Position Overview:
The Desk/Finance Manager is responsible for driving front-end sales performance by desking deals, supporting the sales team, and ensuring profitability across all transactions. This role focuses heavily on deal structure, appraisals, and closing support, while also handling basic finance approvals and product presentations as needed. The ideal candidate is a strong leader who can balance sales momentum with sound business decisions and compliance.
Key Responsibilities:
Desk and structure all sales deals to maximize profitability and maintain competitive pricing.
Guide and support sales staff with deal strategy, overcoming objections, and closing techniques.
Review and approve trade appraisals, ensuring accuracy and protecting dealership gross.
Monitor sales performance daily and drive toward monthly unit and gross profit goals.
Work closely with the General Manager on sales strategy, inventory mix, and pricing.
Provide hands-on coaching to sales consultants on effective presentations and customer engagement.
Manage lender interactions to secure approvals when needed and assist with basic finance structuring.
Present and sell finance products (VSC, GAP, environmental protection, etc.) when covering finance functions.
Ensure compliance with all dealership, lender, and state/federal guidelines.
Maintain a visible presence on the showroom floor to support team and customer interactions.
Collaborate with management team to improve processes and customer satisfaction.
Qualifications:
Proven experience as a Desk Manager or in a high-level automotive sales leadership role.
Strong knowledge of desking processes, trade evaluations, and sales closing techniques.
Ability to coach and motivate sales professionals to achieve higher performance.
Familiarity with dealership finance processes and compliance standards.
Excellent communication, leadership, and decision-making skills.
Strong organizational skills with attention to accuracy and detail.
Proficiency in dealership software (DMS, CRM, desking tools).
Valid driver’s license with acceptable driving record.
Compensation:
Base salary plus performance-based commissions/bonuses.
Benefits package (health, dental, vision, 401k, paid time off, etc.).
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