Position Title: Sales Manager
Department: Sales
Reports to: General Manager
Position Summary: Sales Manager is responsible for meeting the dealership’s budget for gross profit, volume and customer satisfaction standards.
Essential Duties & Responsibilities:
Recruiting / Selection of Candidates:
- Identify sources for sales staff;
- Interview, pre-employment screening, reference checks;
- Select candidates who have the skills and abilities to meet the dealership’s production and customer service standards. Maintain proper staff levels (14-16).
Orienting and Training the Selected Candidates:
- Orient the staff to the department, set expectations, set up office, voice mail, etc.;
- Conduct on-going training to ensure adherence to our established selling procedures, road to a sale, tour of dealership, etc.;
- Conduct specific training to include product knowledge, prospecting, overcoming objections, etc.;
- Schedule salesmen in a fair, equal manner to include working service drive (7:00 am) 8:00 am – 3:00 pm;
- Conduct 1:00 pm sales meeting every day.
Sales Production:
- Must achieve or exceed budget on volume, gross and customer satisfaction as drawn up on budget forecast. Forecast is one that was drawn up with input from Sales Manager – see budget and Game Plan;
- Great plans to achieve budget;
- Enforce guest log to ensure all opportunities are accounted for and followed up;
- Thank all guests for coming in and ensure proper procedures (road to a sale)
- Inform guests of right from the start, brochure and give them first service appointment Free card;
- Help the sales staff manage their time to maximize their efforts;
- Go over salesmen’s daily planner daily to ensure proper follow up – 2 a day, every day as outlined in “Game Plan”;
- Enforce road to a sale and tour of dealership
- Follow up with sales staff regarding their achievements and deficiencies daily (monthly reviews);
- Counsel with staff as necessary;
- Develop positive and productive working relationship throughout the Auto Group, F&I, Accounting, Pre-Owned, Operators, etc.
- Sales Manager is responsible for the collection of all rebates, dealer cash, MPA, and full knowledge of all programs available;
- Sales Manager is responsible for keeping expenses in line as outlined by budget (floor plan, compensation, after sale, outside services, advertising, etc.);
- Sales Manager is responsible for keeping inventory in line as set forth in 2002 Management Guideline and outlined in Game Plan – 45 day supply and no units over 180 days old, sell and dealer trade oldest units first;
- Sales Manager is responsible for ordering vehicles that conform to quick sale! Stage 1, Stage 2, Stage 3, etc.;
- Sales Manager is responsible for keeping Floor Plan Inventory clean and updated to ensure proper sales records;
- Sales Manager must be on time and cooperate in all scheduled meetings – Save a Deal, Staff and Training, etc. 8:00 am Tuesday – Friday; 7:45 am Monday and Saturday.
Supervising and Motivating the Sales Staff:
- Develop future assistant managers through job growth and performance;
- Evaluate sales staff;
- Be a role model to sales staff;
- Treat all salesmen equally, showing no favoritism, house deals, turns, scheduling, etc.
Administration:
- Merchandising – keep inventory organized and looking good, weekly lot reorganization;
- Make sure all holes are filled and vehicles parked straight at all times;
- Make sure ad units up front, marked and ready for delivery;
- Lot Control – ensure adequate coverage on the lot – Stage 1, Stage 2, Stage 3, etc. Keep all customer parking clear, trade Ins stored properly and shown units back in parking space.
- Make sure all offices are kept clean, uncluttered and stocked with adequate supplies to do business, check the cleanliness of the facility, grounds throughout the day, look for and fix procedure breakdowns;
- Demo’s and old units clean and ready for sale;
Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Knowledge, Skills and Abilities Required:
High school diploma or general education degree (GED); Two years of sales experience. Supervisory experience preferred. Professional personal appearance.
Language Skills:
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write routine reports and correspondence. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Mathematical Skills:
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability:
Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Certificates, Licenses, & Registration:
Current, valid, driver's license; satisfactory Motor Vehicle Report (MVR) acceptable to the company’s insurance company in order to operate vehicles. May go on test-drives.
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 this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to stand and talk or hear. The employee frequently is required to walk and reach with hands and arms. The employee is occasionally required to sit; use hands to finger, handle, or feel; climb or balance; and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
Work Environment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is frequently exposed to wet and/or humid conditions and outside weather conditions. The employee is occasionally exposed to moving mechanical parts, fumes or airborne particles, and vibration. The noise level in the work environment is usually moderate.