Longo Lexus Sales, Digital, Fleet & Marketing Manager

Overview The Longo Lexus Sales, Digital, Fleet & Marketing Manager, oversees all aspects of the dealership’s digital lead management, internet-based sales strategy, and phone-based customer engagement. This position is responsible for driving guest retention and profitability by planning, organizing, and overseeing the activities of the digital sales department while measuring the performance of salespeople. This includes maximizing lead conversion, retaining lease customers, and ensuring CRM, phone, and customer follow-up processes align with Lexus brand and dealership performance goals. The Longo Lexus Sales, Digital, Fleet & Marketing Manager position offers a competitive compensation package consisting of the following components: Wages include Base salary of $72,000. Commission: Eligible to earn commission based on the value and amount of closed sales. Commission earnings begin at $0.00 (if no sales are achieved) and have no maximum earning limit, providing significant income potential based on individual performance. Production Bonus: Eligible for production bonuses based on individual and/or team performance. Bonus earnings start at $0.00 (if minimum performance benchmarks are not met) and have no fixed maximum, rewarding exceptional results and leadership. This compensation structure is designed to recognize and reward strong sales performance, team leadership, and the achievement of dealership goals. *This position is 100% on site at Longo Lexus, CA. Perks of working with us: 401k with a generous Company match Vacation (accruals earned on Full Time or Part Time status) Vision, dental, and medical care benefits available to any team full time team member Team member Referral Bonus Program Tuition reimbursement Discounts with Corporate Partners like GE, Dell, Oakley, Yeti, Ray Ban, and many more…. Development and growth opportunities Free Employee Parking On-site gym, free of charge to team members Responsibilities Team Leadership & Sales Operations Hires, trains, motivates, counsels, and monitors the performance of all Digital Sales representatives. Directs and schedules the activities of all sales representatives, always ensuring proper staffing. Works alongside the General Sales Manager to forecast goals and objectives for sales, gross, and key expenses on a monthly and annual basis. Sets sales and gross objectives for new/used car salespeople, as directed by the General Manager/General Sales Manager. Guides all Digital salespeople in setting their objectives on a short- and long-range basis. Communicates with salespeople to ensure that dealership policies and procedures are understood and followed. Assists in development of programs of improvement for those salespeople who are failing to reach their objectives. Conducts daily and weekly sales training meetings as directed by the General Sales Manager. Provides proper product and training resources for salespeople on a regular and continuous basis. Lead & Digital Management Oversee all aspects of digital lead handling and manage internet lead handling from first contact through close. Monitors the salespeople's response rate on internet leads and ensures all proper follow-up procedures are being used and maintained by the sales representatives. Monitors Lexus Lead View, including the Lexus Closing Ratio, Lost Lead Reports, and LFS (Lexus Financial Services) Leads. Oversees CRM reporting and ensures data accuracy; maintains strong working knowledge of CRM systems and lead-tracking platforms. Partners with Sales BDC Manager to identify and implement CRM process improvements. Phone & Customer Handling Manages inbound phone handling, including lease retention calls. Monitors and trains the Telephone Center on call handling best practices. Ensures adherence to Mystery Shop best practices. Handles guests' concerns that demand management's attention tactfully, promptly, and with genuine concern for the guest's problems. Ensures that common guest inconveniences, concerns, and misunderstandings are dealt with fairly and quickly. Sales Strategy & Deal Management Develop and execute private purchase strategy, including service-to-sales acquisition initiatives. Desk deals and provide sign-off/approval on deal structures. Assist salespeople in closing out deals and funding loans. Appraises trade-in vehicles, as needed. Achieves sales and forecasted goals; maintains a proven track record of improving closing ratios and lead conversion. Administrative Processes salesperson commission sheets and monitors payroll records of salespeople. Assists in all other areas of the Sales department and performs other administrative duties, as needed. Maintains high ethical standards in all actions. Maintains professional appearance. Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Individuals should possess: A high school diploma or equivalent; some college education is desired. A minimum of 3 years’ automotive sales experience, including digital sales, digital lead management, or a related sales leadership role; proficient in Microsoft Office programs (Word, Excel, PowerPoint). Strong working knowledge of CRM systems and lead-tracking platforms. Strong communication and team training/coaching skills required; Proven track record improving closing ratios and lead conversion. Knowledge of dealership financial statements; basic mathematical concepts (such as add, subtract, divide, multiply, and percentages) and application; automotive finance; equity values and depreciation; and laws that govern retail automotive sales. Ability to coordinate activities with other employees and to oversee the work of subordinates; interview, hire, and develop employees; create and perform corrective actions and performance appraisals; use good judgment in challenging situatio