Position Overview
- The Sales Manager will be responsible for the following:Volume dealer experience 45 new cars per month Must be able to run a team of experienced and inexperienced sales executivesDrive productivity of the sales team, in line with minimum standardsTo conduct training for the teamMust have a solid understanding of Higher Gear and how it can be used to drive salesProven track record in sales
Specific Role Responsibilities
OBJECTIVES AND KEY TASKS
Improved Profitability:-.
- To ensure sales/profit forecasts are achieved as per Dealer Principal.
- Sales cost not to exceed as per Dealer Principal requirements.
- Rate of stock turnover to be not less Dealership requirements.
- To ensure increase of local market penetration
- To ensure new car stock value does not exceed figures as per Dealership requirements
- To ensure utilisation of showroom and forecourt sales space
- To maximize sale of extras by attaining sales as per Dealership requirements
- To monitor advertising to ensure budget is not exceeded.
- To monitor all contracts and leads
- To formulate sales targets for each sales person and ensure that these are achieved
- To ensure that sales staff receive new model launch training.
- To ensure that all car stock, new and old, is sold at a profit
Customer Satisfaction:-
- To improve the conversion of showroom callers to sales by – as per Dealership Requirements..
- To ensure that customer complaints attributable to sales staff do not exceed as per Dealership requirements.
- To ensure that all sales staff in "face-to-face" contract receive customer relations training.-
Cost Control:
- To examine monthly/quarterly management accounts
- To monitor new car stock
- To examine monthly/quarterly management accounts to ensure that debtor days do not exceed as per Dealership requirements.-
LIMITS OF AUTHORITY:
- Capital Expenditure:-(State in full as agreed with Dealer Principal showing split between new and used car operations).-
- Personnel:Recruitment and dismissal of all Staff within agreed limits.-
- Operational:Authorisation to order new cars or purchase/trade-in of new vehicles within agreed targets and forecasts.
- Authority to proceed on credit sales applications and determine discounts within agreed limits.-
MAIN JOB FUNCTIONS:
Staff:
- To establish the staffing levels required to achieve departmental objectives.
- To select, hire, train and develop sales department staff.
- To identify departmental training needs in conjunction with training staff.
- To ensure resultant training programmers are completed and adequate records maintained.
- Establish and administer "in-dealership" training as required to cater for new model launches.
- Operate staff performance and appraisal systems and ensure action taken on results.
- Establish and review sales basic pay and incentive schemes..
Administration:
- Ensure all administrative functions, returns, record keeping and clerical operations are carried out at the appropriate time and kept up to date.
- Review with Dealer Principal all activities and reporting systems within department.
- Ensure that adequate safety and security procedures exist and are operated.
- Monitor cleaning of new and used car stock.
- Monitor cleanliness of showroom, forecourt sales area and other sales-related areas..
Communications:
- Maintain good liaison with other managers.
- Advise Dealer Principal and all other managers on sales matters.
- Advice subordinates on appropriate sales related matters.
- Maintain direct liaison with manufacturers’ representatives and all other contracts.
- Propose special sales promotions as appropriate.
- Ensure adequate stocks of car and product display material is available..
Marketing:
- Formulate marketing plan, initiate and conduct new car launches and promotions.
- Formulate marketing plan and initiate used car sales promotions..
- Analyse local customer/car preference statistics and compare with new and used car forecasts, acting on any anomalies detected.
- Handle customer complaints and ensure corrective action is taken.
- Maintain record of customer complaints or congratulations for analysis and use as required..
Finance:
- Review all pricing policies, discounts and "trade-in" dealings to maintain dealership profitability
- Monitor costs and general condition of demonstrator fleet.
- Monitor sales department financial performance weekly.
- Monitor credit and finance commission income to ensure budget requirements are met.
- Monitor outstanding debtor situation and take appropriate action.
Valuation of trade in cars
- Management of the Higher Gear system
- Management of the Bid4Cars valuation system
- Due diligence with regards to supplier workmanship and pricing
Qualifications and Experience
EXPERIENCE, QUALIFICATIONS AND TRAINING
- Sales management and marketing skills, knowledge and experience.
- Ability to manage and administer a department, to provide organisation, systems and leadership.
- Up-to-date knowledge of vehicle legislation and of trade practices.
- Able to motivate a sales team to achieve objectives.
- Sales qualification, technical qualifications an added advantage.
Minimum experience required:
- 3 years in a similar environment.
Minimum Qualification:
Volume dealer experience 45 new cars per month
Manage a team of 8 Sales Executives.
Financial, online and marketing experience will be favourable.
Internal and external complaint management and resolution will be favourable
Skills and Personal Attributes
- Ambitious (Our goal is to be the number one dealer in the country)
- Driven (The hours will be long, (07:30 -18:00) 6 days a week and public holidays, the pressure will be intense but it will be rewarding)
- Innovative (must be able to think outside the box and come up with new ideas to maintain the number one position, web business will be a key focal area )
- Team Player (You will be required to work with and support other department managers)
- Exceptional leadership skills (You will be required to lead by example and operate with integrity)
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