Toyota of Downtown Chicago Used Car Sales Manager

Murgado Automotive Group • Chicago, IL

4d • $130,000 - $180,000

About The Position

Toyota of Downtown Chicago is building something different. We're not looking for someone to manage a used car lot. We're looking for a Used Car Director who understands that pre-owned is not a side business—it's a profit center, a customer acquisition engine, and a competitive advantage.
Our model is built on Transparency and Velocity. We believe customers deserve real answers, fast. We use AI and automation to handle the noise, so our people can focus on what matters: acquiring the right inventory, pricing it to move, and delivering exceptional experiences. The Used Car Director's job is to make this model work by building a machine that sources, reconditions, and retails vehicles faster and smarter than anyone else in the market.
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Position Overview
The Used Car Director owns the entire pre-owned operation from acquisition to delivery. You are accountable for turn, gross, volume, and the processes that produce all three. But you don't just manage—you build. You create systems. You develop people. You find the gaps and close them.
You will lead an operation built around four distinct phases:
• Acquisition: Trades, service lane, auctions, KBB Instant Cash Offer, equity mining, and street purchases
• Reconditioning: Speed to frontline, cost control, and quality standards
• Pricing & Merchandising: Market-based pricing, photography, descriptions, and digital presentation
• Sales Execution: Working with Sales Management to convert inventory into deliveries
Your job is to ensure every phase operates with precision and urgency. You're not above appraising a trade, walking the recon lot, or jumping into a deal that's stuck. You lead by example and hold your team to the same standard.
This role is designed for someone who wants to become a General Manager. At Murgado Automotive Group, we have GM in Training positions and development paths available for high-performing Used Car Directors who prove themselves. Success in this department signals the operational discipline and business acumen we look for in our next generation of leaders.

Requirements

• Proven track record as a Used Car Manager, Used Car Director, or equivalent role in automotive retail.
• Demonstrated ability to source inventory, control recon costs, and hit gross and volume targets.
• Experience with modern DMS platforms (Tekion preferred), inventory management tools, and CRM systems.
• History of building processes and developing people.
• Strong appraisal instincts and market awareness. You know what a car is worth and what it will bring.
• Analytical mindset. You use data to make decisions, not hunches.
• Process-oriented. You build systems that scale.
• Tech-literate. Comfortable with digital retailing, AI tools, and data-driven decision-making.
• Excellent communication skills with customers, employees, peers, and ownership.
• Believes in transparency over gamesmanship. Disclose accurately. Price fairly. Earn the business.
• Values velocity: speed to acquisition, speed to frontline, speed to sale.
• Understands that authority comes with accountability. You own the results.
• Obsessed with turn. You know that time is the enemy of gross.
• Hungry to grow. This role is a stepping stone to General Manager for the right person.
• Valid driver's license with clean driving record.
• Flexibility to work evenings and weekends as needed.
• Willingness to attend auctions and travel for acquisition opportunities.

Responsibilities

• Acquisition Strategy and Execution
• Own the acquisition pipeline. Know where every vehicle is coming from and build systems to increase flow.
• Maximize trade capture on every deal. Work with Sales Management to ensure appraisals are competitive and timely.
• Mine the service lane daily. Identify customers in equity positions and convert service visits into acquisitions.
• Leverage KBB Instant Cash Offer, equity mining tools, and outbound campaigns to source inventory outside the showroom.
• Maximize closed auction sales. Know what sells, what doesn't, and what the market will bear.
• Utilize sourcing and wholesale channels like ACV & Manheim to sell wholesale inventory.
• Reconditioning Management
• Own the recon process from start to finish. Set and enforce time-to-frontline standards (target: 3-5 days).
• Partner with Service and Parts to ensure work is completed on time and on budget.
• Manage reconditioning costs per unit. Know where the dollars are going and eliminate waste.
• Ensure every vehicle meets frontline-ready standards before it hits the lot or website.
• Build a "no surprises" culture—vehicles are disclosed accurately and reconditioned to standard.
• Leverage Toyota Certified Used Vehicles (TCUV) program to maximize CPO penetration and backend gross.
• Pricing, Merchandising, and Market Position
• Price to the market, not to your gut. Use market data (vAuto, Tekion analytics) to set competitive prices that drive turn.
• Own the 30/45/60-day aging buckets. Adjust pricing weekly based on market movement and days in inventory.
• Ensure every vehicle has professional photos, accurate descriptions, and compelling digital presentation within 24 hours of frontline.
• Coordinate with Marketing on used car campaigns, promotions, and inventory merchandising.
• Monitor competitor pricing and inventory. Know what's moving and why.
• Sales Collaboration and Deal Support
• Partner with Sales Management to ensure used inventory is being actively worked.
• Support appraisals on trades and provide real-time market data to desk managers.
• Step into deals when needed—structure, negotiate, and close.
• Ensure seamless handoff between digital inquiries and showroom delivery.
• Financial Performance and Reporting
• Own the P&L for the used car department. Know your numbers daily.
• Track and report on acquisition cost, recon cost, days to sale, turn rate, and gross per unit.
• Set monthly, weekly, and daily objectives. Track. Adjust. Execute.
• Partner with the General Manager on inventory investment levels and floor plan management.
• Team Development
• Recruit, train, and develop buyers, appraisers, and recon coordinators.
• Conduct regular one-on-ones. Set expectations. Give feedback. Remove obstacles.
• Build a bench. The best Used Car Directors develop people who can step up.

Benefits

• Competitive Compensation: Base salary plus performance-based bonuses tied to gross, volume, and turn.
• Comprehensive Benefits: Health, dental, vision, 401(k) with company match, PTO.
• Career Growth: We have 13 dealerships in Illinois and 31 across the Murgado Automotive Group. Proven Used Car Directors have access to our GM in Training program and a clear path to General Manager.
• Employee Discounts: Vehicle purchases, parts, and service.
• Modern Tools: You'll work with Tekion and best-in-class inventory management tools.
• Training: Ongoing development in leadership, market analysis, and emerging technology.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed