F & I Sales Manager

Are you a dynamic, results-driven Sales Manager with a passion for performance and used cars? Do you love selling and interacting with customers, and want to be involved in all stages of the deal? The Hello Auto Group is seeking an exceptional Automotive Sales Manager/F&I Manager with a strong F&I background and used car experience to take charge and drive success in a high-impact leadership role! Hello Subaru of Temecula has a strong customer base, an extremely busy Service drive, and a lot more opportunities for growth.

This is not your typical desk Manager job; we have no finance Managers. You can work your deals from front to back, and the salesperson will present Finance product and sign the paperwork. You are not at the mercy of an uncooperative Finance Manager who holds your deal ransom or tanks your CSI score. You'll coach and train the sales team, empower them to exceed expectations, and collaborate closely with the General Manager and Sales Managers to deliver outstanding dealership results. The focus is on increasing volume and maximizing profit. We are a strong new-car store, and love used cars; ideally, our best stores sell a 1-to-1 new-to-used ratio. In our sales pay plan, our client advisors receive 1.5 counts for used cars to support this culture.

Your proven desk and used car experience will position you as a vital source of support and guidance within our dealership structure. You'll bring tremendous value to both our teams and customers—driving growth, shaping the future of our business, and creating lasting impact.

If you're ready to make a difference, this is your opportunity to step into a leadership role that will shape the success of our entire organization. We are looking for leaders who are hands-on, mobile, and ready to jump in to engage with customers wherever needed.

What Sets This Role Apart: F&I Expertise and Used Car Experience

We are looking for a manager who brings both, because this role needs both:

• F&I background: you generate the contract, structure the deal to leave room for the back end, know the product menu and lender requirements, and keep every executed document clean and compliant.
• Used car experience: you understand appraisal, pricing, reconditioning, and aging, and you can approve trade numbers against a real retail strategy. Used cars are central to how we grow.

One Role, Both Sides of the Deal

As our Sales Manager/F&I Manager, you own the transaction from first pencil to final signature:

• Desk, approve, and structure the deal, and generate the contract yourself.
• Our client advisors present protection products with the pencil, so the back end is part of one conversation rather than a second negotiation. You structure the deal to leave room for it.
• Own the accuracy and compliance of every executed document in the deal file.
• Drive funding speed: our targets are 3 days on new vehicles and 5 days on used.
• Build positive relationships with lenders as well as customers.

How a Hello Sales Manager/F&I Manager Makes an Impact

Deals

• Desk and approve deals against lender guidelines, with a clear pencil review on every deal. Structure deals that fund and hold gross; change the structure, never the truth.
• Work directly with customers, salespeople, and managers on deals.
• Audit deal files weekly and ensure legal and regulatory compliance on all executed documents.

People

• Lead a daily save-a-deal meeting and a weekly floor training session built on what you see on the floor.
• Lead structured sales onboarding through the first 90 days.
• Hold weekly one-on-ones with each client advisor, using their numbers.
• Implement action plans for underperforming sales staff and apply standards consistently across the team.

Inventory and Numbers

• Lead our used car growth: coach the team on trade conversations and used vehicle presentation, and push toward our 1-to-1 new-to-used goal.
• Approve trade numbers against a clear retail strategy, in partnership with the Used Car Manager, and support our 30/60/90 used-vehicle aging policy.
• Read the daily operating report and department financial statement, track pace and forecast, and execute department strategy in partnership with the General Manager to drive high volume, strong PVR, expeditious transaction speed, and satisfied team members and clients.
• Hold the team accountable for lead response and follow-up in DriveCentric.
• Protect the integrity of manufacturer surveys and retail delivery reporting.
• Support company initiatives and handle other assigned duties and projects.

Qualifications

• F&I background (required): minimum 1 year, including contract generation, lender relationships, F&I product knowledge, and working knowledge of California deal documentation
• Used car experience (required): proven success in used vehicle appraisal, pricing, reconditioning, and inventory aging, with a used car background that supports our 1-to-1 new-to-used goal
• Minimum 2 years as a Sales Manager
• Proven success in a managerial role with strong leadership experience
• Working knowledge of California and federal sales and finance compliance, including SB 766
• Skilled in structuring deals across all credit profiles that fund within lender guidelines, with deep knowledge of deal structures for both new and used vehicle transactions
• Valid California DMV salesperson license, or ability to obtain one before start date
• High energy, technology-focused, intense multitasking, communication, and customer service skills
• Coachable and consistent leader who corrects in private and documents performance fairly
• Ability to adapt to shifting priorities and interruptions
• Positive attitude and effective team player
• Proficient in computer systems, OEM-required technology, and contemporary transaction tools; our stack includes CDK, DriveCentric, vAuto, Dealertrack, and AutoFi
• Valid driver's license with an acceptable driving record

Schedule

Our sales department is open seven days a week, closing at 8 pm Monday through Friday and 6 pm Saturday and Sunday. We are closed Thanksgiving, Christmas Eve, Christmas Day, and New Year's Day. Evening and weekend availability is required. Schedules are published in advance.

Compensation

Potential Salary Range: $120,000 – $180,000 annually

We are an equal opportunity employer and prohibit discrimination/harassment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Hello Auto Group in the News:

• Click here to read about how we leverage the power of technology to elevate our showroom experience.
• Hello Auto Group's unique business model was featured in this Signal article in 2020.
• Our San Diego General Manager, Idaliz Maldonado, was interviewed by CBS News in 2022. She was also one of Automotive News "40 under 40"!