PURPOSE OF JOB:

This position is responsible for directing and managing the Sales department’s efforts to ensure the dealership meets or exceeds its vehicle sales unit, gross profit, and other key performance measurement objectives on a daily, monthly, and annual basis. Meets objectives through management strategies that include planning, organizing, coordinating, staffing, training, coaching, and measuring the activities of team members. The Sales Manager directly manages a team of direct reports who are in Sales Consultant roles.

JOB DUTIES:

Job-Specific Duties

• Regularly ensures the department and individual team members meet or exceed metrics related to units sold, gross profit, and other key performance metrics.
• Ensures 100% compliance with the Romain Selling Process, logging of all daily traffic into our Customer Relationship Management (CRM) system, and turnover to the Sales desk.
• Ensures 100% demonstration rides for all Sales Consultants with the customer.
• Ensures 100% trade evaluation by Sales Consultants.
• Ensures 100% submission of Discovery forms on all prospects to the Sales desk.
• Ensures the appearance of the showroom and other customer areas are neat, clean, and attractive to our guests.
• Personally thanks each prospect and buyer.
• When absent from the sales floor, make certain that another member of the Management Team is available to monitor Sales Consultants and floor traffic.
• Prepares yearly plans and objectives and assists with budgets and forecasting for vehicle sales and gross profits, and frequently review plans to stay on track to meet or exceed objectives.
• Maintain pre-owned vehicle inventory at a level consistent with unit and dollar value parameters established by senior management.
• Appraise all potential trade-in vehicles using our Trade Evaluation Process, directly involving the customer. Appraised value must be consistent with current auction wholesale values.
• Coordinate the preparation, reconditioning and delivery of all pre-owned vehicles in accordance with company policies.
• Ensure all pre-owned vehicles to be retailed are properly inspected and prepared to company standards.
• Wholesale pre-owned vehicles that are not retail units, within seven (7) days of acquisition.
• Physically inspect the pre-owned vehicle inventory twice a week to prevent a stale appearance.
• Ensure all new and pre-owned vehicles are washed at least twice a week. Coordinate efforts with the Detail Manager.
• Maintain an inventory mix that offers the best-selling vehicles, and that is consistent with the Romain Inventory Strategy Process.

Management & People Development

• Effectively builds, manages, and develops talent to support a performance culture within the department.
• Closely manages employees, utilizing 1-on-1 meetings and Subject & Action (S&A) accountability standards.
• Conducts timely performance appraisals for employees. Ensures timely submission and monitoring of annual business plan goals for yourself and your direct reports.
• Ensures team members achieve minimum annual training requirements, as appropriate.
• Conducts and documents daily activity through one-on-one sessions with each Sales Consultant. The Sales Manager is responsible for inspecting the Sales Consultants’ follow-up system during their daily one-on-one meetings.
• Monitors Sales Consultants for follow-up with prospective customers and with sold customers.
• Assigns minimum standards to each Sales Consultant, in conjunction with the Management Team and Sales Consultant.
• Assigns a monthly unit, gross profit, and Finance & Insurance (F&I) objectives based on seasonal trends and holds Sales Consultants accountable for achieving them.
• Requires all Sales Consultants to update CRM activities daily in the system as well.
• Ensure all Sales Consultants are using the Discovery forms to follow up with their current customer base
• Provides training and role-playing, daily, with all Sales Consultants.
• Maintains a weekly and monthly work schedule for all Sales Consultants. Coordinates days off, vacations, etc. to always ensure proper floor coverage.
• Conducts regular sales meetings and provides new employee orientation.
• Through close management and monitoring, ensures that each Sales Consultant has at least one verifiable appointment each workday that they are on the floor. Monitors to ensure appointments are set and kept. Follows up with all prospects within one business day of their visit to the dealership.

General

• Ensures prompt and regular attendance, of self and direct reports.
• Performs other appropriate duties as may be assigned by Management.
• Travels as business needs may require.

Quality & Continuous Improvement

• Personally commits to quality in all aspects of work.
• Provides “World Class Customer Service” for internal and external customers.
• Participates in and promotes the established Quality Improvement Process (QIP) for continuous improvement.
• Participates on teams to research, measure, and correct problems and to strive for process improvement.
• Communicates and exemplifies the Company’s Mission Statement, Vision Statement, Values, and Philosophy.
• Attends at least ten (10) credit hours of training each calendar year to continue development of work-related skills.

Education:

• Some college experience is minimally required, with a relevant college degree preferred.

Experience:

• 5 years of prior pre-owned car automotive dealership sales management experience is preferred.

Other Knowledge, Skills, Abilities & Competencies:

• Past work history must confirm a high level of energy and communication as well as the ability to work in a fast-paced and detail-oriented style of leadership.
• Must possess expert knowledge of the pre-owned car dealership sales industry.
• Must be able to communicate effectively, in written, verbal, presentation, and active listening forms. Presents in both one-on-one and small group presentation settings, at all levels of the organization and in outside settings such as retail advertising and speaking to outside contacts on behalf of our business.
• Demonstrate a focus on customer service excellence and deal effectively with customers in all situations.

• Demonstrate strong problem-solving abilities, across a broad range of issues, and ensure successful implementation of corrective actions.
• Demonstrate a high level of confidentiality in protecting business-related information.
• Must possess and continuously maintain a valid driver’s license with an acceptable driving record.

This does not necessarily list all responsibilities, duties, requirements or efforts associated with the job. While this list is intended to be an accurate reflection of the job, the company reserves the right to review and modify the functions, duties and requirements of the job or to require that additional or different tasks be performed as circumstances or business needs require.