Sales Manager
Full Time • St.Charles
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.
Complete our Survey here
https://surveys.cultureindex.com/s/fGPraWLHYx/123944
Compensation: $99,000.00 per year
(if you already have a resume on Indeed)
Or apply here.
