Director, Non-Franchise Variable Operations

The Director, Non-Franchise Variable Operations owns used vehicle performance across all assigned stores. The role combines business unit ownership of sales volumes, gross profit, and PVR targets with hands-on, in-store execution: embedding in underperforming stores to diagnose root causes, coaching General Managers and Sales Managers into stronger leaders, and owning the three levers that drive used vehicle volume: disciplined sales process execution, aggressive vehicle acquisition, and fast, cost-effective reconditioning. It is equal parts strategist and operator. The Director sets expectations and standards for the assigned stores, then works side-by-side with store teams to install the processes that connect centralized and digital customer interactions—phone, eCommerce, BDC, and WBYC—to the in-store experience. Success requires deep used vehicle retail knowledge, command of reconditioning and acquisition economics, strong analytical and process discipline, and a high degree of technology savvy.

Market Leadership & Performance Standards Set clear expectations, objectives, and performance goals for used vehicle volume, gross profit, and PVR across all used vehicle stores in the market. Drive operational consistency, compliance, and process execution, establishing and scaling best practices. Provide leadership with candid feedback on store performance, opportunities, and risks. Store Turnaround & Leader Development Embed in underperforming stores to diagnose root causes and build sustainable action plans that grow used vehicle volume, gross profit, and PVR. Work one-on-one with General Managers and Sales Managers to coach, train, and execute sales processes, developing them as stronger leaders and coaches. Conduct in-store visits to share results, workshop opportunities, and develop bench talent. Vehicle Acquisition & Inventory Strategy Analyze market data and trends to ensure stores maintain a balanced inventory mix tailored to local demand. Optimize inventory aging and collaborate with CAAD on pricing. Facilitate inter-store vehicle transfers to maximize retail opportunities and reduce aging. Guide trade appraisal strategy and trade-in retention targets, and partner with General Managers and Sales Managers on aligned retail and acquisition strategies. Drive purchase conversion of consumers looking to sell their vehicle, ensuring call-center-generated appointments are finalized into completed acquisitions. Own market-level acquisition strategy across every channel—trade-in, consumer purchase/WBYC, auction, and off-lease—so stores stay self-sufficient on inventory. Reconditioning & Speed to Market Own recon throughput across the market: partner with Service Managers and reconditioning teams to compress cycle time and hold speed-to-market within standard. Manage recon cost per unit against gross retention, balancing thoroughness of repair against days-to-frontline. Establish consistent recon workflow, vendor management, and quality standards so vehicles are photographed, merchandised, and retail-ready on day one. Track units held in recon and escalate bottlenecks before aging erodes gross. Sales Process Execution & Omni-Channel Conversion Analyze traffic funnel metrics to identify and capture conversion opportunities from lead to appointment to show to sale. Ensure execution of a consistent sales process in every store—appraisal, desking, closing, and delivery—so results are repeatable rather than personality-driven. Teach dealership teams how to implement processes that connect centralized and digital customer interactions—phone, eCommerce, BDC, and WBYC—to the in-store experience, ensuring a seamless handoff from appointment to finalized transaction. Partner with eCommerce and centralized-contact teams to maximize results through proper staffing, management, and process execution. Support store leaders in managing all customer traffic channels: showroom, eCommerce, and phone. Analytics,