A bachelor's degree in Business Administration, Marketing, or a related field is required; an MBA is a plus.
At least 15 years of progressive experience in automotive sales, with significant exposure to pre-owned or used-car operations.
A proven track record leading multi-site sales teams and owning P&L responsibility.
Strong commercial acumen in inventory management, pricing strategy, and margin optimization.
Leadership, negotiation, and stakeholder management skills.
Data-driven decision-making and strong command of sales KPIs and reporting.
Written and verbal communication skills.
Responsibilities
Set the strategic direction and P&L targets for the pre-owned vehicle business across all brands and locations.
Develop sourcing, pricing, and appraisal strategies to optimize inventory turnover, margin, and aging.
Build and lead a multi-site pre-owned sales organization, including sales managers, appraisers, and sales representatives.
Own volume, revenue, and profitability targets for used cars, and report performance and forecasts to senior leadership.
Define inventory acquisition channels, including trade-ins, auctions, and direct buying, and set reconditioning and quality standards.
Partner with Finance on inventory valuation, aging provisions, and floor-plan and working-capital management for used stock.
Collaborate with Marketing and Digital on pricing strategy, online listings, and demand generation for pre-owned vehicles.
Establish and monitor key performance indicators, including days-to-sale, gross margin per unit, inventory turn, and customer satisfaction, across all sites.
Ensure compliance with vehicle inspection, warranty, and regulatory standards across pre-owned operations.
Coach and develop sales teams, driving a high-performance, customer-centric culture.
Identify growth opportunities, including new sourcing partnerships, digital sales channels, and expansion into new locations.
Desired Qualifications
An MBA is a plus.
Job Purpose: Lead and grow the company's Pre-Owned (used cars) business end-to-end, sourcing, pricing, inventory, and sales performance, across all brands and locations. Own the P&L for used cars, build a scalable and profitable operation, and develop a high-performing sales leadership team.
Key Responsibilities:
Set the strategic direction and P&L targets for the pre-owned vehicle business across all brands and locations.
Develop sourcing, pricing, and appraisal strategies to optimize inventory turnover, margin, and aging.
Build and lead a multi-site pre-owned sales organization, including sales managers, appraisers, and sales representatives.
Own volume, revenue, and profitability targets for used cars, and report performance and forecasts to senior leadership.
Define inventory acquisition channels (trade-ins, auctions, direct buy) and set reconditioning and quality standards.
Partner with Finance on inventory valuation, aging provisions, and floor-plan/working-capital management for used stock.
Collaborate with Marketing and Digital on pricing strategy, online listings, and demand generation for pre-owned vehicles.
Establish and monitor KPIs (days-to-sale, gross margin per unit, inventory turn, customer satisfaction) across all sites.
Ensure compliance with vehicle inspection, warranty, and regulatory standards across pre-owned operations.
Coach and develop sales teams, driving a high-performance, customer-centric culture.
Identify growth opportunities, including new sourcing partnerships, digital sales channels, and expansion into new locations.
Title: Pre-Owned Sales Director
Job Purpose: Lead and grow the company's Pre-Owned (used cars) business end-to-end, sourcing, pricing, inventory, and sales performance, across all brands and locations. Own the P&L for used cars, build a scalable and profitable operation, and develop a high-performing sales leadership team.
Key Responsibilities:
Set the strategic direction and P&L targets for the pre-owned vehicle business across all brands and locations.
Develop sourcing, pricing, and appraisal strategies to optimize inventory turnover, margin, and aging.
Build and lead a multi-site pre-owned sales organization, including sales managers, appraisers, and sales representatives.
Own volume, revenue, and profitability targets for used cars, and report performance and forecasts to senior leadership.
Define inventory acquisition channels (trade-ins, auctions, direct buy) and set reconditioning and quality standards.
Partner with Finance on inventory valuation, aging provisions, and floor-plan/working-capital management for used stock.
Collaborate with Marketing and Digital on pricing strategy, online listings, and demand generation for pre-owned vehicles.
Establish and monitor KPIs (days-to-sale, gross margin per unit, inventory turn, customer satisfaction) across all sites.
Ensure compliance with vehicle inspection, warranty, and regulatory standards across pre-owned operations.
Coach and develop sales teams, driving a high-performance, customer-centric culture.
Identify growth opportunities, including new sourcing partnerships, digital sales channels, and expansion into new locations.
Requirements:
Bachelor's degree in Business Administration, Marketing, or related field; MBA is a plus.
15+ years of progressive experience in automotive sales, with significant exposure to pre-owned/used car operations.
Proven track record leading multi-site sales teams and owning P&L responsibility.
Strong commercial acumen in inventory management, pricing strategy, and margin optimization.
Excellent leadership, negotiation, and stakeholder management skills.
Data-driven decision-making with strong command of sales KPIs and reporting.
Excellent written and verbal communication skills.