Benefits:

Bonus based on performance

Competitive salary

Dental insurance

Health insurance

Opportunity for advancement

Paid time off

Training & development

Vision insurance

The Sales Manager leads the dealership’s sales operations with a focus on subprime lending and in-house financing (BHPH/LHPH) programs. This role oversees the sales team, manages deal structuring, supports underwriting and funding processes, and ensures customers receive excellent service while maintaining compliance and profitability. The Sales Manager plays a key role in maximizing sales opportunities, improving closing rates, and increasing portfolio quality.

Key Responsibilities

Sales Leadership & Team Management

Recruit, train, coach, and motivate sales representatives to meet and exceed sales targets.

Conduct daily sales meetings, performance reviews, and skills training focused on subprime sales practices.

Hold sales staff accountable to lead management, follow-up expectations, and dealership processes.

Foster a positive, customer-focused culture in the showroom.

Deal Structuring & Lender Coordination

Assist sales staff in structuring deals that align with subprime lender programs and in-house underwriting guidelines.

Match credit applications to the appropriate lender based on customer profile and lender criteria.

Work directly with lenders, underwriters, and funding reps to secure approvals and overcome stip hurdles.

For BHPH/LHPH deals: determine down payments, terms, and payment options within company guidelines.

Customer Experience & Conflict Resolution

Ensure every customer receives a professional, transparent, and helpful buying experience.

Step in to assist with difficult negotiations, objections, or escalated concerns.

Review deal terms with customers as needed to ensure clear understanding of obligations.

Promote ethical sales practices and adherence to compliance standards.

Operational Management

Oversee daily sales workflows, lead distribution, CRM usage, and follow-up sequences.

Monitor sales metrics such as closing ratios, sold-to-application rates, appointment show rates, and gross profit.

Work closely with the BDC, underwriting, collections, and service departments to ensure smooth deal flow.

Maintain an organized and efficient sales floor environment.

Financial & Compliance Responsibilities

Monitor gross profit, front-end/back-end performance, and overall sales department profitability.

Ensure compliance with federal and state laws including ECOA, TILA, Privacy/Red Flags, and UDAAP.

Review all deal paperwork for accuracy before sending to underwriting or funding.

Protect customer data and uphold dealership compliance standards at all times.

Inventory & Marketing Coordination

Provide input on inventory selection with a focus on subprime-friendly vehicles (reliable, affordable, LTV-friendly).

Collaborate with marketing/BDE teams to drive traffic, improve lead quality, and enhance online presence.

Monitor sell-through rates and recommend pricing or merchandising adjustments as needed.

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https://surveys.cultureindex.com/s/fGPraWLHYx/123944