Used Car Sales Manager - BMW of Fairfax

About the role

Purpose

The Used Car Sales Manager is responsible for driving pre-owned sales performance, managing inventory, maximizing profitability and ensuring an exceptional customer experience.

The ideal candidate has a strong understanding of the pre-owned automotive market, takes ownership of inventory performance and understands the importance of buying, pricing, merchandising and retailing vehicles efficiently.

We are looking for a hands-on leader who can develop salespeople, manage expenses and consistently deliver results.

Duties and Responsibilities

• Manage pre-owned vehicle inventory, including acquisitions, appraisals, trade-ins, pricing and inventory turn.
• Establish monthly sales, gross profit and inventory performance objectives.
• Monitor inventory aging and market conditions to ensure competitive pricing and timely retailing.
• Evaluate trade-ins and acquire vehicles through customer purchases, auctions and other acquisition channels.
• Oversee the reconditioning process to ensure vehicles are retail-ready in a timely manner while controlling expenses.
• Manage and approve reconditioning costs, including mechanical repairs, cosmetic repairs and vendor sublet work.
• Partner with Service and the Collision Center to improve reconditioning efficiency, turnaround times and inventory quality.
• Ensure vehicles are accurately merchandised with competitive pricing, professional photography and complete online listings.
• Desk deals, structure transactions and maximize profitability while maintaining competitive pricing and customer retention.
• Coach and develop sales associates on pre-owned product knowledge, customer engagement, closing techniques and prospecting.
• Monitor sales performance, closing percentages, inventory aging, gross profit and departmental expenses.
• Ensure compliance with dealership policies, manufacturer requirements and all applicable regulations.
• Maintain accurate inventory records and ensure proper documentation of vehicle purchases, sales and deliveries.
• Work closely with the General Sales Manager and General Manager to identify opportunities for growth and improvement.
• Deliver an exceptional customer experience while maintaining accountability for departmental performance.

Qualifications & Requirements

• Previous experience as a Used Car Manager or Automotive Sales Manager required.
• Proven track record of successfully managing pre-owned inventory, sales volume and gross profit.
• Strong vehicle appraisal, acquisition and inventory management skills.
• Experience with inventory pricing and market analysis tools.
• Thorough understanding of automotive reconditioning processes and expense management.
• Strong leadership, communication and team development skills.
• Ability to analyze financial performance and make sound business decisions.
• Experience with dealership management systems and automotive CRM platforms.
• Highly organized, results-driven and comfortable working in a fast-paced dealership environment.
• Valid driver's license and acceptable driving record.

Additional Information

Compensation Disclosure

The Used Car Sales Manager position has a pay scale consisting of various compensation elements and ranges. The position may also pay a production bonus based on individual or team performance, ranging from $160,000-$180,000 if baseline benchmarks are not met, without a fixed upper limit.

Why BMW of Fairfax?

We offer the opportunity to join a high-volume BMW dealership with a strong leadership team, competitive compensation and the resources to build a successful pre-owned operation.

If you are an experienced automotive leader who understands how to acquire the right inventory, control expenses, develop a team and drive results, we want to hear from you.