Automotive Sales Manager

Automotive Sales Manager Job Description for Crain Kia of Fayetteville Position Summary The Automotive Sales Manager is responsible for leading daily sales operations, driving consistent execution of dealership processes, developing the sales team, and maintaining accountability across all areas of the showroom. This role is not passive leadership — it requires visible presence, active involvement in every stage of the sales process, and daily verification that standards are being executed at the highest level. The Sales Manager sets the tone for urgency, consistency, professionalism, and performance while ensuring customers receive a world-class buying experience and the dealership achieves its sales, gross profit, and customer satisfaction goals. This position is built around the dealership’s Winning Standard principles of Visibility, Presence, Urgency, and Consistency. Core Responsibilities Sales Leadership & Floor Management Lead and manage all showroom sales activity daily. Maintain constant awareness of: Active customers Salesperson activity Deal status Inventory movement Appointment traffic Be visibly present on the sales floor and actively involved in customer interactions. Conduct early manager introductions (EMIs) and assist with negotiations and closing deals. Ensure every customer receives a consistent and professional sales experience. Process Accountability Verify guest sheets are completed with every customer. Ensure trade walks and appraisal processes are completed properly. Confirm all CRM activity is completed daily, including: Notes Calls Texts Videos Appointment confirmations Conduct start-of-day check-ins and end-of-day checkouts with sales staff. Ensure all deals, transfers, RDRs, logs, and inventory documentation are completed same-day. “Nothing is assumed. Everything is verified.” Team Development & Coaching Train and coach sales consultants on: Sales process execution Product knowledge Objection handling CRM usage Appointment management Customer follow-up Hold sales staff accountable to dealership standards daily. Lead by example through visible work ethic, urgency, and professionalism. Conduct daily coaching conversations and ongoing performance development. Inventory & Deal Management Maintain strong knowledge of all new and used inventory. Understand aging inventory and assist in merchandising and prioritization strategies. Structure deals consistently and profitably while maintaining customer satisfaction. Ensure first pencil presentations follow dealership guidelines and standards. Work closely with finance, service, and inventory teams to support dealership objectives. Customer Experience Ensure customers receive timely communication and professional treatment throughout the buying process. Assist in resolving customer concerns and escalations. Help create a culture focused on long-term customer relationships and repeat business. Maintain high CSI and online reputation standards. Expectations & Standards Winning Standard Expectations The Automotive Sales Manager is expected to: Lead with visibility and urgency Be fully engaged during business hours Maintain consistency regardless of traffic or pressure Eliminate chaos through organization and process control Hold both self and staff accountable daily Operate with professionalism and integrity at all times “Execution is the only proof a standard exists.” Qualifications Previous automotive sales management experience preferred Strong leadership and communication skills Proven ability to desk deals and close customers Experience with CRM systems and dealership software Ability to train, motivate, and hold staff accountable Strong organizational and multitasking skills Professional appearance and demeanor Valid driver’s license with acceptable driving record Performance Metrics Success in this role may be measured by: Unit sales performance Gross profit performance Appointment shown and sold ratios CRM compliance CSI/customer satisfaction Inventory turn Sales proce