Automotive Sales Director

We are seeking an experienced, results-driven, and customer-focused professional to serve as our Automotive Sales Director. The successful candidate will lead dealership sales strategy and execution, drive sales growth and profitability, ensure exceptional customer and dealer experiences, and manage a high-performing sales team. This role requires strategic sales leadership, deep automotive industry knowledge, excellent communication skills, and a commitment to continuous improvement and compliance.

Key Responsibilities - Sales Leadership & Operations

• Develop and execute comprehensive sales strategies to achieve revenue, market share, and profitability targets across new and pre-owned vehicle channels, service, and ancillary products.

• Lead, coach, and manage the dealership sales team including sales managers, finance managers, and sales consultants to drive consistent, measurable performance and deliver outstanding customer experiences.

• Set and monitor KPIs (e.g., unit sales, gross per unit, penetration rates, conversion, lead response times, F&I attach) and create actionable plans to optimize results; report performance to senior leadership.

• Own pricing, incentives, and inventory management strategies in coordination with inventory, marketing, and operations teams to maximize turn and margin while meeting customer demand.

• Develop and execute targeted marketing and lead-generation initiatives with digital, social, and traditional channels; optimize CRM and lead management workflows to improve conversion and retention.

• Ensure exceptional customer journeys from initial inquiry through delivery and follow-up; implement processes to measure customer satisfaction, Net Promoter Score (NPS), and drive continuous improvement.

• Collaborate with the service, parts, and finance teams to create seamless cross-functional sales and retention programs that increase lifetime customer value.

• Recruit, develop, and retain top talent; design and deliver training programs, sales playbooks, and performance management processes to build an inclusive, high-performing team culture.

• Manage relationships with OEM partners, regional sales organizations, and third-party vendors; ensure compliance with brand standards, incentive rules, and contractual obligations.

• Oversee deal structuring, approval processes, and documentation to ensure accuracy, compliance with regulatory requirements, and protection of dealership interests.

• Drive cost-effective sales operations through process improvements, vendor management, and data-driven decision making while maintaining customer service quality.

Required Qualifications - Skills & Experience

• Bachelor’s degree in Business, Marketing, Automotive Technology, or a related field, or equivalent practical experience.

• 7+ years of progressive experience in automotive sales management with at least 3 years in a senior leadership role overseeing multiple sales channels or dealerships.

• Proven track record of meeting or exceeding sales and profitability targets; strong commercial and financial acumen including P&L responsibility.

• Deep knowledge of automotive sales processes, F&I products, licensing and compliance requirements, dealer management systems (DMS), and CRM platforms.

• Experience developing and executing marketing and digital lead-generation strategies; familiarity with SEO, paid media, and online retailing tools is preferred.

• Exceptional communication, negotiation, and relationship-building skills; ability to influence stakeholders at all levels and present to executive leadership.

• Demonstrated leadership and coaching abilities with a focus on building diverse, inclusive teams and developing talent through goal-setting and performance feedback.

Preferred Qualifications - Tools, Certifications & Domain Experience

• Experience with major DMS platforms (e.g., Reynolds & Reynolds, CDK Global) and CRM/lead management systems used in automotive retail.

• Prior experience working directly with OEM programs, incentive administration, and dealer network operations.

• Certifications or training in sales leadership, retail automotive management, or Lean/continuous improvement methodologies are a plus.

• Background in omnichannel retailing, online vehicle retail platforms, or subscription/mobility services is advantageous.

Work Environment & Compensation - Automotive Sales Director

• Full-time position with an onsite or hybrid work model depending on dealership needs and geographic location; regular availability for evening and weekend schedules may be required to support sales events and customer appointments.

• Competitive salary and performance-based compensation commensurate with experience, plus a comprehensive benefits package including health insurance, retirement plan options, paid time off, and employee vehicle or purchasing programs where applicable.

• Opportunities for professional development, training, and support for relevant certifications; clear career growth paths within a collaborative and inclusive workplace.

• We prioritize diversity, equity, and inclusion and strive to provide a supportive environment that values work-life balance and employee well-being.