Sales Manager

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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.