Director Used Vehicle Sales

Job Description SUMMARY

This role has business segment oversight and responsibility of $100M plus per region. Responsible for managing key areas and people within the Used Vehicle sales organization for the Fleet Management Solutions (FMS) division. The incumbent will be accountable for the management and execution of a multi-level sales plan designed to achieve volume and sales proceeds targets. This position manages 10-15 Vehicle Sales Managers across 14 locations in the Central Region.

This position will report directly to the Vice President, UVS Sales.

Sales Management:

• Direct, manage and develop multi-level sales professionals in developing, growing and retaining business to achieve stated sales and retention plans.
• Develop, manage, evaluate and place sales talent effectively in order to meet the needs of the Sales channel.
• Plan, organize, direct and provide leadership to achieve the short and long term business growth and retention objectives.
• Assist individual salespeople in setting aggressive yet realistic monthly goals and objectives.
• Attain sales quota, maximize proceeds and up-sell ancillary offerings (i.e. financing, warranty, maintenance, etc.)
• Monitor customer satisfaction by managing Customer Satisfaction Indices (CSI), handling customer issues and ensuring contact with existing customers.
• Develop, implement, and monitor a follow-up system for used vehicle purchases.
• Hold sales training meetings.
• Leverage  to effectively manage the various stages of the Sales pipeline.
• Forecast sales results accurately and timely.
• Assist in developing strategies that influence alternative ways to drive incremental sales volume.
• Evaluate sales opportunities in order to maximize returns and volumes.
• Maintain competitive awareness.
• Develop new and enforce existing sales protocols and processes.
• Effectively leverage the various sales channels (inside, outside, fleet and trade) to maximize sales volumes and returns.
• Foster teamwork between sales channels in order to maximize sales volumes and returns for the organization.
• Develop and lead the execution of processes and sales activities designed to retain and grow current customers.

Inventory Management:

• Planning annual and monthly departmental forecasts, staffing objectives, and vehicle inventory.
• Review sales reports to determine client needs and volume potential.
• Manage inventory levels at the various used vehicle centers (UTC’s) by vehicle type, class and finish, in order to maximize proceeds at the time of sale.
• Ensure the correct mix of inventory is at each UTC in order to meet current market demands.
• Ensure that product positioning practices are being upheld to standards of that of an effective retail equipment sales environment.
• Ensure location standard operating procedures are being upheld to the expectations of the organization.
• Manage age of inventory in order to minimize carrying costs for the organization.
• Transfer vehicles as appropriate to capture market opportunities.

Building Maintenance/Real Estate:

• Oversight over the building maintenance of the UTC’s in their footprint.
• Responsible for leases at the UTC’s.
• Ensuring that Real Estate renewals, modifications or modifications happen through collaboration with the Real Estate team.
• Location Enhancement Decisions – UTC location modifications such as building repairs, parking lot repairs, etc.)

Compliance:

• Maintain compliance with company, local, state, federal and other regulatory agencies at the Used Truck Centers (UTC’s)
• Ensure compliance by conducting audits at the UTC’s.
• Ensure proper emphasis is given to the importance of the vetting process (driver license background check process)
• Responsible for Ariba invoice approvals – over $3,000.

Below take approvals

Marketing:

• This role has multiple…