

Source and acquire used vehicles through auctions, trade-ins, and other channels.
Manage inventory turn, aging, and reconditioning processes to maximize profitability and minimize holding costs.
Ensure vehicles are properly merchandised both on the lot and online.

Pricing & Profitability

Develop competitive pricing strategies based on market trends, vehicle condition, and demand.
Monitor gross profit, front-end and back-end performance, and overall department financials.
Analyze reports and adjust strategies to improve performance.

Customer Experience

Ensure a professional, transparent, and positive buying experience.
Handle customer escalations and resolve concerns promptly and effectively.
Maintain high CSI (Customer Satisfaction Index) and online review ratings.

Compliance & Process Management

Ensure all sales processes follow dealership policies and state and federal regulations.
Oversee proper documentation, contracts, and deal structuring.
Work closely with the F&I department to maximize deal quality and compliance.

Collaboration

Partner with marketing, service, and detail departments to ensure vehicles are ready for sale.
Coordinate with the General Manager and other department heads on dealership goals and strategies.

Qualifications

Proven experience in automotive sales, with at least 2–3 years in a leadership or management role preferred
Strong understanding of used vehicle market trends, pricing tools, and inventory management systems
Excellent leadership, communication, and customer service skills
Ability to analyze financial and performance reports
High level of integrity and professionalism
Valid driver’s license

Skills & Competencies

Sales coaching and performance management
Negotiation and deal structuring
Market analysis and pricing strategy
CRM and DMS proficiency
Problem-solving and conflict resolution
Time management and organization

Work Environment

Fast-paced dealership setting
Evening and weekend availability required
Combination of office and lot-based work

Benefits:

401(k) matching
Dental insurance
Health insurance
Life insurance
Paid time off
Vision insurance

Work Location: In person

Ray Skillman Kia of Whitestown

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Used Car Sales Manager