Used Car Sales Team Leader

Job Description: Used Car Team Leader

Department: Sales / Variable Operations

Reports To: General Manager

Location: Ron Marhofer Chevrolet of Stow

Company Overview

The Ron Marhofer Auto Family is a values-driven, family-owned automotive group committed to delivering a world-class guest experience. With multiple locations across Northeast Ohio, we pride ourselves on our culture of Teamwork, Commitment to Excellence, Continuous Improvement, Trust & Respect for the Individual, Approachability, and Process Orientation.

Position Summary

The Used Car Manager is responsible for leading all pre-owned vehicle operations at Ron Marhofer Chevrolet, including appraisal strategy, inventory acquisition, merchandising, pricing, sales performance, and reconditioning flow. This leader drives profitability, ensures turn-rate targets, maintains strict inventory discipline, and develops the used vehicle sales team through coaching, accountability, and values-driven leadership.

Key Responsibilities

Inventory Acquisition & Appraisal

• Conduct accurate, market-based appraisals aligned with group standards and vAuto data.
• Acquire used inventory through trades, auctions, service-lane opportunities.
• Maintain targeted inventory levels, mix, and age profile (0–30 days primary target, <50-day hard cap).
• Collaborate with Reconditioning, Fixed Ops, and Sales to maintain speed-to-market and cost discipline.

Sales & Profitability

• Drive monthly used vehicle sales volume and gross profit targets.
• Coach the sales team to maintain high close rates, digital response quality, and transparent guest experiences.
• Maintain balanced PVR targets and ensure full F&I process usage and video-disclosure compliance.
• Support marketing initiatives, pricing strategy, and online presence to maximize traffic and conversion.
• Oversee Bank approval Workflows

Reconditioning & Merchandising

• Oversee recon workflow to ensure vehicles are retail-ready within established cycle-time goals.
• Ensure all pre-owned vehicles meet safety, cosmetic, and quality standards.
• Oversee vehicle photography, descriptions, online merchandising accuracy, and pricing updates.

Team Leadership & Development

• Lead and develop a high-performing used vehicle sales team through coaching, clear expectations, and accountability.
• Ensure alignment with Marhofer values and culture of teamwork, approachability, and continuous improvement.
• Partner with Sales Managers, BDC, and Finance to ensure seamless customer flow and exceptional CSI.
• Conduct regular performance reviews, sales meetings, and training sessions.

Compliance & Operational Excellence

• Maintain adherence to state and manufacturer guidelines, including titling, buy/sell procedures, and disclosure practices.
• Monitor KPIs daily: inventory turn, PVR, wholesale loss prevention, aged units, recon cycle-time, lead conversion, and CSI.
• Uphold ethical standards and ensure accurate documentation in all retail, wholesale, and trade transactions.

Key Performance Indicators (KPIs)

• Used Car Gross Forecast:
  Must meet or exceed monthly used vehicle unit & gross forecast.
• F&I Profit Per Deal:
  Maintain an average $2,300 in alignment with Ron Marhofer Auto Family standards.
• Trade Gross Performance:
  • Retail Trades: Minimum $1,300 average trade gross
  • Wholesale Units: Minimum $500 average trade gross
• Lead Management & Digital Performance:
  Maintain strong responsiveness and sales effectiveness, including:
  • Internet Lead Close Rate: 10% or greater on Used Car Leads
• Minimum 80 Deals Closed per month

Salary : $120,183 - $203,453