Location: Memphis, TN
Employment Type: Full-time, On-site
Reports To: General Manager
We’re looking for a Director of Sales to lead our new- and pre-owned vehicle sales operations with high energy, killer instincts, deep empathy, and a self-starter mindset. You’ll own strategy and execution from traffic generation to delivery and retention, building a top-performing team that delivers a premium client experience worthy of the Acura badge.
- Lead & coach a high-performance team of sales managers, product specialists, and BDC—hiring, onboarding, training, and setting clear standards for process and performance.
- Own the sales plan: forecast volume, gross, PVR, penetration rates, and expenses; set monthly/quarterly objectives; track and communicate progress daily.
- Drive showroom & digital performance: manage lead response time, appointment set/show rates, demo ratios, write-ups, and closing percentages across floor, phone, internet, and digital retailing.
- Elevate client experience: ensure a white-glove, luxury delivery process with consistent follow-up, transparent communication, and fast problem resolution that grows CSI and lifetime value.
- Optimize inventory & merchandising: maintain days’ supply targets; guide model/trim mix, pricing, and display standards; partner with the used-car manager on acquisitions, turn, and aging.
- Partner cross-functionally: align with Marketing/BDC on campaigns and events; coordinate with Service/Parts for sold-order ETAs, accessory sales, and first-service retention.
- Manage desking & deal quality: structure deals for speed and profitability; ensure accurate trade appraisals; collaborate with F&I to improve product penetration and compliance.
- Run the numbers: analyze sales and market data (OEM programs, incentives, conquest/loyalty, competitive activity) and refine strategy accordingly; report KPIs to the GM.
- Protect the brand: uphold Acura and dealership standards for presentation, ethics, documentation, and regulatory compliance.
- 5+ years of progressive automotive sales leadership (GSM/Sales Director or equivalent) with a luxury brand or high-line experience preferred.
- A track record of beating volume and gross objectives while improving CSI.
- Mastery of CRM (Elead/CDK/DealerSocket/VinSolutions or similar), desking tools, digital retailing workflows, and lead management.
- People leadership chops: recruiting, coaching, accountability, and culture-building.
- High energy + empathy: you motivate teams, connect with clients, and stay calm under pressure.
- Strong business acumen: forecasting, budgeting, inventory planning, and marketing alignment.
- Impeccable professionalism, ethics, and communication skills.
- New/Used retail volume and front-end gross
- PVR and F&I product penetration (VSC, GAP, ancillary)
- Lead response time, set/show/close rates across channels
- Inventory days’ supply, turn, and aging
- CSI/Online reputation and first-service retention
- Team hiring, ramp, and retention
- Competitive base compensation + performance bonus plan
- Health, dental, vision, 401(k) with match, paid time off
- OEM training and leadership development
- A values-led culture, modern facilities, strong community reputation
