Sales Manager

Location:2131 Sunset Highway, East Wenatchee, WA 98802

Position Title:Sales Manager

Reports To:COO & General Manager

Location:2131 Sunset Highway, East Wenatchee, WA 98802

The Sales Manager is responsible for the efficient and profitable operation of the Sales Department. This role ensures the achievement of sales objectives, high Customer Satisfaction Index (CSI) scores, and strong gross margins across all product categories. The Sales Manager leads the sales team, manages inventory and deal structure, coordinates cross-department collaboration, and maintains strict compliance with dealership and manufacturer requirements.

• Monitor incoming sales leads, quotes, and CRM activity in Lightspeed multiple times daily.
• Follow up on stalled or aged leads to maximize closing opportunities.
• Schedule sales team coverage to ensure consistent customer support year-round (encourage 90% of time off between September and April).
• Monitor incoming inventory timelines and maintain awareness of all incoming units.
• Review and respond to emails and manufacturer portals daily (Compass – Bayliner, My Dealer Edge – Smokercraft, Dealer Circle – Supreme & Crownline, Merc Net – Mercury, YMBS – Yamaha).
• Lead ongoing product and sales training for the team.
• Step into sales discussions when appropriate to support closing efforts.
• Assist with water demonstrations and customer walkthroughs as needed.

• Monitor and manage website inventory and third-party listings (Boat Trader, Craigslist, Marketplace, social media).
• Track competitor listings and market conditions.
• Manage showroom displays (rotate monthly) and off-site displays (rotate minimum every two weeks).
• Coordinate off-site shows and promotional displays including pricing, signage, staffing, and setup.
• Develop relationships to expand off-site display opportunities.
• Oversee sales lot organization and presentation in collaboration with the service department.

• Manage and coordinate all inventory pricing.
• Develop creative pricing packages that support cross-department goals.
• Create strategies to move slow or aging inventory.
• Review deals daily for accuracy and profitability.
• Submit financing deals strategically to maximize approval opportunities.
• Monitor quote and deal margins daily to identify trends or issues.
• Review and analyze Sales Department P&L weekly.

• Work closely with Service, Parts, and Accessories departments to ensure:
• Sales units are properly set up and rigged
• Promised timelines are met
• Special-order parts are ordered and billed
• Work orders are accurate and finalized prior to deal completion
• Introduce customers to other departments at time of delivery to ensure smooth long-term relationships.

• Ensure all deal documents are complete, signed, and compliant.
• Confirm insurance coverage prior to delivery.
• Verify deposits or full funding before unit release.
• Review owner’s packet and warranty details with customers.
• Conduct or confirm full operational and towing demonstrations.
• Capture final delivery photos of VIN, HIN, serial, and DOT numbers (engines mounted or clearly identified).
• Ensure all work orders are finalized prior to submitting deal to accounting.

• Complete and sign all “We Owe” forms at delivery.
• Document details and dollar amounts in Lightspeed notes.
• Properly structure prepaid maintenance or accessories within the deal.

• Include gift card amounts on printed deals.
• Properly balance within the deal structure and account allocation.

• New Packages:15% – 22% (Bayliner: 12% – 16%)
• Used Packages:20% – 40%
• New Outboards:12.5% – 20%
• Used Outboards:25% – 35%
• New Trailers:18% – 24%
• Used Trailers:25% – 40%

• Confirm eligibility and ensure full contract completion.
• Present at retail pricing (typically 2x dealer cost).
• Enter all warranty information and costs accurately in Lightspeed.
• Educate customer on coverage details and provide documentation.
• Document…