The Sales Performance & Operations Manager is a hands-on driver of sales excellence in underperforming used-vehicle-only stores across the group while identifying and capturing funnel opportunities. Working side-by-side with General Managers and Sales Managers, this role diagnoses performance gaps, coaches in-store teams, and teaches dealerships how to implement new processes that connect centralized customer interactions—phone, eCommerce, and BDC—to the in-store experience. The position demands deep used-vehicle retail knowledge, strong process discipline, and a high degree of technology savvy, and is intended as a development path to the General Manager role.
Job Responsibilities
- Embed in underperforming stores to diagnose root causes and build effective, sustainable action plans that grow Used Vehicle Volume, Gross Profit and PVR.
- Work one-on-one with Sales Managers to coach, train, and execute sales processes, developing them as stronger leaders, managers, and coaches.
- Analyze traffic funnel metrics across the group to identify and capture conversion opportunities from lead to appointment to show to sale.
- Drive purchase conversion of consumers looking to sell their vehicle, ensuring call-center-generated appointments handed off to the stores are finalized into completed purchases that fuel used vehicle volume.
- Teach dealership teams how to implement new processes that connect centralized and digital customer interactions—phone, eCommerce, BDC, and WBYC—to the in-store experience, ensuring a seamless handoff from call-center appointment to finalized in-store transaction.
- Partner with eCommerce teams to maximize results through proper staffing, management, and process execution.
- Leverage CRM, reporting dashboards, and dealership technology to surface insights and drive adoption of digital retailing tools.
- Roll out and scale new sales processes and initiatives, establishing best practices across the group.
- Conduct in-store visits and market meetings to share results, workshop opportunities, and develop best practices.
- Provide feedback to leadership on store performance, opportunities for improvement, and concerns.
- Moderate travel required (50%).
Minimum Qualifications
- 7 years of automotive retail experience.
- 3 years of automotive sales management experience; General Manager or desk management experience preferred.
- Strong analytical skills with demonstrated comfort using CRM, reporting dashboards, and dealership technology.
- Proven coaching, organizational, communication, and presentation skills.
Preferred Qualifications
- Used-vehicle retail operations experience.
- Experience with digital retailing, BDC, or centralized customer-contact operations.
- Readiness and aspiration to progress into a General Manager role.
Exciting Benefits and Perks Await You:
Competitive compensation and 401k matching
Enjoy a healthy work-life balance with insurance plans (health, dental, vision) and maternity benefits.
Associate purchase and discount programs for new and pre-owned vehicles, services, parts, collision, accessories, and AutoGear
Access amazing deals and discounts through YouDecide, a website with offers from top providers and retailers
Join our DRVPNK mission to raise and donate millions of dollars to cancer research and treatment, partnering with cancer charities nationwide
AutoNation is one of the largest automotive retailers in the United States, offering innovative products, exceptional services, and comprehensive solutions, empowering our customers to make the best decisions for their needs. With a network of dealerships nationwide strengthened by a recognized brand, we offer a wide variety of new and used vehicles, customer financing, parts, and provide expert maintenance and repair services. Through DRV PNK, we have raised over $40 million for cancer-related causes, demonstrating our commitment to making a positive difference in the lives of our Associates, Customers, and the communities we serve.
AutoNation is committed to creating a diverse, equitable, and inclusive environment in our workplace and the services we provide. We welcome candidates from all backgrounds who are passionate about making a positive impact. Even if you do not meet every requirement, we encourage you to apply. Join our team and help us foster a culture of belonging while contributing to our revolutionary work in the automotive industry. We value innovation, teamwork, and a commitment to making a positive impact in the world.
