Retail Automotive Sales Manager - Mercedes-Benz of North Haven
Mauro Motors Automotive Group
The Retail Sales Manager's goal is to maximize new and pre-owned unit volume and gross profit per unit while developing a high-performing sales team that delivers an exceptional customer experience. To do this, the Retail Sales Manager must be exceptional in the following:
Sales Team Leadership
- Recruit, hire, train, coach, and hold accountable a team of sales consultants to meet individual and departmental unit and gross targets
- Conduct daily sales meetings to align the team on inventory, pending deals, and daily objectives
- Monitor and coach adherence to the dealership's road-to-the-sale process from greet through delivery
- Set clear performance expectations and conduct regular one-on-ones to review individual production, CSI, and development needs
- Manage schedules, floor rotation, and up-system to ensure fair and consistent lead distribution
Desking & Deal Structuring
- Desk deals using the dealer's desking system to structure profitable transactions that satisfy both dealer gross targets and customer needs
- Approve pricing, trade values, and deal terms within dealer-set guidelines
- Work closely with F&I to ensure smooth deal flow and maximize front-end and back-end gross per unit
- Review and approve all deals prior to funding to ensure accuracy and compliance
- TO (turn-over) customers on the floor to assist sales consultants in overcoming objections and closing deals
Inventory & Merchandising Collaboration
- Partner with the Pre-Owned Manager and Inventory team to understand available new and pre-owned inventory, aging units, and market positioning
- Keep sales staff informed of new arrivals, aging inventory, and priority units through daily talking points and lot walks
- Ensure showroom and key lot positions are merchandised effectively with priority inventory
- Communicate inventory needs and consumer demand trends back to acquisition and inventory teams
Lead & BDC Management
- Work with the Business Development Center to ensure timely follow-up and appointment conversion on all sales leads
- Review lead source performance and appointment show/close ratios to identify coaching opportunities
- Ensure every incoming lead, phone-up, and walk-in is logged and worked according to dealership process
- Partner with BDC leadership on outbound campaigns tied to inventory, service-to-sales, and equity mining opportunities
Customer Experience & CSI
- Own the department's CSI performance and implement process improvements to drive customer satisfaction scores
- Personally engage with customers on the floor and follow up on any service recovery situations
- Monitor online reviews related to the sales experience and coach staff on service recovery
- Ensure delivery process is thorough, professional, and reinforces the value of the purchase
Performance & Reporting
- Track and report daily, weekly, and monthly sales performance against dealer-set unit and gross profit targets
- Analyze individual and team performance metrics (closing ratio, gross per unit, CSI, F&I penetration) to drive coaching priorities
- Prepare and present sales department performance updates to dealership leadership
- Maintain accurate use of the CRM / desking system to ensure clean, actionable reporting
Qualifications
- Must have previous retail automotive management experience in both new and pre-owned vehicles
Mauro Motors is a leading Connecticut luxury automotive group. You would be joining a winning team in a positive work environment that strives to be #1 in everything we do.