Sales Manager Used Vehicles (Hyundai Northcliff) at Hyundai Automotive South Africa

Job Description

MAIN PURPOSE OF JOB

• To maximize sales and profitability through satisfaction and retention of customers to meet sales forecast.
• To develop the necessary sales organisation to meet sales and profitability objectives.
• To ensure optimum stock of cars on premises and/or on order.
• To ensure cost control to budget within department.Please note that preference will be given to Employment Equity candidates in line with the Companies transformation targets.

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 executives.
• Drive productivity of the sales team, in line with minimum standards.
• To conduct training for the team.
• Must have a solid understanding of Higher Gear and how it can be used to drive sales.
• Proven 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.
• 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:

Authorization 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 Carso Management of the Higher Gear systemo Management of the Bid4Cars valuation systemo Due diligence with regards to supplier workmanship and pricing

Qualifications and Experience

EXPERIENCE, QUALIFICATIONS AND TRAINING:

•  Sales management and marketing skills, knowledge and experience.
• Sales qualification, technical qualifications an added advantage.
• 3 years in a similar environment.Minimum Qualification: Higher Certificate. 
• 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

•  Plan, Manage and Monitor the implementation of used vehicle sales activities and processes in order to enhance service delivery and maximize profit. 
• 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.                                                                                                                                                          .