Dealership

L0397 Driveway Home Office

Senior Director, Driveway Sales Operations

The Senior Director of Driveway Operations will lead multiple teams and is responsible for the design and implementation of a strategies to sell and acquire new and used vehicles through an online platform. The Senior Director has overall responsibility for determining the Annual Operating Plan sales and purchase volumes. Full ownership of the processes and teams to achieve these volumes. This team is a significant contributor to the Profit and Loss of Driveway. This role is responsible for developing a sales strategy for both the Sale of vehicles to, and the purchasing of vehicles from, Driveways Customers.

The Senior Director of Driveway Operations will ensure a robust online purchasing experience for Driveways Customers and timely and profitable acquisition of used vehicle inventory and remarketing of the inventory to the LAD store network.

Through problem-solving and analysis this role will have a significant impact on process improvement strategies and contribute to gaining maximum efficiency throughout the organization as Driveway continues its fast-paced growth

This role is a key, senior, leadership role within Driveway and LAD and would need to create a culture that facilitates Customer Focused, investment-minded and metric-based team members and is an advisor and confidant to the executive team and other business leaders

The Senior Director, Driveway Operations, reports to the Vice President Driveway

Responsibilities

Develop a sales strategy for SHOP, the online sale of vehicles to Driveway Customers, aligning the sales strategy with the marketing strategy to ensure the optional spend and achievement of SHOP, volume, profitability and Customer Satisfaction metrics
Develop a purchase strategy for SELL, the online purchase of vehicles from Driveway Customers, aligning the purchase strategy with the marketing strategy to ensure the optional spend and achievement of SELL, volume, profitability and Customer Satisfaction metrics
Responsible for strategic planning, direction and overall performance of the Inventory Procurement and Management and the development of the Algorithm to calculate the most accurate offer price for vehicles that Driveway purchases
Implement strategies and improvements to reduce the total transaction time for both SHOP and SELL
Actively monitor the external environment and market conditions and adjust the purchase and sales strategies accordingly, understand and derive implications for the business
Direct efforts to improve profitability through cost reduction, cost avoidance, and process improvement/loss prevention
Develop, refine, and align operational performance metrics, processes, tools, systems, and behaviors in a comprehensive system for performance management to ensure organizational objectives are consistently achieved
Lead the Driveway Care Centers (DCCs) are responsible for customer engagement, financing, and sales, while creating an excellent customer experience
Collaborate with the Marketing and Customer Loyalty teams to develop the Customer Lifecycle strategy for Driveway
Direct all facets of acquiring used-car inventory through relationship development, research, online and off-site auctions, dealers, rental companies, fleet, customers or any other available avenues
Develop and oversee a team to appraise vehicles, understand vehicle condition, negotiate price, make financially sound purchasing decisions, handle any potential arbitration issues, and ensure timely processing and transport of all purchases
Delegate responsibilities between functional managers to achieve optimal operating results and continuous improvement
Foster relationships with all Stakeholders and especially Store leadership to support and achieve the Driveway strategy
Successfully coordinate integration of acquired stores into Driveway processes through communications and training
Develop leaders on the team and prepare them for increased responsibility and growth
Develop and deliver presentations to executive management
Direct regular staff meetings to ensure communication of strategy and resolution of issues
Manage significant cross-functional projects to ensure goals and timeline are met
Manage and monitor key performance metrics and ensure that all checks and balances are in place and operational
Other duties as assigned

Skills And Qualifications

Bachelor’s Degree in Science or Business is required. MBA is preferred.
Minimum of 10 years in progressively larger and more complex leadership positions.
Experience in Inventory Procurement Management.
Strong knowledge and project management experience in the areas of product forecasting, demand planning and inventory replenishment processes and systems.
Comprehensive knowledge of business operations and strategic planning skills required.
Excellent leadership, analytical, mathematical, computer, and organizational skills required.
Skilled in creative problem-solving techniques including quantitative and optimization modeling and analysis.
Ability to set and analyze budgets, the business plan and capital expenditures required.
Excellent verbal and written communication skills required.
Successful track record in managing the effective deployment of resources, systems and personnel to enable the achievement of organizational objectives and support the overall growth of the company.
Extensive negotiation and human relations skills are required
Experience leading a disbursed team across multiple geographies
Experience consulting with and building relationships with dealership and Home Office leaders
Capable of regular travel nationwide (50%) Competencies

Competencies

Create the strategy of the enterprise/business function. Anticipate future trends to find value in competitive strategies
Articulate a compelling vision and provide direction. Executive presence and ability to effectively communicate and influence at an executive level
Deliver results through leaders by prioritizing goals and operational focuses; hold leaders accountable
Create a high-performance culture with a clear scoreboard; build internal and external bench strength
Prepare for success through attracting, retaining, and growing high performing leaders, ready with a succession plan in place
Anticipate and identify the need for change; dedicate the required resources
Seek proficiency in people leadership, business management, strategy, systems thinking, vision, inspiration, and innovation.
Directly partner and collaborate with C-Suite. Drive cross-functional initiatives across the business that create value. Leverage a broad network across the business and externally
Does the right thing, takes action and adapts to change
Self-motivates, believes in accountability, focuses on results, makes plans, and follows through
Shares best practices, desires to keep learning, measures performance and adapts to continuously improve results
Thrives on a team, stays positive, lives our values
Build company culture through actions, coaching, and mentoring. Participate as a sponsor in learning programs and ESG initiatives

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job.*

Up to 1/3 of time: standing, walking, lifting up to 25 pounds
Up to 2/3 of time: sitting, kneeling, reaching, talking, hearing
Reasonable accommodations may be made to enable individuals to perform the essential functions.

NOTE: This is not necessarily an exhaustive list of responsibilities, skills, or working conditions associated with the job. While this list is intended to be an accurate reflection of the current job, the company reserves the right to revise the functions and duties of the job or to require that additional or different tasks be performed.

We Offer Best In Class Industry Benefits

Competitive pay
Medical, Dental and Vision Plans
Paid Holidays & PTO
Short and Long-Term Disability
Paid Life Insurance
401(k) Retirement Plan
Employee Stock Purchase Plan
Lithia Learning Center
Vehicle Purchase Discounts
Wellness Programs

High School graduate or equivalent, 18 years or older required. Acceptable driving record and a valid driver's license in your state of residence necessary for select roles. We are a drug free workplace. We are committed to equal employment opportunity (regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status). We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

Lithia & Driveway

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Senior Director, Driveway Sales Operations