Preowned Sales Director

Job Purpose

Lead and grow the company's Pre-Owned (used cars) business end-to-end, sourcing, pricing, inventory, and sales performance, across all brands and locations. Own the P&L for used cars, build a scalable and profitable operation, and develop a high-performing sales leadership team.

Key Responsibilities

• Set the strategic direction and P&L targets for the pre-owned vehicle business across all brands and locations.
• Develop sourcing, pricing, and appraisal strategies to optimize inventory turnover, margin, and aging.
• Build and lead a multi-site pre-owned sales organization, including sales managers, appraisers, and sales representatives.
• Own volume, revenue, and profitability targets for used cars, and report performance and forecasts to senior leadership.
• Define inventory acquisition channels (trade-ins, auctions, direct buy) and set reconditioning and quality standards.
• Partner with Finance on inventory valuation, aging provisions, and floor-plan/working-capital management for used stock.
• Collaborate with Marketing and Digital on pricing strategy, online listings, and demand generation for pre-owned vehicles.
• Establish and monitor KPIs (days-to-sale, gross margin per unit, inventory turn, customer satisfaction) across all sites.
• Ensure compliance with vehicle inspection, warranty, and regulatory standards across pre-owned operations.
• Coach and develop sales teams, driving a high-performance, customer-centric culture.
• Identify growth opportunities, including new sourcing partnerships, digital sales channels, and expansion into new locations.

Title: Pre-Owned Sales Director

Job Purpose

Lead and grow the company's Pre-Owned (used cars) business end-to-end, sourcing, pricing, inventory, and sales performance, across all brands and locations. Own the P&L for used cars, build a scalable and profitable operation, and develop a high-performing sales leadership team.

Key Responsibilities

• Set the strategic direction and P&L targets for the pre-owned vehicle business across all brands and locations.
• Develop sourcing, pricing, and appraisal strategies to optimize inventory turnover, margin, and aging.
• Build and lead a multi-site pre-owned sales organization, including sales managers, appraisers, and sales representatives.
• Own volume, revenue, and profitability targets for used cars, and report performance and forecasts to senior leadership.
• Define inventory acquisition channels (trade-ins, auctions, direct buy) and set reconditioning and quality standards.
• Partner with Finance on inventory valuation, aging provisions, and floor-plan/working-capital management for used stock.
• Collaborate with Marketing and Digital on pricing strategy, online listings, and demand generation for pre-owned vehicles.
• Establish and monitor KPIs (days-to-sale, gross margin per unit, inventory turn, customer satisfaction) across all sites.
• Ensure compliance with vehicle inspection, warranty, and regulatory standards across pre-owned operations.
• Coach and develop sales teams, driving a high-performance, customer-centric culture.
• Identify growth opportunities, including new sourcing partnerships, digital sales channels, and expansion into new locations.

Requirements

• Bachelor's degree in Business Administration, Marketing, or related field; MBA is a plus.
• 15+ years of progressive experience in automotive sales, with significant exposure to pre-owned/used car operations.
• Proven track record leading multi-site sales teams and owning P&L responsibility.
• Strong commercial acumen in inventory management, pricing strategy, and margin optimization.
• Excellent leadership, negotiation, and stakeholder management skills.
• Data-driven decision-making with strong command of sales KPIs and reporting.
• Excellent written and verbal communication skills.