Automotive Sales Manager

As we continue to grow and expand, Richmond Hill Toyota is seeking a high-performing, results-driven Automotive Sales Manager to join our leadership team.

The successful candidate will play a key role in driving new and used vehicle sales performance, inventory profitability, customer retention, sales team development, and overall showroom execution.

This is an excellent opportunity for an experienced automotive leader who thrives in a performance-driven environment and has a proven track record in retail automotive sales management, team leadership, and customer experience.

About the role

The Sales Manager is responsible for managing daily showroom activity, supporting new and used vehicle sales, overseeing appraisals and deal structure, coaching the sales team, and ensuring a consistent, professional customer experience from initial contact through delivery.

The successful candidate will work closely with all dealership departments to achieve sales, gross profit, volume, customer satisfaction, and inventory objectives.

What You’ll Bring

We are looking for a leader, not simply a manager.

The ideal candidate is highly visible on the sales floor, leads by example, understands the numbers, develops people, and consistently looks for opportunities to improve performance.

You should be comfortable making decisions, holding people accountable, coaching in real time, and balancing volume, gross profit, customer experience, and inventory performance.

Work Schedule

This is a full-time dealership management position requiring flexibility to support showroom operations, including a combination of day and evening shifts, weekends, and peak sales periods.

Typical operating hours include:

• Monday–Thursday: 9:00 a.m. - 9:00 p.m.
• Friday: 9:00 a.m. - 6:00 p.m.
• Saturday: 9:00 a.m. - 6:00 p.m.
• Sunday: 9:00 a.m. - 5:00 p.m.

Responsibilities

Sales Floor Management

• Oversee daily new and used vehicle showroom activity and sales performance.
• Work alongside the Sales Management team to ensure every customer opportunity is effectively managed from greeting through delivery.
• Desk deals, negotiate customer offers, structure transactions, and assist Sales Representatives in closing opportunities.
• Monitor daily sales activity, appointments, showroom traffic, follow-up, and closing performance.
• Ensure dealership sales processes, standards, and objectives are consistently followed.
• Support Sales Representatives with objection handling, negotiation, product presentation, and closing strategies.
• Perform accurate, timely, and competitive trade-in appraisals.
• Support the dealership’s objective of acquiring quality inventory at appropriate market values.
• Coach, mentor, and develop Sales Representatives through daily performance management.
• Conduct regular one-on-one coaching and provide constructive feedback.
• Identify individual strengths and development opportunities and establish appropriate action plans.
• Support ongoing training in sales process, product knowledge, negotiation, objection handling, CRM utilization, and customer retention.
• Hold the team accountable to dealership standards, sales objectives, CSI/NPS expectations, and established sales processes.
• Promote a high-performance, customer-focused team environment.
• Conduct daily CRM reviews and ensure sales opportunities are properly managed.
• Monitor appointment confirmations, missed appointments, previous-day customer follow-up, and outbound activity.
• Ensure customer opportunities are assigned, tracked, and followed up with appropriately.
• Drive accountability around lead response times, appointment setting, show rates, closing ratios, and retention opportunities.
• Use dealership technology and reporting tools to identify opportunities and improve sales performance.

Customer Experience & Retention

• Address sales-related customer concerns promptly and professionally.
• Resolve customer issues effectively while protecting the dealership’s reputation and profitability.
• Build and reinforce long-term customer relationships and retention opportunities.
• Support dealership customer satisfaction objectives and manufacturer customer experience programs.
• Ensure the customer experience consistently reflects Richmond Hill Toyota and manufacturer standards.

Requirements

• 3+ years of progressive retail automotive sales management experience, preferably within an import/franchise dealership environment.
• Proven success in new and/or used vehicle sales management.
• Strong understanding of used vehicle appraisals, inventory management, pricing, market trends, and gross profitability.
• Demonstrated ability to lead, coach, motivate, and develop high-performing sales teams.
• Strong negotiation, deal structuring, closing, and customer relationship management skills.
• Results-oriented with a strong understanding of sales KPIs and performance metrics.
• Excellent interpersonal, communication, and customer service skills.
• High energy, resourceful, professional, organized, and process-oriented.
• Strong problem-solving and decision-making abilities.
• Proven ability to build long-term customer and team relationships.
• Experience with vAuto is strongly preferred.
• Experience with Reynolds & Reynolds and DealerMine is considered an asset.
• Technologically proficient with strong CRM and reporting capabilities.
• Ability to work effectively in a fast-paced, high-volume dealership environment.
• Commitment to confidentiality, integrity, accountability, and operational excellence.

Benefits

Why Join PAG Direct?

• Competitive compensation package with performance-based earning potential.
• Employee Assistance Program.
• Ongoing leadership development and training.
• Career advancement opportunities within a growing dealer group.
• Strong management support and a performance-driven culture.
• Proactive and knowledgeable leadership team.
• Employee vehicle and dealership benefits.
• Opportunity to work within a progressive and high-performing automotive organization.

Compensation

• Base salary plus performance-based bonus potential.
• Compensation will be commensurate with experience, qualifications, and performance.