Pre-Owned Sales Manager in Modesto, California at Gilroy Auto Outlet Inc

Modesto Subaru | Modesto, CA
Job Type: Full-Time
Work Location: In-Person
Pay: $70,304 to $144,000 per year

Modesto Subaru is looking for an experienced Pre-Owned Sales Manager to lead our used vehicle operations. This role is responsible for driving pre-owned sales performance, managing inventory, supporting the sales team, and maintaining a strong customer-focused sales process.

The right candidate will understand the full pre-owned vehicle lifecycle, including appraisals, acquisition, pricing, reconditioning, merchandising, aging inventory, wholesale decisions, and retail gross performance. This is a hands-on leadership role for someone who can manage daily operations while developing people, improving process, and helping the dealership meet volume, gross, and customer satisfaction goals.

Compensation may include salary, draw, commission, and/or performance-based incentives based on the final pay plan.

• Lead and manage the dealership’s pre-owned sales operation, including inventory strategy, pricing, merchandising, appraisals, and sales performance.

• Work closely with the General Sales Manager and General Manager to meet monthly and annual sales, gross profit, inventory turn, and customer satisfaction objectives.

• Appraise trade-ins and make sound acquisition decisions based on market conditions, vehicle condition, reconditioning needs, inventory mix, and retail opportunity.

• Monitor inventory age, pricing competitiveness, online presence, vehicle descriptions, photos, and merchandising quality.

• Coordinate with the service department and vendors to manage reconditioning timelines, costs, quality, and speed to market.

• Coach, train, and support sales associates on pre-owned vehicle presentation, trade-in conversations, lead follow-up, customer handling, and closing opportunities.

• Oversee daily sales activity, lead control, customer follow-up, deal structure, and showroom process.

• Review market trends, competitive listings, auction data, wholesale values, and local demand to support pricing and inventory decisions.

• Help recruit, train, motivate, and develop sales associates in partnership with dealership leadership.

• Provide regular reporting on pre-owned inventory, sales performance, gross profit, aging units, appraisals, and departmental opportunities.

• Maintain a professional, ethical, and customer-first sales environment consistent with Modesto Subaru’s standards.

• Address customer concerns promptly and professionally, with a focus on resolution, retention, and long-term dealership reputation.

• Ensure compliance with dealership policies, applicable laws, manufacturer standards, and required sales documentation.

• Perform other related duties as assigned by dealership management.

• Prior automotive sales management experience required.

• Pre-owned sales management experience strongly preferred.

• Strong understanding of used vehicle appraisals, acquisition, reconditioning, pricing, merchandising, and inventory management.

• Proven ability to lead, coach, and hold a sales team accountable.

• Strong business judgment with the ability to make timely decisions in a fast-moving retail environment.

• Ability to analyze inventory data, market pricing, gross profit, sales pace, and aging reports.

• Excellent communication, negotiation, and customer service skills.

• High level of integrity, professionalism, and accountability.

• Strong organizational, problem-solving, and follow-up skills.

• Comfortable working with dealership technology, CRM tools, DMS systems, inventory platforms, and online vehicle merchandising tools.

• Valid driver’s license required.

• California Vehicle Salesperson License required or ability to obtain one.

• Experience with Reynolds and Reynolds, DealerTrack, DriveCentric CRM, ACV MAX, Google Workspace, or similar dealership systems.

• Experience sourcing pre-owned inventory through trade-ins, auctions, service drive opportunities, private party purchases, and wholesale channels.

• Background managing certified pre-owned or import-brand used vehicle operations.

This is a full-time, in-person dealership management position. The role requires regular interaction with customers, sales associates, service staff, vendors, and dealership leadership. Evening and weekend availability may be required based on dealership business needs.

The position includes time in an office, showroom, service drive, and vehicle lot environment. The employee must be able to stand, walk, sit, communicate clearly, use a computer, and occasionally lift or move up to 10 pounds.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Medical, dental, and vision insurance

• Paid time off

• 401(k) plan

• Employee vehicle purchase opportunities

• Professional development and advancement opportunities

Modesto Subaru is an Equal Opportunity Employer. We consider qualified applicants without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other status protected by applicable law.

Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position.