Sales Manager

Position Summary

The Sales Manager is responsible for leading the sales team, managing daily showroom operations, and achieving new and pre-owned vehicle sales and profitability goals. This role requires a hands-on leader who can develop employees, structure deals, maintain strong follow-up processes, and deliver an exceptional customer experience consistent with North Shore Mazda’s “Buy Transparently” philosophy.

Key Responsibilities

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Lead and develop the sales team: Train, coach, and motivate sales consultants while setting clear expectations for performance, professionalism, and daily activity.

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Manage daily sales operations: Oversee showroom traffic, appointments, customer interactions, and manager turnovers to keep the sales process organized and efficient.

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Structure and close deals: Review pricing, trade values, financing and lease options, and deal profitability within dealership guidelines and assigned approval authority.

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Achieve sales and profit goals: Work with the General Manager to establish and meet monthly targets for vehicle sales, gross profit, and closing rates.

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Maintain CRM accountability: Ensure leads, calls, appointments, showroom visits, and customer follow-up are documented accurately and handled promptly.

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Conduct sales meetings and training: Provide ongoing coaching on product knowledge, customer communication, objection handling, and dealership processes.

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Support inventory management: Assist with trade appraisals, monitor aging inventory, and recommend pricing and merchandising adjustments to the General Manager.

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Coordinate across departments: Work closely with the BDC, Finance, Service, and office teams to support sales opportunities, complete paperwork, and resolve outstanding deal items.

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Oversee vehicle deliveries: Ensure vehicles and documents are ready for delivery and customers receive a thorough explanation of vehicle features and connected services.

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Protect customer satisfaction: Address concerns professionally, follow through on commitments, and support a positive experience before, during, and after the sale.

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Monitor performance: Review sales activity, appointment results, closing percentages, profitability, and customer feedback; identify issues and implement improvements.

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Maintain professional standards: Ensure clear, accurate communication of pricing and purchase terms while following dealership policies and procedures.

Qualifications

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Previous automotive sales management experience or a demonstrated record of leadership in automotive retail.

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Strong coaching, communication, negotiation, and problem-solving skills.

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Working knowledge of vehicle appraisals, deal structuring, financing, leasing, and dealership operations.

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Experience using CRM, desking, inventory, and dealership management systems.

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Strong organizational skills, attention to detail, and consistent follow-through.

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Ability to manage multiple customers and transactions in a fast-paced environment.

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Commitment to honest business practices, teamwork, and customer satisfaction.

Performance Expectations

Success in this position is measured by sales volume, gross profitability, closing rates, consistent CRM activity, customer satisfaction, accurate deal documentation, and the ongoing development of the sales team.

About Us

North Shore Mazda is part of the family-owned Shaker Auto Group, which has served New England customers for over 90 years. We're looking for driven, self-motivated people who want a career — not just a job.

What We Offer

• Competitive Compensation
• 401(k)
• Health, dental, and vision insurance
• Paid time off
• Employee discount
• Real career growth and advancement opportunities

What You'll Do

What We're Looking For