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About the Role

As a key driver of performance, culture, and customer experience, you will lead, develop, and inspire the Sales team at Lexus of Orange County. This role oversees the complete customer purchase process, driving profitability, customer satisfaction, compliance, and team performance.

Responsibilities

• Lead all daily operations of the Sales and Finance departments to achieve vehicle sales, profitability, customer satisfaction, and market share objectives.
• Manage the complete deal lifecycle, including customer consultation, vehicle selection, trade evaluations, deal structuring, negotiation, financing, product presentation, contracting, and delivery.
• Desk deals and assist sales consultants with pricing, negotiation strategies, customer objections, and closing opportunities to maximize sales performance and gross profit.
• Present financing and leasing options while securing lender approvals that best fit customer needs and dealership objectives.
• Offer and sell Finance & Insurance products including vehicle service contracts, GAP coverage, maintenance plans, appearance protection, tire and wheel protection, and other ancillary products.
• Monitor and improve key performance indicators including sales volume, front-end gross, back-end gross, finance reserve, product penetration, closing ratios, customer satisfaction, and inventory turn.
• Recruit, hire, train, coach, and develop sales consultants and future leaders while creating a culture focused on accountability, customer service, and continuous improvement.
• Conduct regular sales meetings, performance reviews, one-on-one coaching sessions, and developmental training to improve team effectiveness and results.
• Partner with dealership leadership to manage new and used vehicle inventory levels, pricing strategies, merchandising, and OEM incentive programs.
• Build and maintain strong relationships with lenders, OEM representatives, customers, and business partners to support dealership growth and profitability.
• Ensure all transactions and dealership activities comply with federal, state, lender, OEM, and company regulations, including Truth in Lending, Red Flags Rule, OFAC, Safeguards Rule, privacy requirements, and all applicable compliance standards.
• Oversee contract processing, funding activities, Contracts in Transit (CIT), chargebacks, and documentation accuracy to ensure timely funding and financial integrity.
• Analyze dealership reports, financial statements, operational metrics, and performance trends to identify opportunities for improved efficiency, profitability, and market competitiveness.
• Resolve escalated customer concerns in a timely and professional manner while maintaining high CSI performance and a positive dealership reputation.
• Foster a customer-first culture that delivers an exceptional buying experience and encourages customer retention, referrals, and repeat business.
• Collaborate with General Management and corporate partners to develop and execute strategies that support sales growth, financial performance, and long-term dealership success.
• Perform all other duties as assigned by leadership.

Requirements

• Lead all sales and finance operations, including deal structuring, desking, customer negotiations, financing, F&I product sales, and delivery processes to maximize profitability and customer satisfaction.
• Drive department performance by achieving vehicle sales, front-end and back-end gross profit, finance reserve, product penetration, CSI, and inventory management objectives.
• Recruit, train, coach, and develop sales team members while fostering a high-performance culture focused on accountability, customer service, and continuous improvement.
• Partner with dealership leadership to manage inventory, pricing strategies, OEM programs, merchandising, and overall dealership growth initiatives.
• Build and maintain strong relationships with customers, lenders, OEM representatives, and business partners to support long-term success and profitability.
• Ensure compliance with all federal, state, lender, OEM, and dealership policies while overseeing contract accuracy, funding, Contracts in Transit (CIT), and financial controls.
• Analyze financial statements, operating reports, and key performance indicators to identify opportunities for improved efficiency, profitability, and operational performance.
• Resolve escalated customer concerns and promote a customer-first environment that drives retention, referrals, repeat business, and exceptional customer satisfaction.
• Collaborate with dealership and corporate leadership to execute business strategies that support revenue growth and long-term success.
• Perform all other duties as assigned by leadership.

Skills

• Sales presentation
• Deal negotiation
• Financing
• Product delivery
• Profitability
• Customer satisfaction
• Compliance
• Team performance
• Sales professionals development
• Departmental performance maximization
• Dealership and OEM standards achievement
• Vehicle sales
• Customer consultation
• Vehicle selection
• Trade evaluations
• Deal structuring
• Financing options presentation
• Lender approvals
• Finance & Insurance product sales
• Key performance indicators monitoring
• Sales volume
• Front-end gross
• Back-end gross
• Finance reserve
• Product penetration
• Closing ratios
• Customer satisfaction
• Inventory turn
• Recruitment
• Training
• Coaching
• Sales consultant development
• Leadership development
• Accountability
• Customer service
• Continuous improvement
• Sales meetings
• Performance reviews
• One-on-one coaching
• Team effectiveness
• Inventory management
• Pricing strategies
• Merchandising
• OEM incentive programs
• Lender relationships
• OEM representative relationships
• Customer relationships
• Business partner relationships
• Federal regulations compliance
• State regulations compliance
• Lender regulations compliance
• OEM regulations compliance
• Company regulations compliance
• Truth in Lending
• Red Flags Rule
• OFAC
• Safeguards Rule
• Privacy requirements
• Contract processing
• Funding activities
• Contracts in Transit (CIT)
• Chargebacks
• Documentation accuracy
• Financial integrity
• Dealership report analysis
• Financial statement analysis
• Operational metrics analysis
• Performance trend analysis
• Efficiency improvement
• Profitability improvement
• Market competitiveness
• Customer concern resolution
• Customer retention
• Customer referrals
• Repeat business
• Customer experience enhancement
• General management collaboration
• Corporate partner collaboration
• Sales growth strategy
• Financial performance strategy
• Dealership success strategy

Location

• Orange County

Work Type

• Full-time

Experience Level

• Leadership experience
• Sales experience
• Finance experience
• F&I product sales experience

Education Level

• High School graduate or equivalent

Salary/Compensations

• $150,000.00 - $180,000.00 per year
• Performance driven position, eligible for short-term and/or long-term incentives as part of total compensation, which includes base/draw hourly offset, with opportunity to earn commission and bonus.
• Actual pay offered may vary depending on skills, experience, job-related knowledge, and physical location.
• Final compensation will be established through the interview process in accordance with applicable pay equity and transparency laws.

Benefits

• Competitive pay
• Medical, Dental and Vision Plans
• Paid Holidays & PTO
• Short and Long-Term Disability
• Paid Life Insurance
• 401(k) Retirement Plan
• Employee Stock Purchase Plan
• Lithia Learning Center
• Vehicle Purchase Discounts
• Wellness Programs

About the Company

• At Lithia & Driveway, we're powered by people and driven to deliver results.
• As one of the largest automotive retailers in North America, we're focused on growing leaders who want to make an impact – both in their store and across the company.
• Our culture is rooted in values like earning customers for life, improving constantly, and taking ownership of results.
• At Lithia & Driveway (NYSE: LAD) our success is fueled by our high performing teams delivering Auto Done Easy for our customers.
• We create simple, transparent, and convenient customer experiences throughout the vehicle-ownership lifecycle by leveraging our hundreds of store locations and our key adjacencies - Driveway, DFC, and GreenCars.
• We've built a retail model that champions entrepreneurial leadership, Growth Powered by People, and a strategy that creates possibilities and pushes us to reach our potential.
• We are a drug-free workplace.
• At Lithia & Driveway, we stand by our mission of Growth Powered by People, as we build a workplace that ignites ideas and opportunities to Earn Customers for Life.
• Our focus is on making the customer experience better; as we aim to meet our customers’ needs whether in person, online or a combination of both.
• Lithia & Driveway is the largest automotive retailer in North America and listed on the Fortune 500 (NYSE: LAD).
• Drive your career forward with roles in Sales, Finance, Service, Technology and Corporate.
• With thousands of vehicles and hundreds of locations, the career possibilities are endless.
• Join us as we accelerate towards growth in automotive and beyond!

Equal Opportunity

• We are committed to equal employment opportunity (regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status).
• We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
• Reasonable accommodations may be made to enable individuals to perform the essential functions.