Sales Manager

Job Title………………….Sales Manager

Department……………...Sales Department

Supervisor……………….General Manager / Dealer Principal

Summary Description

Manages employees and operations of the sales department.

Potential to make up to $150,000 yearly.

Key Result Areas

· Sales Department Operations

· Customer Service

· Management

Major Duties and Responsibilities

1)Sales Department Operations

· Oversee and manage all operations of new and pre-owned vehicles.

· Ensure sales department contributes acceptable levels of gross and net profit.

· Ensure sales personnel are well trained, motivated, and available when needed.

· Determine sales quota’s for sales personnel in accordance to their skill levels.

· Oversee sales, trade-ins, and delivery of all new and used vehicles.

· Maintain a sales history and/or vehicle history log book.

· Establish realistic forecasts.

· Initiate and maintain an inventory control system along with net profit objectives which eliminate the possibility of “lower than anticipated” profits.

· Become familiar and efficient with all phases of the computer system required for sales management.

· Maintain a balanced new and used unit inventory in proportion to sales.

· Establish procedures to ensure timely and proper completion of all paperwork.

· Maintain showroom with a variety of vehicles set-up with different accessories and paint schemes, displayed in a well lighted environment which draws customers.

· Initiate procedures for quick and efficient handling of warranty items, including tagging and proper storage of these items.

· Maintain clean efficient facilities.

2)Customer Service

· Provide prompt, dependable, high quality, vehicle sales to customers by using current pro-active feature benefit sales techniques.

· Greet customers immediately, in a courteous and friendly manner.

· Handle telephone transactions quickly, and courteously.

· Ensure customers are properly qualified for needs, wants, and ability to buy.

· Institute a feature / benefit selling methodology so that all customers receive consistent treatment when doing business.

· Ensure cross sales of P&A, financing, general merchandise, warranties, HOG Dues, insurance products and services.

· Develop and ensure use of a common and consistent quotation methodology for vehicle sales, trade-ins and purchases.

· Establish and ensure road test, pre-delivery inspection, and vehicle delivery policies and procedures are followed.

· Handle customer complaints reasonably, showing empathy and a positive attitude, and demonstrate our commitment to “Make Things Right”.

3)Management

· Maintain sales follow‑up programs.

· Maintain budgeted revenue and expense objectives.

· Develop promotional campaigns in conjunction with the parts and service departments.

· Maintain efficiency reports on sales representatives.

· Provide reports to GM, as requested.

· Develop monthly and annual objectives for the department in collaboration with GM.

· Attend training sessions to keep current with sales department issues.

4)Other Duties

· As necessary

Supervisory Responsibilities

· Establish departmental work schedule, balancing the work load of all employees.

· Train Sales Representatives to use consistent and current sales methodologies.

· Set policies and procedures for sales department.

· Manage employee performance (evaluate and council) and conduct performance reviews in a timely manner.

· Assist with recruiting, interviewing, hiring, and terminating employees.

· Forward records of all employee performance reviews, disciplinary actions, job promotions, pay adjustments and letters of recommendation to appropriate personnel for placement in personnel files.

· Provide training for all sales employees (seminars; workshops; sales schools, etc.).

Commitments

· Treat all employees and customers fairly, courteously, and with dignity.

· Model superior customer service behavior for all sales personnel by maintaining positive relationships with customers, employees GM and owner(s).

· Remain current with all sales department training available.

· Be prompt and available for flexible scheduling.

· Be honest and fair in all business dealings.

· Demonstrate an interest in growing the sales business.

· Focus on quality.

Qualifications & Job Requirements

3 years progressive experience within the sales department of a motor vehicle dealership.

· Prefer knowledge and experience with sales of Harley-Davidson motorcycles, and other products sold by the dealership, or the demonstrated ability to quickly learn them.

Physical Demands

· The noise level in the work environment is occasionally loud.

· Occasionally requires the ability to balance and push a 750+ lb. motorcycle.

Working Conditions

· Is potentially exposed to battery acid, gasoline, chemical cleaning materials or other toxic materials commonly found in a motor vehicle service department.

· Occasionally, exposed to exhaust fumes or other airborne particles.