What are the responsibilities and job description for the Director of Retail Sales position at Pritchard Auto Company?
Director of Retail Sales
Pritchard Companies | Northern Iowa
About Pritchard Companies
Pritchard Companies is a leading automotive group operating nine dealership locations across Northern Iowa. Built on a foundation of strong local relationships and operational excellence, we are focused on driving performance, developing leaders, and delivering an exceptional customer experience across every location.
About the Role
We are seeking a proven, high‑performing leader to join us as Director of Retail Sales, overseeing performance across all dealership locations.
This role is accountable for sales performance, gross profit, General Manager development, and customer experience consistency across the group.
This is a hands‑on, field‑focused leadership role — ideal for someone who thrives in fast‑paced environments, builds strong teams, and drives accountability across multiple locations.
What You’ll Do
Drive Sales Performance
- Lead sales strategy and execution across 9 dealership locations
- Set and achieve targets for volume, gross, and key performance metrics
- Analyze inventory, market conditions, and competitive dynamics to maximize results
- Partner with OEMs on programs, allocation, and performance
Lead and Develop General Managers
- Coach, support, and hold 9 General Managers accountable for performance
- Build leadership capability and bench strength across locations
- Drive a culture of accountability, urgency, and results
- Partner with HR on hiring, development, and succession planning
Drive Operational Excellence
- Standardize and elevate sales processes, desking, and follow‑up practices
- Drive consistent use of CRM tools and pipeline management
- Improve conversion, efficiency, and customer engagement across all stores
- Ensure compliance with OEM, regulatory, and company standards
Own Customer Experience
- Oversee customer experience performance across all dealerships
- Drive improvements in CSI and customer retention
- Partner with Fixed Operations to increase lifetime customer value
What We’re Looking For
Required
- 7 years of automotive retail sales experience
- 3 years in a multi‑location leadership role (GM, Regional, or Director)
- Proven track record of driving sales growth and profitability across multiple rooftops
- Experience leading and developing General Managers or senior leaders
- Strong financial and operational acumen
- Excellent leadership, coaching, and communication skills
- Willingness to travel regularly across Northern Iowa locations
Preferred
- Experience overseeing 5 dealership locations
- OEM certifications or manufacturer training
- Experience with CRM systems and digital retailing
- Familiarity with DMS platforms (CDK, Reynolds & Reynolds, Dealertrack)
Why Join Pritchard Companies
- Opportunity to lead performance across a 9‑store dealership group
- High‑impact leadership role with executive visibility
- Strong, established company with continued growth
- Culture focused on performance, accountability, and development
Equal Employment Opportunity
Pritchard Companies is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other legally protected characteristic.
Salary : $160,000 - $190,000