Director of New Vehicle Sales, Corporate

Ourisman, Trusted Tradition

Here's to those who think differently. The ones who think that a car dealership's first priority should be the guest. Such a candid idea could only come from Ourisman. Because we're forward thinking, just like the communities we serve. Individuals who won't be constrained by how things "have always been done", but instead strive to do things "how they could be done" and "how they should be done." It is a philosophy we have infused into every fabric of our dealerships, from the bottom up, in every department, and in every Ourisman team member. Changing the way we all think about car buying is just the beginning.

Role Summary

Ourisman Automotive Group is seeking a Director of New Vehicles Sales who will be responsible for developing, executing, and optimizing the new vehicles sales strategy across the platform. This role provides strategic direction, performance management, and process standardization to ensure consistent growth in volume, margin, and market share while maintaining brand and OEM compliance.

Essential Duties

• New Vehicle Sales Performance
  • Develop and oversee the platform's inventory management strategy for all brands
  • Work with store leadership to monitor inventory mix, days' supply, turn rate, and aging reports, ensuring optimal balance of models, trims, and colors
  • Work with the Director of Used Car Sales to manage platform strategies trade flow, dealer trades, and aging unit reduction plans
  • Develop and execute new vehicle sales strategy for the platform, ensuring alignment with corporate objectives, OEM goals, and market opportunities. Goal: Get all stores to be new car sales effective.
  • Liaison with Marketing team to ensure tactics and strategies result in strong leads that are adequately converted to Sales in store.
  • Monitor OEM stair-step programs, incentive eligibility, program participation opportunities, and volume-based objectives to ensure compliance for vehicle allocations, and maximize supply advantage for the platform
  • Stay knowledgeable and current of OEM product launches and regional marketing initiatives, ensuring stores are trained and inventory-ready

• Strategy & Performance Leadership
  • Develop and execute group-wide new vehicles sales strategies aligned with financial targets, OEM objectives, and market conditions that align with platform strategy set by the SVP and CFO
  • Establish and monitor KPIs including volume, gross profit, days' supply, turn rate, incentive utilization, and market share
  • Identify performance gaps and implement corrective action plans at underperforming rooftops
  • Support pricing, inventory mix, and allocation strategies in coordination with inventory management and OEM partners
  • Design, implement, and continuously improve standardized new vehicle sales processes (i.e. sales desk practices, inventory management, pricing governance, and customer experience standards) across all rooftops, and partner with Director of F&I to optimize handoff, conversion, and compliance
  • Collaborate with Marketing teams to align lead handling, promotions, and OEM programs

• Store & GM Partnership
  • Serve as the primary sales performance partner to General Managers while preserving GM ownership of store results
  • Conduct regular performance reviews with GMs and New Vehicle Sales Managers
  • Provide coaching and guidance on leadership, staffing, and execution best practices
  • Escalate material performance, compliance, or risk issues to the Senior Director of Retail Performance and/or executive leadership

Secondary Duties

• Support change management processes, and the adoption of new tools, training and development, processes, and standards
• Support performance management, recognition, and corrective action where necessary
• Support store leadership recruitment, onboarding, and succession planning
• Support audits and corrective actions related to sales documentation and incentive claims
• Provide planning and implementation support for operational functions in store acquisitions and onboarding
• Provide planning and wind down support of operational functions in franchise terminations and store closures

What this Role does NOT do

• Does not set enterprise strategy or financial targets
• Does not decide policy

• Does not participate in recruitment or termination decision making.
• Does not directly manage store-level staff

Reporting Lines

• Reports to: Senior Director of Retail Operations (primarily) and SVP of Strategy and Operations (secondarily)
• Direct Reports: None
• Manage operational workflows with Productivity Directors and store leadership

Issue Resolution/Escalation

• Serve as the first escalation point for store GMs and department heads re: operational challenges
• Resolve execution issues before escalating systemic concerns
• Partner with support functions to remove operational barriers

Qualifications, Background and/or Experience

• 8-12 years in automotive operations or performance management
• Strong cross-functional influence skills
• Deep understanding of dealership operations and workflows
• Strong OEM program, incentive and compliance expertise
• Highly organized, data-driven, execution-focused

Communication Skills

• Ability to effectively present information and speak effectively in one-on-one and small group situations with GMs and department heads and group teams
• Ability to read and interpret operating and procedure manuals
• Ability to communicate and write routine updates, reports, and strategies
• Ability to effectively communicate and relay individual store performance metrics, KPIs and financial performance, as well as comparatively within the platform

Work Environment

• This role requires regular and active engagement with all stores throughout the platform, including rotational in-person visits and meetings. Frequent travel by and between the stores will be required.

Salary

• $200,000 - $300,000
• Salary is determined by skills, qualifications, depth of experience and location.

Benefits

• Health, dental, and vision insurance
• Life insurance options
• Short-term and Long-term disability insurance
• 401(k) plan with company match
• Paid time off and holiday leave
• Opportunities for professional development and growth

Ourisman Automotive Group is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law. Should you require accommodation during the interview process, please advise the hiring manager when contacted for an interview.

Willing to submit to a pre-employment background check