The General Sales Manager (GSM) is responsible for overseeing all aspects of the dealership's sales operations, including new and used vehicle sales, desking, inventory management, and sales team performance. This role drives revenue growth, ensures exceptional customer experiences, and develops a high-performing sales team aligned with dealership goals.
Responsibilities Sales Leadership & Strategy- Lead and manage the daily operations of the sales department (new and used vehicles)
- Develop and execute sales strategies to achieve and exceed monthly, quarterly, and annual targets
- Monitor market trends, competitor activity, and pricing strategies
- Partner with executive leadership to align sales goals with overall business objectives
Team Management & Development- Hire, train, and mentor Sales Managers and Sales Consultants
- Set clear performance expectations and hold team members accountable to KPIs
- Conduct regular performance reviews, coaching sessions, and team meetings
- Foster a positive, high-energy, and results-driven sales culture
- Desk deals to maximize profitability while maintaining customer satisfaction
- Review and approve all deals, ensuring compliance with dealership policies
- Collaborate with Finance & Insurance (F&I) to optimize deal structure and product penetration
Inventory Management- Oversee new and used vehicle inventory levels, mix, and aging
- Work closely with the Used Car Manager to manage acquisitions and pricing strategies
- Ensure proper merchandising and online presentation of inventory
Performance & Reporting- Track and analyze sales metrics including gross profit, volume, closing ratios, and lead conversion
- Prepare and present sales reports to leadership
- Identify opportunities for process improvements and operational efficiencies
Compliance & Process Management- Ensure compliance with all federal, state, and local regulations
- Maintain adherence to dealership policies and ethical sales practices
- Implement and enforce standardized sales processes
Qualifications- 5+ years of automotive sales management experience (preferably at GSM or Sales Manager level)
- Proven track record of achieving and exceeding sales targets
- Strong leadership, coaching, and team-building skills
- Expertise in desking deals and inventory management
- Excellent communication, negotiation, and problem-solving abilities
- Proficiency with CRM systems and dealership management software
