Director, Sales Operations

The Director, Sales Operations serves as the strategic leader guiding sales processes across all retail locations. This role is responsible for evaluating, designing, piloting, and implementing sales process enhancements to drive sales productivity, elevate customer experience, and ensure consistent operational excellence across markets. The Senior Director provides matrix leadership to Region Operations Development Managers (RODM), establishes best practices, and ensures alignment across cross-functional partners—including Marketing and Training—on all sales-related initiatives.
The role will also be included in OEM improvement plans as well as focus on impacting traffic funnel metrics and overall net profitability.

Sales Process Leadership & Strategy

• Serve as the strategic owner of all in-store sales processes, identifying opportunities to optimize customer experience and operational efficiency.
• Evaluate proposed sales process changes, lead pilot efforts, and oversee full-scale rollout and adoption across retail locations.
• Develop and refine best practices for the RODM role to ensure consistency and excellence in market-level sales operations.

Cross-Functional Collaboration

• Partner with departments to identify and execute opportunities that enhance sales productivity and customer engagement.
• Work closely with the Training team to design strategic training plans, materials, and learning modules that support new or updated sales processes.
• Collaborate with internal stakeholders to align initiatives, ensure clear communication, and support organizational goals.

Team Leadership & Communication

• Serve as a matrix manager to RODMs, guiding them through process changes, market-level execution, and performance standards.
• Lead monthly meetings with RODMs to review upcoming initiatives, discuss market progress, share insights, and address operational challenges.
• Ensure all RODMs are consistently informed about new initiatives, process updates, pilot programs, and innovation opportunities.

Sales Productivity & Customer Experience

• Own the strategy and performance of sales productivity across all markets.
• Identify and evaluate new methods to enhance customer experience, satisfaction, and conversion.
• Monitor market trends, performance data, and pilot results to recommend strategic improvements.

Qualifications

• 10+ years of experience in Sales Operations, Retail Leadership, or related field; multi-unit leadership experience preferred.
• Proven experience leading large-scale process transformations or multi-location operational initiatives.
• Strong strategic thinking, analytical problem-solving, and change management skills.
• Excellent communication skills with the ability to influence cross-functional teams and senior leaders.
• Demonstrated ability to develop training content and facilitate process adoption across diverse teams.
• Experience in matrix management or leading leaders strongly preferred.

Exciting Benefits and Perks Await You:

• Competitive compensation and 401k matching

• Enjoy a healthy work-life balance with insurance plans (health, dental, vision) and maternity benefits.

• Associate purchase and discount programs for new and pre-owned vehicles, services, parts, collision, accessories, and AutoGear

• Access amazing deals and discounts through YouDecide, a website with offers from top providers and retailers

• Join our DRVPNK mission to raise and donate millions of dollars to cancer research and treatment, partnering with cancer charities nationwide

AutoNation is one of the largest automotive retailers in the United States, offering innovative products, exceptional services, and comprehensive solutions, empowering our customers to make the best decisions for their needs. With a network of dealerships nationwide strengthened by a recognized brand, we offer a wide variety of new and used vehicles, customer financing, parts, and provide expert maintenance and repair services. Through DRV PNK, we have raised over $40 million for cancer-related causes, demonstrating our commitment to making a positive difference in the lives of our Associates, Customers, and the communities we serve.

AutoNation is committed to creating a diverse, equitable, and inclusive environment in our workplace and the services we provide. We welcome candidates from all backgrounds who are passionate about making a positive impact. Even if you do not meet every requirement, we encourage you to apply. Join our team and help us foster a culture of belonging while contributing to our revolutionary work in the automotive industry. We value innovation, teamwork, and a commitment to making a positive impact in the world.