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Dealership Sales Management Jobs
Find Automotive Sales Manager, F&I Manager, and BDC Manager Opportunities Nationwide
Ready to take the next step in your automotive career? CarGuys Inc. connects experienced dealership professionals with employers seeking proven sales, finance, and business development leadership.
Whether you're an Automotive Sales Manager looking for a larger dealership, an F&I Manager exploring new opportunities, or a
BDC Manager ready for greater responsibility, finding the right position starts with understanding your options.
Explore dealership management jobs that match your experience, career goals, and preferred location.
Explore Dealership Management Careers
Automotive dealerships rely on experienced managers to lead employees, improve performance, maintain profitability, and deliver an outstanding customer experience.
Although sales, finance, and business development management positions share important leadership responsibilities, each requires specialized knowledge and skills.
Explore the career paths below to learn about responsibilities, qualifications, compensation, and advancement opportunities.
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Automotive Sales Manager Jobs
Automotive Sales Managers oversee dealership sales operations, guide sales consultants, structure vehicle transactions, and help departments achieve sales and profitability objectives.
The position combines leadership, negotiation, customer service, and financial performance management.
What Does an Automotive Sales Manager Do?
Responsibilities vary by dealership but commonly include:
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Supervising, coaching, and motivating sales consultants
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Structuring vehicle transactions and negotiating deals
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Monitoring sales performance and departmental profitability
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Managing customer opportunities and showroom traffic
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Reviewing inventory, pricing, and sales results
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Ensuring customer follow-up through dealership CRM systems
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Training employees and improving sales processes
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Working with finance managers and dealership leadership
Successful sales managers balance department performance with employee development and customer satisfaction.
New Car Sales Manager vs. Used Car Sales Manager
While both positions focus on vehicle sales, their responsibilities often differ.
New Car Sales Managers generally oversee new vehicle inventory, manufacturer programs, incentives, sales objectives, and customer satisfaction performance.
Used Car Sales Managers frequently have additional responsibilities involving trade-in appraisals, vehicle acquisition, wholesale transactions, reconditioning costs, and used vehicle inventory management.
Some dealerships separate these responsibilities, while smaller operations may combine them.
General Sales Manager Jobs
A General Sales Manager (GSM) typically has broader responsibility for a dealership's overall sales operation.
The position may involve supervising multiple sales managers, overseeing new and used vehicle departments, monitoring financial performance, and coordinating sales strategies with dealership leadership.
For experienced sales managers, moving into a GSM position can represent a significant career advancement opportunity.
Related Reading: How to Evaluate a General Sales Manager Job Offer at a Dealership
Qualifications for Automotive Sales Management
Dealerships commonly look for candidates with:
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Previous automotive sales experience
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Demonstrated sales performance
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Strong leadership and coaching skills
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Experience structuring vehicle transactions
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Understanding of dealership profitability
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CRM and dealership management system experience
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Excellent communication and negotiation abilities
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A history of achieving departmental goals
Previous management experience is often preferred, although some dealerships promote successful sales consultants into leadership positions.
If you're considering a management opportunity, evaluating the dealership's performance, compensation structure, and leadership expectations is essential.
Related Reading: How to Evaluate Sales Manager Job Offers
Ready for Your Next Sales Management Opportunity?
Explore available positions with dealerships seeking experienced automotive sales leaders.
Automotive Finance & Insurance (F&I) Manager Jobs
Finance & Insurance Managers play an important role in the vehicle purchasing process.
They help customers understand financing and leasing options, present available protection products, coordinate with lenders, and ensure transactions are completed accurately and in compliance with applicable requirements.
For automotive professionals with strong sales abilities, financial knowledge, and attention to detail, F&I management can offer an attractive career path.
What Does an F&I Manager Do?
Typical responsibilities include:
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Presenting vehicle financing and leasing options
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Working with banks, credit unions, and automotive lenders
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Explaining vehicle service contracts and protection products
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Preparing and reviewing finance agreements
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Ensuring accurate documentation and required disclosures
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Maintaining compliance with applicable laws and regulations
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Monitoring finance department performance
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Coordinating with sales managers
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Supporting customer satisfaction throughout the purchasing process
The role requires strong communication skills, attention to detail, and an understanding of dealership profitability and regulatory responsibilities.
Qualifications for F&I Manager Positions
Employers may seek candidates with:
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Automotive sales or F&I experience
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Knowledge of vehicle financing and leasing
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Experience working with automotive lenders
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Strong presentation and negotiation skills
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Understanding of finance-related compliance requirements
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Familiarity with dealership finance software
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Strong organizational and documentation skills
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A history of achieving financial performance objectives
Some dealerships offer training programs for experienced sales professionals interested in transitioning into F&I.
F&I Manager vs. Finance Director
An F&I Manager typically handles individual vehicle transactions and customer financing.
A Finance Director may oversee multiple finance managers, establish departmental procedures, monitor compliance, maintain lender relationships, and manage overall finance department performance.
Finance Director positions generally require substantial automotive finance experience and demonstrated leadership ability.
Before accepting an F&I management position, candidates should carefully evaluate the dealership's finance processes, compensation structure, lender relationships, and performance expectations.
Related Reading: How to Evaluate Finance & Insurance Manager Job Offers
Looking for a New F&I Management Position?
Explore automotive finance management opportunities with dealerships across the country.
BDC Manager & Internet Sales Manager Jobs
Business Development Center (BDC) Managers and Internet Sales Managers help dealerships convert customer inquiries into showroom appointments and vehicle sales opportunities.
As more automotive shoppers begin their research online, effective customer communication and lead management have become essential dealership functions.
These positions combine customer engagement, technology, employee management, and performance analysis.
What Does a Dealership BDC Manager Do?
A BDC Manager typically oversees the team responsible for responding to inquiries, contacting prospective customers, and scheduling appointments.
Common responsibilities include:
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Supervising BDC representatives
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Managing incoming internet leads and customer inquiries
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Monitoring telephone, email, and text communications
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Developing customer follow-up procedures
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Improving appointment-setting and confirmation processes
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Tracking appointment show rates
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Reviewing CRM activity and lead conversion performance
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Training employees on communication techniques
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Coordinating with sales management
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Reporting departmental results
Successful BDC managers understand that effective lead management involves more than simply setting appointments. Consistent follow-up, accurate communication, and coordination with the sales team are equally important.
BDC Manager vs. Internet Sales Manager
Although these positions frequently overlap, their responsibilities may differ.
BDC Managers generally focus on supervising customer communication teams, managing lead follow-up, and improving appointment performance.
Internet Sales Managers may have broader responsibility for online sales opportunities, including communicating directly with customers, negotiating transactions, and coordinating the online-to-showroom purchasing experience.
Some dealerships combine both roles into a single position.
Qualifications for BDC Management Jobs
Dealerships may seek candidates with:
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Previous automotive BDC or internet sales experience
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Strong communication and leadership skills
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Experience using automotive CRM systems
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Knowledge of internet lead management
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Appointment-setting and customer follow-up experience
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Ability to train and motivate employees
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Experience analyzing conversion rates and performance metrics
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Strong organizational and problem-solving skills
Candidates with proven BDC leadership experience may also qualify for broader internet sales management opportunities.
Related Reading: How to Evaluate Internet Sales Manager Job Offer
Ready to Advance Your BDC Career?
Discover opportunities in dealership business development and internet sales management.
Dealership Management Salaries and Compensation
Dealership management positions can offer competitive compensation, particularly for experienced professionals working in high-volume operations.
However, earnings vary considerably based on dealership size, location, department performance, individual experience, and compensation structure.
Many automotive management positions combine guaranteed compensation with performance-based incentives.
Common Dealership Management Pay Structures
Sales Manager
Salary or guarantee, gross-profit commissions, volume bonuses
General Sales Manager
Salary, department performance incentives, profitability bonuses
F&I Manager
Salary or guarantee, finance gross-profit commissions, performance bonuses
BDC Manager
Base salary, appointment bonuses, conversion or department incentives
Internet Sales Manager
Salary, sales commissions, lead conversion or performance bonuses
Understanding Dealership Management Pay Plans
Before accepting an offer, review how the dealership calculates compensation.
Important factors include:
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Department sales volume and profitability
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Base salary or guaranteed compensation
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Commission percentages
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Monthly and quarterly bonus qualifications
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Individual versus department performance incentives
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Number of managers sharing commissions
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Performance expectations
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Benefits and paid time off
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Work schedule and advancement opportunities
A higher advertised earning opportunity does not necessarily translate into higher actual compensation.
For example, a dealership offering a generous commission percentage may generate less total income than a higher-volume operation with a different compensation structure.
Focus on realistic earning potential, not simply the advertised maximum.
What Dealerships Look for in Management Candidates
Dealerships typically seek managers who can lead employees, achieve measurable results, and contribute to the overall success of the business.
While qualifications differ by department, several abilities are valuable across automotive management positions.
Leadership and Employee Development
Effective managers know how to motivate employees, establish expectations, provide coaching, and address performance challenges.
Financial and Operational Knowledge
Understanding departmental profitability, operating expenses, performance metrics, and business objectives is essential for many management roles.
Communication and Customer Service
Managers regularly communicate with employees, customers, lenders, vendors, and dealership leadership.
Strong interpersonal skills help resolve problems and maintain productive working relationships.
Technology and Process Management
Modern dealerships rely on CRM platforms, dealership management systems, reporting tools, and digital communication technologies.
Managers who understand these systems can help improve departmental efficiency and performance.
Proven Results
Employers often place significant value on measurable accomplishments.
Candidates who can demonstrate improvements in sales volume, profitability, customer satisfaction, appointment conversion, or employee performance may have an advantage.
Advancing Your Career in Dealership Management
Many dealership leaders begin their careers in entry-level or customer-facing automotive positions.
Experience, consistent performance, and leadership development can create opportunities for advancement.
Common Automotive Management Career Paths
Vehicle Sales Leadership
Sales Consultant → Sales Manager → General Sales Manager → General Manager
Finance Leadership
Automotive Sales Professional → F&I Manager → Finance Director
Internet Sales & BDC Leadership
BDC Representative → BDC Manager → Internet Sales Manager → Sales Management
These are examples rather than fixed career paths. Actual advancement depends on experience, dealership structure, available opportunities, and individual performance.
Professionals interested in advancing should seek opportunities to develop leadership skills, understand dealership financial operations, and take responsibility for improving departmental results.
Related Reading: From Lot Porter to General Manager: Career Paths in Automotive Sales
How to Evaluate a Dealership Management Job Offer
Not every dealership management opportunity is the right fit.
Two dealerships advertising the same position may have significantly different expectations, operating environments, and compensation structures.
Before accepting a management position, investigate the dealership and ask questions about the opportunity.
Questions Worth Asking
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Why is the position available?
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What is the dealership's average monthly sales volume?
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How is the department currently performing?
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How is compensation calculated?
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What are the realistic earnings expectations?
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How many employees and managers will I supervise?
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What authority will I have over departmental decisions?
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What performance goals will I be expected to achieve?
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What training and operational support are available?
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What are the expected working hours?
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How does dealership leadership measure success?
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What opportunities exist for future advancement?
F&I candidates should also investigate lender relationships, finance department performance, and compliance procedures.
BDC candidates should review lead volume, appointment conversion rates, CRM processes, and the relationship between the BDC and sales department.
Researching the employer can help you make a more informed career decision.
Related Reading: How to Research a Dealership Before You Apply or Interview
Find Dealership Sales Management Jobs with CarGuys Inc.
CarGuys Inc. specializes in automotive recruiting, connecting experienced professionals with dealerships and automotive employers across the United States.
Whether you're seeking a new Sales Manager position, exploring F&I management opportunities, or ready to advance your BDC career, CarGuys can help you discover relevant automotive openings.
Search current job listings, explore positions in your preferred location, and create a candidate account to stay informed about opportunities.
Your next automotive management opportunity could be closer than you think.
Ready for Your Next Career Move?
Explore dealership management positions and discover opportunities that match your experience and career goals.
Preparing for a Dealership Management Interview
Management interviews often focus on leadership experience, operational knowledge, problem-solving, and previous accomplishments.
Candidates should be prepared to explain not only what they have done, but also the results they achieved.
Be Ready to Discuss Your Accomplishments
Depending on your management specialty, useful examples might include:
Sales Management: Improvements in vehicle sales, department gross profit, customer satisfaction, or employee performance.
F&I Management: Finance department performance, customer experience improvements, process efficiency, and compliance practices.
BDC Management: Improvements in lead response times, appointment show rates, customer communication, or conversion performance.
Whenever possible, use measurable examples to support your experience.
Demonstrate Your Leadership Approach
Be prepared to discuss how you train employees, address performance issues, resolve customer concerns, and collaborate with other departments.
Employers want managers who can produce results while maintaining an effective team.
Research the Dealership
Learn about the dealership's brands, inventory, reputation, market, and ownership group.
Understanding the employer demonstrates preparation and helps you determine whether the opportunity aligns with your career goals.
Frequently Asked Questions About Dealership Management Jobs
What does an automotive sales manager do?
An automotive sales manager oversees vehicle sales operations, supervises sales consultants, helps structure transactions, and works to achieve departmental sales and profitability objectives.
What is the difference between a Sales Manager and a General Sales Manager?
A Sales Manager generally oversees daily sales activities and employees. A General Sales Manager typically has broader responsibility for multiple sales departments, management personnel, and overall sales performance.
What does an F&I Manager do at a dealership?
An F&I Manager helps customers complete financing and leasing transactions, presents available protection products, works with lenders, and ensures required documentation and compliance procedures are followed.
Can an automotive salesperson become an F&I Manager?
Yes. Some dealerships offer F&I training opportunities to experienced automotive sales professionals who demonstrate strong sales abilities, financial understanding, and attention to detail.
What is the difference between a BDC Manager and an Internet Sales Manager?
A BDC Manager generally oversees customer communications, lead follow-up, and appointment setting. An Internet Sales Manager may have broader responsibility for managing online sales opportunities and customer transactions. Responsibilities vary by dealership.
How much do dealership sales managers make?
Compensation varies by location, dealership size, sales volume, experience, and pay plan. Many sales managers earn a combination of salary, commissions, and performance bonuses.
Do dealership management jobs require previous automotive experience?
Many dealerships prefer candidates with automotive industry experience, particularly for Sales Manager and F&I positions. Requirements vary, and some employers may consider candidates with relevant leadership or sales experience from other industries.
Are dealership management positions available nationwide?
CarGuys works with automotive employers throughout the United States. Available management opportunities depend on current hiring needs, location, and position requirements.
How can I find dealership management jobs near me?
Search current automotive management openings through CarGuys using your preferred location and relevant job titles. You can also create a candidate account to learn about future opportunities.
Can I apply for dealership management jobs while currently employed?
Yes. Employed automotive professionals can explore other career opportunities. Candidates who need discretion should clarify confidentiality expectations before sharing information with prospective employers.