New Car Sales Manager

Tom Wood Volkswagen
96th Street, Indianapolis

Tom Wood Volkswagen is looking for an experienced, driven New Car Sales Manager to lead our new-vehicle sales operation. We are seeking a hands-on leader who knows how to develop a sales team, drive volume and profitability, manage inventory effectively, and create an exceptional customer experience.

This is not a desk-only management position. The New Car Sales Manager will be actively involved in the sales process, working deals, coaching Sales Consultants, monitoring performance, and partnering with the General Manager and F&I team to achieve dealership goals. This hands-on management approach is consistent with Tom Wood's existing Sales Manager expectations. 

• Lead, coach, train, and motivate the new car sales team to achieve monthly and annual sales objectives.
• Establish clear expectations for sales activity, lead follow-up, closing ratios, customer experience, and overall performance.
• Work directly with Sales Consultants to structure and close deals while maintaining appropriate gross profit.
• Conduct regular sales meetings, one-on-one coaching, and performance discussions.
• Develop team members and create a high-performance, accountable sales culture.
• Partner with the General Manager and F&I department to achieve dealership volume and profitability goals.

• Manage new Volkswagen inventory to maintain the appropriate mix of models, trims, colors, and equipment.
• Monitor aging inventory and develop strategies to improve inventory turn.
• Work with dealership leadership on vehicle ordering and allocation.
• Ensure vehicles are properly merchandised, priced, and ready for sale.
• Monitor market conditions, competitor pricing, incentives, and Volkswagen programs to maximize sales opportunities.

• Maintain a strong presence on the sales floor and ensure customers receive an exceptional experience.
• Assist with customer concerns and escalations and work toward timely, professional resolutions.
• Reinforce strong CRM usage, lead management, appointment-setting, and follow-up practices.
• Ensure the delivery process provides a positive ownership experience and builds long-term customer relationships.

• Monitor daily, weekly, and monthly sales results and adjust strategies as needed.
• Help manage new vehicle gross profit, volume, expenses, and overall department performance.
• Review key performance indicators including lead conversion, closing percentages, inventory age, gross profit, and customer satisfaction.
• Work closely with F&I to maximize dealership profitability while maintaining an ethical and transparent sales process.
• Ensure dealership policies, manufacturer requirements, and applicable compliance requirements are followed.

• Previous automotive sales management experience required.
• Proven ability to lead, coach, and develop a successful automotive sales team.
• Strong understanding of new-vehicle dealership operations and manufacturer programs.
• Demonstrated ability to achieve sales volume and profitability objectives.
• Strong deal-structuring, negotiation, and closing skills.
• Experience managing new-vehicle inventory and aging.
• Strong understanding of CRM processes, lead management, and dealership sales metrics.
• Excellent communication, leadership, and customer-service skills.
• Ability to analyze dealership performance data and make effective business decisions.
• Volkswagen or import-brand experience is preferred but not required.
• Valid driver's license and acceptable driving record.

Why Work Here?

At Tom Wood Group, you’re more than an employee—you’re a part of a family-owned company that has been serving communities for almost 60 years. We believe in investing in our people through training, career development, and advancement opportunities. Our team thrives on collaboration, integrity, and a sincere desire to help others, and we’re passionate about creating an environment where you can grow both personally and professionally.

What Makes Us Different?

• A company built on core values: Humbly Confident, Passionately Driven, Sincere Desire to Help Others, and Uncompromising Integrity
• Opportunities to advance across multiple industries and locations
• A culture that values your contributions and celebrates success
• Comprehensive benefits designed to support you and your family

What We Offer

• Paid Time Off & Vacation
• Paid Holidays
• Medical, Dental & Vision Coverage
• 401(k) with Company Match
• Life & Disability Insurance
• Professional Training & Career Development
• Tuition Reimbursement
• Service Awards
• Opportunities for Advancement

Our Core Values

Humbly Confident | Passionately Driven | Sincere Desire to Help Others | Uncompromising Integrity

Employment Requirements:

All offers are contingent upon passing a background check, motor vehicle record review, social security verification, and drug screening. Tom Wood Group is an Equal Opportunity Employer.