Sales Manager

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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).

• 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.

• 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.

• 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;