Senior Manager, Vehicle Acquisition Strategy & Operations

The Senior Manager, Vehicle Acquisition Strategy & Operations leads the end-to-end performance of the We'll Buy Your Car (WBYC) program. This role combines hands-on operational leadership with data-driven strategic thinking to optimize vehicle acquisition volume, appraisal accuracy, and customer conversion. The Senior Manager analyzes program data to identify performance gaps, develops long-term strategies to scale the WBYC model across markets, and ensures disciplined execution of processes, vendor partnerships, and associate development.

Key Responsibilities

Data Analytics & Strategic Performance

• Analyze WBYC program data—including lead flow, appointment trends, appraisal margins, and conversion rates—to identify performance gaps and growth opportunities
• Develop and execute long-term strategies to scale WBYC operations across markets and increase vehicle acquisition volume
• Build and maintain performance dashboards to provide real-time visibility into program health at the store, market, and regional levels
• Translate data insights into actionable recommendations for store and market leadership
• Conduct root-cause analysis on underperforming locations and design targeted intervention plans

Operational Execution

• Own overall WBYC performance across leads, appointments, appraisals, and purchases
• Ensure consistent, high-quality process of the WBYC customer journey from initial contact through vehicle purchase
• Identify and address operational breakdowns in real time; implement process improvements to prevent recurrence
• Partner with Market teams to establish and optimize WBYC pods for scalable coverage

Vendor & Stakeholder Management

• Manage third-party vendor relationships; evaluate vendor performance and ensure selection aligns with business objectives
• Facilitate effective knowledge transfer between Used Vehicle Directors (UVDs) and third-party partners
• Serve as the primary liaison between WBYC operations and cross-functional teams including marketing, finance, and used vehicle departments

Customer Experience & Appraisals

• Drive accurate, market-aligned vehicle appraisals by monitoring valuation trends and ensuring pricing discipline
• Coach associates on customer value conversations, objection handling, and negotiation techniques to improve conversion

Talent Development & Staffing

• Support recruiting, training, and onboarding of WBYC associates to maintain staffing levels and capability
• Develop standardized training materials and playbooks to accelerate associate ramp-up and ensure consistency across locations

Process Discipline & Compliance

• Enforce standard WBYC processes, documentation requirements, and system usage across all participating locations
• Conduct regular process audits to ensure compliance and identify improvement opportunities

Key Performance Indicators

• WBYC vehicle purchase rate and volume growth
• Appointment show rate and lead-to-appointment conversion
• Appraisal-to-purchase conversion rate
• Appraisal margin accuracy (spread vs. market benchmarks)
• Staffing efficiency and associate productivity
• Process adherence and compliance audit scores
• Market-level program expansion milestones

Qualifications

• 5+ years of experience in automotive retail operations, vehicle acquisition, or used vehicle management. Prior platform Used Vehicle Director experience helpful.
• Demonstrated ability to analyze operational data, build KPI dashboards, and translate metrics into strategic action plans
• Experience managing third-party vendor relationships and cross-functional partnerships
• Strong understanding of vehicle appraisal processes, market valuation tools, and wholesale/retail pricing dynamics
• Proven track record of identifying performance gaps and implementing scalable process improvements
• Excellent communication skills with the ability to present insights and recommendations to senior and market leadership
• Experience with dealership management systems (DMS), CRM platforms, and data visualization tools
• Bachelor's degree in business, operations management, or related field preferred; equivalent experience considered

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.