Position Overview
We are seeking an experienced and results-driven Sales Manager with a strong background in Finance & Insurance (F&I) to lead our sales team and drive profitability. The ideal candidate combines proven leadership skills with in-depth knowledge of automotive finance, lender relationships, compliance standards, and product penetration strategies. This role is responsible for maximizing sales performance, front- and back-end gross, and ensuring an exceptional customer experience.
Key Responsibilities
- Lead, mentor, and develop a high-performing sales team to consistently meet and exceed sales targets
- Drive front-end and back-end gross profitability through effective deal structuring and F&I product integration
- Collaborate closely with the F&I department to maximize product penetration (service contracts, GAP, warranties, protection products, etc.)
- Desk deals, structure financing, and ensure compliance with all federal, state, and lender regulations
- Maintain strong relationships with banks, credit unions, and lending institutions
- Monitor sales metrics, KPIs, and CRM activities to improve performance and accountability
- Conduct regular training on sales processes, product knowledge, compliance, and F&I best practices
- Ensure adherence to all regulatory requirements including FTC, CFPB, and state automotive sales laws
- Resolve customer concerns professionally to maintain high CSI (Customer Satisfaction Index) scores
- Assist in inventory management and pricing strategies to optimize market competitiveness
Qualifications
- 5+ years of automotive sales experience
- Minimum 2–3 years in F&I Manager or similar finance leadership role
- Proven track record of achieving and exceeding sales and F&I performance targets
- Strong understanding of deal structuring, lender programs, and credit analysis
- Deep knowledge of compliance regulations and documentation standards
- Exceptional leadership, coaching, and communication skills
- Proficiency in dealership management systems (DMS) and CRM platforms
- Valid driver’s license and clean driving record
Preferred Skills
- Strong negotiation and closing skills
- Ability to analyze financial statements and performance reports
- High level of integrity and professionalism
- Customer-focused mindset with strong problem-solving abilities
Compensation & Benefits
- Competitive base salary plus performance-based commission/bonus
- Health insurance
- 401(k) with company match and Profit Sharing
- Paid time off and holidays
- Professional development and advancement opportunities
Pay: $72,704.53 - $105,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Employee discount
- Health insurance
- Paid time off
Work Location: In person
