Pre-owned Director

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Position Purpose

The Pre-Owned Sales Director is responsible for the acquisition, reconditioning and sales of the pre-owned inventory at the assigned dealership.

Essential Duties and Responsibilities

  • Responsible for establishing the Trade-in/Acquisition Criteria for pre-owned vehicles including pricing standards for the sales force.
  • Ensures that the trade-in selection and acquisition criteria for used vehicles properly reflect market demand, dealership goals and the manufacturer’s image.
  • Monitors market conditions to help determine mechanical and cosmetic standards for trade-ins that will be retailed at the dealership. And which trade-ins will be wholesaled, while allowing some latitude for special cases.
  • Determines which pre-owned and previously leased vehicles will be wholesaled or reconditioned and sold.
  • Sets Trade-in / Acquisition Criteria.
  • Establishes and adjusts Pre-Owned vehicle pricing by monitoring costs, competition, supply and demand, and retail facility profit/return on investment/equity expectations.
  • Establishes policies for “warranties”, “as is” or other terms of sale for used vehicles.
  • May serve as Sales Manager when required.
  • May participate in the selling process, including assisting Client Advisors in closing deals.
  • Develops a strong sales team leading to increased sales and profitability in the Pre-Owned Sales Department.

·         Holds Sales Consultants accountable for meeting their established monthly sales goals.

·         Holds training sessions with Sales Consultants on product knowledge, sales and presentations. 

·         Develops and implements position descriptions for each Sales department position.

·         Meets or exceed all sales, employee retention and client satisfaction goals established for both Pre-Owned Department and dealership established by manufacturer and KPI Performa.

·          Ensures Sales Consultants are CORA qualified to achieve honors or charter status.

·          Prepares annual dealership forecast by projecting unit sales, gross profits, expenses and operating profits for Pre-Owned Department.

  • Assist in handling sensitive customer complaints.
  • Attends and participates in Sales Department meetings.
  • Ensures that all necessary and required paperwork such as: VIN Verification, Title, KSR, Smog, Tinting, Window Stickers, Demo Disclosures and Buyers Guides as outlined on the Used Vehicle Purchase Checklist are properly completed and on file.
  • Strictly adheres to the dealership’s aged unit turnover policy requiring that all over-aged vehicles be wholesaled.
  • Develops an accurate management reporting platform that tracks and monitors used vehicle data, including, but not limited to, sources, appraisals (i.e. appraisals vs. those taken in on trade), reconditioning, market demand, inventory mix and showroom traffic, number of demonstrations per vehicle, average finance payment and average selling price.
  • Ensures the marketing program (advertising, showroom positioning and sales incentivizes) for pre-owned vehicles is current and effective.

·         Works with General Sales Manager: to maintain appropriate inventory of pre-owned vehicles; evaluate performance against objectives for Pre-Owed Department as a whole and each salesperson individually; and, develops effective marketing plans.


·         Pursues and develops sources for good used vehicles in order to respond effectively to market demand.

·         Monitors the department’s appraisal success by tracking the vehicles appraised versus the vehicles actually taken in on trade.

·         Constantly monitors the dollar value of all used vehicles in stock to ensure that all units are booked in inventory at current market value.

·         Administers dealership’s used car goals for reconditioning, wholesaling, aging and sales.

·         Establishes and monitors reconditioning with the Service Department to ensure vehicles taken in on trade are completed and returned to the Used Car Departments control within the prescribed time period.

·         Monitors wholesaling selling practices to promote competition and maximize wholesale prices.

·         Maintains service records and a log of work performed on each used vehicle, and uses them with salespeople and clients when appropriate.

·         Manages all elements of a sound used vehicle merchandising program, including vehicle condition, display, merchandising and advertising. Establishes policies for “warranties”, “as is” or other terms of sale for used vehicles.

·         Utilizes proven traffic builders according to dealership policy and in keeping with local laws. Tracks and monitor the sources of the dealership’s traffic to determine the effectiveness of its advertising.

·         Ensures that all vehicles have the proper paperwork on the window (window stickers, demo disclosures, unwind disclosures and Buyer Guides).

·         Maintains service records and a log of work performed on each used vehicle, and uses them with salespeople and client when appropriate.

·         Helps determine a budget and media mix to deliver used vehicle advertising message and monitors customer response to determine success.

·         Complies with current Federal, State and local laws that impact the sale of vehicles.

·         Attends auctions when applicable.

·         Adhere to work schedule and arrive at work before your scheduled start time and be at your work station productively engaged by the scheduled time.

·         Complies with all safety rules and use all appropriate safety and personal protection equipment as requires.

·         Adhere to established dress code policy at all times.

·         Safeguard customer and Dealer information per established policy.

·         Exemplifies organizational culture and holds others in department accountable for doing the same.

·         Accomplishes all current and future tasks as appropriately assigned or requested.

Location: Lexus of Riverside in Riverside, CA
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