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Used Car Sales Manager
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Role Purpose
The Used Car Manager is responsible for defining, implementing and managing the company’s national used-car strategy.
The role will lead the development and performance of the Approved Used Vehicle programme, support the dealer network in growing profitable used-car operations, manage the remarketing of company-controlled vehicles and help protect the residual values of the company’s products.
The Used Car Manager will work across Sales, Network Development, Finance, Marketing, Aftersales, Product, Fleet and Customer Services to create an integrated used-car proposition that supports the complete vehicle lifecycle.
The successful candidate will combine strategic planning with hands-on commercial management. They will use market intelligence, dealer performance data and customer insight to identify opportunities, establish appropriate standards and deliver measurable improvements in used-car sales, stock performance, profitability and customer satisfaction.
A particular focus will be placed on the development of the used electric-vehicle market, including battery-health information, customer confidence, residual-value management and the effective remarketing of electric vehicles.
Principal Accountabilities
National Used-Car Strategy
- Develop and maintain a clearly defined national used-car strategy aligned with the company’s wider sales and commercial objectives.
- Establish annual and medium-term objectives for used-car sales, dealer participation, profitability, stock management and customer retention.
- Translate strategic objectives into practical programmes, dealer actions, commercial campaigns and measurable performance targets.
- Identify opportunities to increase the number of customers remaining within the brand when replacing or purchasing a vehicle.
- Ensure the used-car strategy supports new-vehicle sales, fleet operations, finance penetration, Aftersales retention and overall brand positioning.
- Monitor economic conditions, supply trends, regulatory developments and changes in customer behaviour that may affect the UK used-car market.
- Prepare business cases and recommendations for new used-car initiatives, partnerships, systems and investments.
- Maintain a clear understanding of competitor Approved Used programmes and recommend improvements to keep the company’s proposition commercially competitive.
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Approved Used Vehicle Programme
- Take ownership of the company’s Approved Used Vehicle programme and its commercial performance.
- Define and maintain programme standards covering vehicle eligibility, age, mileage, inspection, preparation, warranty and customer benefits.
- Ensure that the Approved Used proposition is clear, competitive and consistently applied across participating dealers.
- Work with Aftersales, Warranty, Finance and Customer Services to develop an attractive and financially sustainable customer package.
- Regularly review the programme against customer expectations, competitor offerings and market best practice.
- Develop dealer guidance, programme manuals, process documentation and customer-facing materials.
- Establish appropriate auditing and monitoring processes to ensure compliance with programme standards.
- Investigate recurring areas of non-compliance and agree corrective actions with the relevant dealers and internal stakeholders.
- Recommend enhancements to the Approved Used programme based on dealer feedback, customer insight and performance analysis.
- Ensure programme terms, vehicle descriptions and customer communications are accurate, clear and compliant with applicable UK requirements.
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Dealer Network Development and Performance
- Build effective working relationships with dealer principals, general managers, sales managers and used-car teams.
- Support dealers in developing professional, profitable and sustainable used-car operations.
- Establish dealer-level targets covering sales, stock age, stock turn, profitability, finance penetration, preparation standards and customer satisfaction.
- Conduct regular performance reviews with dealers and communicate clear priorities and required actions.
- Identify high-performing dealers and use their results to establish and share best practice across the network.
- Develop structured improvement plans for dealers that are not achieving agreed standards.
- Work with Network Development and Regional Sales teams to ensure used-car performance forms part of wider dealer business reviews.
- Support dealers in improving vehicle acquisition, appraisal, pricing, preparation, merchandising and sales-conversion processes.
- Encourage appropriate stocking levels and a balanced mix of vehicle models, ages, powertrains and price points.
- Create dealer communications, workshops, webinars and training sessions to improve knowledge and engagement.
- Act as the main point of contact for dealer enquiries concerning the Approved Used programme and national used-car strategy.
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