Assumes responsibility for customer retention and profitability in the new- and used-vehicle profit centers. Fulfills responsibilities primarily through effective personnel management, knowledge of market potential, established performance standards, and a keen awareness of each department's break-even data.
ESSENTIAL DUTIES include the following. Other duties may be assigned.
Participates in the preparation of the annual dealership forecast by projecting unit sales, gross profits, expenses, and operating profits for the new- and used-sales departments.
Meets with sales managers (new and used) to establish annual and monthly objectives for unit sales, gross profits, expenses, and operating profit.
Ensures that sales managers (new and used) understand dealership policies, procedures, and sales systems.
Hires, trains, supervises, and monitors the performance of the new- and used-vehicle department managers.
Establishes standards for displaying, merchandising, and maintaining new and used vehicles.
Works with the general manager to determine appropriate days’ supply for new and used vehicles and orders/acquires vehicle inventory accordingly.
Establishes procedures for quick disposal of over-aged vehicles.
Audits repair orders for used vehicles as needed to ensure prompt reconditioning.
Meets with the general manager to review monthly forecasts, commission sheets, productivity reports, and the profit performance of each department as a whole and each salesperson individually.
Studies local market conditions, demographics, and past sales history. Makes recommendations to the general manager regarding short- and long-range advertising plans, sales promotions, staffing needs, lease promotions, and compensation plans.
Conducts major sales promotions and advertising as needed (i.e., used car classifieds, large new display ads, radio, etc.).
Approves all sales incentives in writing before submitting to the office.
Addresses customer complaints to ensure high level of customer satisfaction.
Creates systems that ensure ongoing sales training, including weekly or daily sales meetings.
Audits all appraisals of trade-in vehicles. Attends auction at least once monthly.
Reviews and initials all deals before they are posted.
Facilitates new-vehicle pre-delivery with the service manager.
MARGINAL DUTIES include the following. Other duties may be assigned.
Makes sure facility is secure, well lit, and professional in appearance.
Initiates and follows through on corrective action and counseling of sales management and personnel to ensure compliance with all company policies and procedures.
Maintains a professional appearance.
Issues all demonstrators and ensures that appropriate dealership records are maintained.
Checks the condition of all demonstrators monthly.
Attends managers’ meetings as requested.
ADDITIONAL RESPONSIBILITIES
Arrives to work on time.
Follows instructions from a supervisor.
Interacts effectively with co-workers.
Communicates regularly with area and corporate management.
Understands and follows work rules and procedures.
Accepts constructive criticism.
SUPERVISORY RESPONSIBILITIES Responsible for sales personnel and the development thereof through training.
QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION and/or EXPERIENCE High school diploma or equivalent. At least two years in a dealership sales environment.
LANGUAGE SKILLS Excellent verbal and written communication skills.
PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
SCOPE OF POSITION
This document is intended to set forth the general specifications of this position. Alternate duties may be assigned to the incumbent not specifically mentioned herein.