The Director, Non-Franchise Variable Operations owns used vehicle performance across all assigned stores. The role combines business unit ownership of sales volumes, gross profit, and PVR targets with hands-on, in-store execution: embedding in underperforming stores to diagnose root causes, coaching General Managers and Sales Managers into stronger leaders, and owning the three levers that drive used vehicle volume: disciplined sales process execution, aggressive vehicle acquisition, and fast, cost-effective reconditioning.
It is equal parts strategist and operator. The Director sets expectations and standards for the assigned stores, then works side-by-side with store teams to install the processes that connect centralized and digital customer interactions—phone, eCommerce, BDC, and WBYC—to the in-store experience. Success requires deep used vehicle retail knowledge, command of reconditioning and acquisition economics, strong analytical and process discipline, and a high degree of technology savvy.
Key Responsibilities
Market Leadership & Performance Standards
- Set clear expectations, objectives, and performance goals for used vehicle volume, gross profit, and PVR across all used vehicle stores in the market.
- Drive operational consistency, compliance, and process execution, establishing and scaling best practices.
- Provide leadership with candid feedback on store performance, opportunities, and risks.
Store Turnaround & Leader Development
- Embed in underperforming stores to diagnose root causes and build sustainable action plans that grow used vehicle volume, gross profit, and PVR.
- Work one-on-one with General Managers and Sales Managers to coach, train, and execute sales processes, developing them as stronger leaders and coaches.
- Conduct in-store visits to share results, workshop opportunities, and develop bench talent.
Vehicle Acquisition & Inventory Strategy
- Analyze market data and trends to ensure stores maintain a balanced inventory mix tailored to local demand.
- Optimize inventory aging and collaborate with CAAD on pricing.
- Facilitate inter-store vehicle transfers to maximize retail opportunities and reduce aging.
- Guide trade appraisal strategy and trade-in retention targets, and partner with General Managers and Sales Managers on aligned retail and acquisition strategies.
- Drive purchase conversion of consumers looking to sell their vehicle, ensuring call-center-generated appointments are finalized into completed acquisitions.
- Own market-level acquisition strategy across every channel—trade-in, consumer purchase/WBYC, auction, and off-lease—so stores stay self-sufficient on inventory.
Reconditioning & Speed to Market
- Own recon throughput across the market: partner with Service Managers and reconditioning teams to compress cycle time and hold speed-to-market within standard.
- Manage recon cost per unit against gross retention, balancing thoroughness of repair against days-to-frontline.
- Establish consistent recon workflow, vendor management, and quality standards so vehicles are photographed, merchandised, and retail-ready on day one.
- Track units held in recon and escalate bottlenecks before aging erodes gross.
Sales Process Execution & Omni-Channel Conversion
- Analyze traffic funnel metrics to identify and capture conversion opportunities from lead to appointment to show to sale.
- Ensure execution of a consistent sales process in every store—appraisal, desking, closing, and delivery—so results are repeatable rather than personality-driven.
- Teach dealership teams how to implement processes that connect centralized and digital customer interactions—phone, eCommerce, BDC, and WBYC—to the in-store experience, ensuring a seamless handoff from appointment to finalized transaction.
- Partner with eCommerce and centralized-contact teams to maximize results through proper staffing, management, and process execution.
- Support store leaders in managing all customer traffic channels: showroom, eCommerce, and phone.
Analytics, Technology & Merchandising
- Leverage CRM, DMS, reporting dashboards, and pricing tools to surface insights and drive adoption of digital retailing tools.
- Assess KPIs, identify shortfalls, and implement corrective action plans.
- Champion merchandising best practices, ensuring all branding and digital presentation standards are met.
- Moderate to significant travel required (approximately 50%).
Success Metrics
- Achievement of used vehicle volume, gross profit, and PVR targets
- Inventory turn, aging, and speed-to-market performance
- Reconditioning cycle time and recon cost per unit
- Sales close rate by store
- Trade appraisal volume and trade-in retention metrics
- Funnel conversion rates from lead to appointment to show to sale
- Turnaround results in targeted underperforming stores
- Associate performance
Minimum Qualifications
- High school diploma or equivalent required; bachelor’s degree preferred.
- 7+ years of automotive retail experience.
- 3+ years of automotive sales management experience; General Manager, multi-store, or desk management experience preferred.
- Demonstrated success in used vehicle operations, inventory strategy, and retail execution.
- Strong analytical skills with demonstrated comfort using CRM, DMS, reporting dashboards, and inventory and pricing tools.
- Proven coaching, organizational, communication, and presentation skills.
Preferred Qualifications
- Used-vehicle-only or high-volume used vehicle retail operations experience.
- Multi-store or market-level leadership experience.
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$100,000.00 - $250,000.00
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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.
