Sales Manager

Essential Duties & Responsibilities

• 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).
• 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.
• Achieve or exceed budget on volume, gross and customer satisfaction as drawn up on budget forecast.
• 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
• Counsel with staff as necessary;
• Develop positive and productive working relationship throughout the Auto Group, F&I, Accounting, Pre-Owned, Operators, etc.
• Collect all rebates, dealer cash, MPA, and full knowledge of all programs available;
• Keep expenses in line as outlined by budget (floor plan, compensation, after sale, outside services, advertising, etc.)
• Keep 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;
• Order vehicles that conform to quick sale! Stage 1, Stage 2, Stage 3, etc.
• Keep Floor Plan Inventory clean and updated to ensure proper sales records;
• 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.
• 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.
• 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

• High school diploma or general education degree (GED); Two years of sales experience. Supervisory experience preferred. Professional personal appearance.
• 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.
• 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.
• 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.
• 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.
• Stand and talk or hear. Walk and reach with hands and arms. Sit; use hands to finger, handle, or feel; climb or balance; stoop, kneel, crouch, or crawl. Regularly lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.
• Frequent exposure to wet and/or humid conditions and outside weather conditions. Occasional exposure to moving mechanical parts, fumes or airborne particles, and vibration. Noise level in the work environment is usually moderate.