Automotive Sales Manager

Automotive Sales Manager GMC of Vacaville

Location: VACAVILLE, CA

Internet Sales & CRM Focus
GMC of Vacaville – Vacaville, CA

GMC of Vacaville is looking for an experienced Automotive Sales Manager to join our leadership team.

This is a true Sales Manager role. You will desk deals, manage salespeople, close customers, protect gross, and help drive new and used vehicle volume.

However, we are specifically looking for a manager who is exceptionally strong with internet sales, CRM management, BDC processes, lead follow-up, and appointment conversion
.

We want someone who can manage the floor while also being the person who knows exactly what is happening inside the CRM.

• Desk new and used vehicle deals
• Coach, train, and manage the sales team
• Assist salespeople with closing customers
• Maximize gross while maintaining a strong customer experience
• Manage internet leads and digital opportunities
• Monitor CRM activity and salesperson follow-up
• Ensure every lead is worked properly and consistently
• Monitor response times, contact rates, appointments, shows, and closing ratios
• Improve appointment-setting and appointment-show performance
• Manage unsold showroom follow-up
• Re-engage aged and lost opportunities
• Monitor inbound phone opportunities
• Work with the BDC and sales team to improve lead conversion
• Review overdue tasks and untouched leads daily
• Help build and improve CRM workflows and follow-up processes
• Monitor lead distribution and salesperson performance
• Analyze lead sources and digital sales performance
• Conduct daily sales meetings and individual coaching
• Assist with trade appraisals and used vehicle acquisition
• Help manage new and used inventory
• Work closely with Finance to improve deal structure and profitability
• Maintain strong CSI/NPS and online reputation performance
• Recruit, train, and develop salespeople

We want a hands-on Sales Manager who understands both traditional dealership sales and modern digital retailing.

You should be comfortable working a deal at the desk, taking a turn, coaching a salesperson, and then opening the CRM and identifying exactly where opportunities are being lost.

You should understand:

• Internet lead management
• CRM accountability
• BDC processes
• Response time
• Contact percentage
• Appointment-set percentage
• Appointment-show percentage
• Lead closing percentage
• Unsold follow-up
• Phone conversion
• Database mining
• Lead-source performance
• Salesperson activity and accountability

We are looking for someone who believes every lead matters and every opportunity should be followed until the customer buys or tells us to stop.

• Automotive Sales Manager experience preferred
• Strong desking and deal-structuring ability
• Strong closing and negotiation skills
• Excellent understanding of automotive CRM systems
• Vin Solutions experience is a major plus
• Internet Sales or BDC management experience is a major plus
• Strong understanding of lead management and digital sales processes
• Ability to coach and hold salespeople accountable
• Strong analytical and organizational skills
• Experience managing new and used vehicle sales
• Comfortable managing both showroom and internet customers
• Strong communication and leadership skills
• Bilingual English/Spanish is a plus
• Valid driver's license and acceptable driving record

This manager will be expected to help drive:

• New vehicle volume
• Used vehicle volume
• Department gross
• Internet lead closing percentage
• Appointment-set percentage
• Appointment-show percentage
• Faster lead response times
• Higher customer contact rates
• Better CRM utilization
• Fewer untouched and overdue leads
• Increased salesperson productivity
• Strong CSI/NPS performance

We want a Sales Manager who doesn't just ask, “How many cars did we sell?”

We want someone who also asks:

How many leads did…