SALES MANAGER (Player-Coach) — Used Cars + F&I + Team Performance
Pay: $100,000 – $200,000+ per year (performance-based)
Read This First
This is not a “manager title” job. This is a produce + lead + enforce standards job. You will sell, desk, structure, get stips, get deals funded, and hold the team accountable to daily numbers. If you need comfort, hand-holding, or a base-pay safety net, don’t apply.
What You’re Walking Into:
Right Choice Motors is a lean, high-integrity used car dealership in Springfield, MO. We move fast, protect margin, and keep deals clean. We’re hiring one person to run the sales floor like a scoreboard, not a hangout.
You’re a Fit If You…
- Can close deals yourself and still lead others without whining
- Live in the metrics: lead response time, appts set, show rate, close rate, gross per copy, F&I penetration, funding speed
- Know how to structure tough deals (near-prime) and control the stip chase
- Are tight on paperwork and don’t create problems for the store
- Show up early, stay sharp, and don’t drift
You’re NOT a Fit If You…
- Need a salary to feel safe
- Think “management” means delegating the hard stuff
- Are sloppy with compliance, contracts, or funding
- Blame the market, the leads, the bank, the customer, or the weather
What You’ll Do (Daily Reality)
- Run the floor: morning huddle, targets, accountability, follow-up discipline
- Watch the reports: KPI scoreboard every day, not “when we have time”
- Desk + close: pencil/structure, submit, stips, signing, and funding follow-up
- Train and sharpen reps: scripts, role-play, phone control, objection handling
- Protect the store: clean deals, clean docs, clean promises, clean funding
- Set the standard: you don’t ask for effort—you model it
Compensation (How You Actually Make $100K–$200K+)
- Commission on your own deals (front-end + F&I + add-ons)
- Manager override on team production (based on results)
- Bonuses tied to volume, gross, paperwork cleanliness, funding speed, and KPI targets
- No cap. Your income is the scoreboard.
Requirements
- Must live within 50 miles of Springfield, MO
- Valid driver’s license + reliable transportation
- 3+ years automotive / high-ticket sales with proof of performance
- Can run full deal start-to-finish: desk/pencil → submit → stips → sign → funding
- DMS/CRM experience.
Job Type: Full-time, Contract
Work Location: In person (Springfield, MO)
Job Types: Full-time, Contract
Pay: $100,000.00 - $200,000.00 per year
Benefits:
- Employee discount
- Flexible schedule
- Health insurance
- Paid time off
Application Question(s):
- On a tough but fundable near-prime deal, what are the top 5 stips you most often need, and what’s your system to get them within 30 minutes?
- What were your last 90 days: units, average front-end gross/copy, and F&I penetration %? If you led a team, include team numbers.
- Describe your daily management rhythm. What 5 KPIs do you track every day, and how do you correct reps who miss them?
- Explain your exact process to get a used-car finance deal APPROVED + FUNDED (prime/near-prime). Include lender selection, structure, top stips, and how you prevent funding kickbacks.
Work Location: In person
