Sales Manager

Position Summary

We are seeking a dynamic and results-driven Sales Manager to lead our vehicle sales department. This role is responsible for overseeing all aspects of new car sales operations, driving revenue, ensuring customer satisfaction, and managing and developing a high-performing sales team. The Sales Manager plays a critical role in setting strategic goals, managing inventory, and ensuring compliance with California and federal automotive sales regulations.

Key Responsibilities

Sales Strategy & Performance

Develop and execute monthly and annual forecasts for vehicle sales, gross profit, and departmental expenses.

Set and monitor aggressive, realistic sales goals for individual team members.

Drive performance by tracking KPIs and utilizing CRM and desking tools effectively.

Assist sales team in closing deals and improving gross profit and F&I product penetration.

Team Leadership & Development

Recruit, train, coach, and retain top talent in new car sales.

Conduct regular one-on-one coaching and daily/weekly sales meetings.

Implement ongoing training on sales process, compliance, and product knowledge.

Foster a culture of accountability, integrity, and exceptional customer service.

Customer Experience & Compliance

Promote a customer-centric environment from prospecting through delivery and follow-up.

Ensure proper follow-up systems for unsold prospects and recent buyers.

Maintain compliance with all applicable federal, state, and local laws and regulations (e.g., FTC Safeguards Rule, DMV regulations, California consumer protection laws).

Handle and resolve escalated customer issues professionally and in a timely manner.

Inventory, Merchandising & Marketing

Analyze and recommend inventory mix by model, color, and trim level based on market trends and customer preferences.

Work with GSM and inventory manager to maintain optimal stock levels.

Collaborate with marketing team to execute advertising and promotional campaigns.

Ensure proper display and presentation of vehicles on the lot and online.

Operational Excellence

Maintain accurate sales logs and traffic control data.

Ensure compliance with dealership policies, deal documentation procedures, and manufacturer programs.

Collaborate with finance, service, and used vehicle departments to ensure smooth customer transitions and internal communication.

Contribute to operational budgeting and expense control.

Qualifications

Required:

High school diploma or GED

1+ years in a dealership sales management role

Valid California driver’s license and clean driving record

F&I background

Strong leadership, communication, and coaching skills

Working knowledge of CRM systems, DMS (e.g., CDK, Reynolds & Reynolds), and digital desking tools

Preferred:

Associate or bachelor’s degree in business, management, or related field

Multilingual (especially Spanish)

Familiarity with California-specific sales regulations and consumer rights laws

Working Conditions & Physical Requirements

Must be able to work on-site at the dealership, including evenings, weekends, and holidays as needed.

Requires prolonged periods of standing, walking lot, and occasional lifting (up to 25 lbs).

Fast-paced, customer-facing retail environment.

Reasonable accommodations may be made in accordance with ADA guidelines.

Compensation & Benefits

Competitive base salary + performance-based commission/bonus structure

Health, dental, and vision insurance

401(k) with company match

Paid time off

Employee vehicle purchase programs

Ongoing professional development

Central Valley Automotive Group is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees, applicants, and customers.