SUMMARY:
Ensures customer retention and profitability in this profit center by recruiting, hiring, training, and measuring sales personnel performance and establishing customer focused sales standards.
ESSENTIAL DUITES:
- Recruits, hires, trains, supervises, and monitors the performance of the new and used vehicle sales personnel.
- Forecasts goals and objectives for sales, gross, and key expenses on a monthly and annual basis.
- Meets with Executive Management, General Sales Manager and Chief Operating Manager, to establish annual and monthly objectives for unit sales, gross profit, expenses, and departmental profit.
- Ensures that sales personnel (new and used) understand and follow dealership protocols, procedures and policies.
- Works with individual salespeople in setting aggressive yet realistic monthly goals and objectives and provided support to meet these goals.
- Ensures that the CRM Program is implemented and monitored.
- Oversees the efforts of vehicle salespeople to enhance the image and customer satisfaction ratings of dealership.
- Oversees sales representatives in the working of deals and assists in the closing of those vehicle deals.
- Maintains an accurate daily log that reflects all vehicle sales activities in dealership.
- Provides effective communication throughout the vehicle department as well as interdepartmentally.
- Maintains teamwork in a customer-focused sales environment throughout the sales delivery and follow up process.
- Ensures a 100 percent turnover of each customer to F & I.
- Monitors aging of units and establish protocols for the quick disposal of average units.
- Ensures the prompt reconditioning of used units and audits repair orders of used vehicles.
- Study local market conditions, demographics, past sales history. Makes recommendations to the General Sales Manager regarding short- and long-range marketing plans, advertising, sales promotions, staffing needs, and lease promotions.
- Holds weekly Sales department meetings and conducts periodic staff training.
- Directs and schedules the activities of all Service Department employees.
- Establishes and maintains good customer working relationships to encourage repeat and referral business.
- Ensures that employees complete and remain current with all mandatory safety compliance, security, and safeguard training.
- Develops advertising campaigns and other promotions, in coordination with General Manager and COO. Assists in conducting major sales promotions and advertising as planned.
- Works with the General Sales Manager and COO to develop and implement incentive programs.
- Addresses customer complaints to a high level of customer satisfaction. Ensures that ongoing sales training is being conducted on a consistent basis.
- Ensures required deal documentation is turned into the office within a 24-hour period.
- Ensures all monies are collected from vehicle deals and turned into office on a daily basis.
- Ensures all vehicle titles are correctly administered and turned into the office.
- Ensures that vehicle display areas are professional in appearance and secure.
- Understands and keeps abreast of, and complies with federal, state, and local regulations that affect vehicle sales.
- Complete and remains current with all mandatory manufacturing, Safety compliance, Safeguard and Cybersecurity training.
- Maintains a safe work environment.
- Ensure that the work area is kept clean.
- Maintains a professional appearance.
ADDITIONAL DUTIES:
- Assists General Sales Manager to determine the appropriate days’ supply for new and used vehicles and orders/acquires the vehicle inventory accordingly.
- Assists the General Manager and COO in establishing standards and protocols for displaying, merchandising and maintaining new and used vehicles.
- Ensures that the work areas and customer waiting area are kept clean.
- Ensures all Safety platform tickets are submitted and resolved in a timely manner.
- Ensures all Facilities repairs have been submitted and resolved in a timely manner.
- Ensure all Vendor Requests are accompanied by at least two vendor quotes.
- Additional duties assigned by the General Manager, COO, or President.
Qualifications
QUALIFICATIONS
To perform this job successfully, an individual must be able to satisfactorily perform each essential duty. The requirements below represent knowledge, skill, and/or ability. Reasonable accommodations may be made to enable individuals with disabilities to perform basic functions.
- Driving is essential to the position; must have and maintain current, valid driver's license and a clean driving abstract.
- Several years of automotive industry experience (with proper management or salesperson roles preferred).
- Strong leadership and communication skills
- Proficient in CRM software.
EDUCATION and/or EXPERIENCE
A high school diploma or general education degree (GED) is required, and sales and leadership experience in the automotive industry is preferred.
COMPUTER SKILLS:
- Basic computer skills
- Basic Microsoft Office skills
- Basic Google Suite skills
- Proficient with Email & Communication
- Proficient in automotive shop management software.
- Experience with DMS System(s)
LANGUAGE SKILLS:
- Ability to read and comprehend simple instructions, short correspondence, and memorandums. Ability to write simple correspondence.
- An ability to effectively present information in one-on-one and small group situations to management, customers, clients and employees of the organization.
- Ability to speak, read, and write fluently in English.
MATHEMATICAL SKILLS:
- Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
- Ability to compute rate, ratio, and percentage and to draw and interpret bar graphs.
- 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 apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
- Ability to deal with problems involving several concrete variables in standardized situations.
- Ability to define problems, collect data, establish facts, and draw valid conclusions.
- Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
CERTIFICATES, LICENSES, REGISTRATIONS
- Must be able to obtain a Notary within 6 months of hire date.
- Manufacturer [OEM] Training
- Driving is essential to this position, must have and maintain a current valid driver’s license and a clean driving abstract.
MENTAL DEMANDS:
- Ability to work with multiple projects, tasks and deadlines.
- Continuous alertness and attention to detail, concentration and ability to perform mathematical calculations to produce accurate work
- Ability to work and effectively communicate with leadership and Store Personnel on time-sensitive matters.
PHYSICAL DEMANDS The physical demands described here are representative of those that an employee must meet to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform these functions.
While performing the duties of this job, the employee is regularly required to stand and talk or hear. The employee is frequently required to walk, sit, use hands to finger, handle, or feel, and reach with hands and arms. The employee is not required to climb or balance and stoop, kneel, crouch, or crawl. Specific vision abilities required by this job include close vision, distance vision, and color vision. May occasionally lift and/or move up to 25 pounds with assistance from safety gears, equipment, or PPE.
WORK HOURS:
- Regular Sales Department Hours
- Travel between IKC and other Dealership locations may require longer hours.
- Sales Events may require longer hours.
WORK ENVIRONMENT The work environment characteristics described here represent
those an employee encounters while performing the essential functions of this job. Reasonable accommodation 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 moving mechanical parts and outside weather conditions. The employee is occasionally exposed to wet and/or humid conditions; high, precarious places; and fumes or airborne particles. The noise level in the work environment is usually moderate.
