Jonathan Gray

Balancer
DISC Type : S

Chief Operating Officer at Cavender Auto Group

San Antonio, Texas, United States

Overview

Jon Gray is the Chief Operating Officer at Cavender Auto Group, leveraging 30 years of automotive industry experience. A San Diego State University alumnus, he previously served as a Group Vice President at Lithia & Driveway and has held roles as President of the Orange County Automobile Dealers Association.

He is an active participant in his community and resides in Newport Beach with his wife. He has two sons, one of whom has served in the U. S. Army.

His former dealership was recognized as the #1 volume Jeep dealer in California for two consecutive months in 2021.

Personality Overview

Formal Mannered

Risk-Averse

Process-Oriented

They like following the process even if it takes time to reach any conclusion.  They are courteous and respectful but practical. They are willing to make long-term decisions.

Topics They Care About

People-Centric Leadership
Believes in "Performance through People, " consistently celebrating top performers and fostering leadership development to unlock his team's potential.
Sales Performance
Actively celebrates top sales performers and contest winners, promoting a high-performance culture with a "find a way" mentality.
Customer Experience
Has a vision for employees to provide customers with the "easiest and most convenient experience they've ever had. "

Media Appearances

Jonathan has no verified media appearances

Work History

3-2026
Chief Operating Officer at Cavender Auto Group
2-2023
Group Vice President at Lithia & Driveway
11-2022 - 2-2023
Platform GM at Lithia & Driveway
9-2021 - 11-2022
General Manager at Lithia & Driveway
11-1993 - 9-2021
Owner at Orange Coast Chrysler Jeep Dodge Ram

Education

1989 - 1993
Bachelor of Science - BS from San Diego State University

More Information

Social Presence :

Prographics :

Exp : 32 Location : San Antonio, Texas, United States Job Level : Leadership Designation : Chief Operating Officer at Cavender Auto Group
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Insights For Selling To Jonathan

During A Call Or A Meeting

DO's

  • Focus on making them comfortable before really commencing the sales motion
  • Be very observant about how they perceive the risk in the decision
  • Tell them about the outcome and results before talking about the input

DONT's

  • Do not sound very transactional, make extra effort to be genuinely interested
  • Don’t push them for a no, take the lack of yes as a no after a certain point
  • Don’t try to be overly social in the early interactions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jonathan is

  • Low-risk, adoption by others and strong collaterals matter the most to them.
  • Will you ever get a clear answer from Jonathan

  • They never refuse directly, they push out the decisions or just go quiet.

Insights For Deal Planning

    How fast (or slow) will Jonathan move?

  • They can be some of the slowest decision makers.
  • Can Jonathan take some risk or not?

  • They have no risk-appetite and prefer to take safe decisions.

You And Jonathan

Personality Compatibility


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