High-Performance Vehicle Acquisition Program Sales Manager

H Greg Nissan Kendall

KEY RESPONSIBILITIES AND PERFORMANCE EXPECTATIONS:

Leadership & Team Development: Lead, mentor, and motivate a team of Vehicle Acquisition Specialists. Foster a high-performance culture focused on achieving and exceeding targets. Conduct regular training and coaching to enhance team skills in customer engagement, vehicle appraisal, and closing techniques.

Strategic Program Management: Oversee the day-to-day operations of the Vehicle Acquisition Program. Develop and implement strategies to maximize customer engagement and vehicle acquisition opportunities on the service drive. Continuously analyze program performance and identify areas for improvement.

Appraisal Volume: Ensure a minimum of 15% of all customer pay and warranty repair orders are physically appraised with an active appraisal. Top performers will consistently achieve 18-22% appraisal rates.

Acquisition Rate: Drive the acquisition of vehicles from the service drive, with a target of sourcing 3% of the total repair order count (customer pay and warranty) as used vehicle inventory.

Individual Team Member Performance: Each Vehicle Acquisition Associate must achieve a minimum of two in-person appraisal interactions per working day and a minimum of nine consumer-sourced acquisitions per month, measured on a 90-day rolling average minimum standard. (Example- 23 working calendar days x 2= 46 appraisals MINIMUM). 2 per day is the minimum to remain on the Service Drive Acquisition Team. 75 per associate, per month, is the goal. 

Performance Monitoring & Reporting: Meticulously track and analyze key performance indicators (KPIs), including appraisal volume, acquisition rates, individual team member performance, and overall program success. Provide regular reports to the New Car Director, Used Car Director, General Sales Manager, and/or General Manager.

Collaboration with Service Department: Work closely with the Service Director and Service Managers to ensure seamless integration of the Vehicle Acquisition Program into the service drive workflow. Provide a daily list of acquired vehicles to the Service Department to facilitate proper repair order closure and warranty claim processing.

Staffing and Recruitment: Maintain adequate staffing levels within the Vehicle Acquisition Program to consistently achieve program goals. Participate in the recruitment and selection process for new Vehicle Acquisition Specialists.

Process Adherence & Execution: Ensure strict adherence to all company policies and procedures, including accurate and timely completion of all required paperwork related to vehicle acquisitions. Validate each Vehicle Acquisition Specialist's daily productivity before they depart each day.

QUALIFICATIONS AND SKILLS:

Minimum of 3 years of experience in automotive sales management, with a strong track record of success in a high-volume dealership environment.

Demonstrated ability to lead, motivate, and develop a high-performing sales team. Strong coaching and mentoring skills are essential.

A strong understanding of customer service principles and a commitment to providing an exceptional customer experience.

Highly organized and detail-oriented, with the ability to manage multiple priorities in a fast-paced environment.

A self-starter with a strong work ethic and a relentless focus on achieving results.

WHAT WE OFFER:

401(k)

Dental insurance

Health insurance

Vision insurance

Paid Time Off

Paid Group Term Life Insurance

Supplemental Personal Accident Insurance

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Sit and/or stand interchangeably throughout the day.

Sit and/or stand for long periods at a time.

Use hands, fingers and arms continually, frequently and throughout the day.

Bend, crouch, crawl, stoop and kneel continually, frequently and throughout the day.

Pick-up, lift and carry items that may exceed 50 pounds.

Operate and drive vehicles or equipment in a safe manner.

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.