Sales Manager

• Forecasts goals and objectives for sales, gross, and key expenses on a monthly and annual basis.
• Hires, motivates, counsels, and monitors the performance of sales employees.
• Prepares and administers an annual operating forecast and budget for the sales department.
• Understands, keeps abreast of, and complies with federal, state, and local regulations that affect used-vehicle sales.
• Directs and schedules the activities of all department employees, ensuring proper staffing at all times.
• Assists individual salespeople in setting aggressive yet realistic monthly goals and objectives and provides them with the support to meet these goals.
• Ensures proper follow up of all potential buyers by developing, implementing, and monitoring a prospecting and sales control system.
• Develops, implements, and monitors a follow-up system for vehicle purchasers.
• Maintains vehicle inventory. Monitors customer’s likes and dislikes, lost sales, and dealership sales history and conducts local market analyses to determine which vehicles to stock.
• Processes salesperson commission sheets daily and monitors the payroll records of salespeople.
• Conducts daily and weekly sales and sales training meetings.
• Establishes and enforces product-knowledge standards.
• Oversees the efforts of salespeople to enhance the image and customer satisfaction ratings of the dealership.
• Helps salespeople close deals.
• Ensures 100 percent turnover of each customer to F&I.
• Communicates daily with other sales managers regarding units needed for vehicle inventory.
• Ensures that salespeople are informed of all new inventory and current advertising efforts, including special sales.
• Studies newspaper ads and any other sources available to find good-quality, low-mileage units.
• Enforces an average 45 day turn policy.
• Appraises incoming used vehicles.
• Ensures that cosmetic and mechanical reconditioning is performed within the dealership’s cost and time limitations.
• Establishes and controls wholesaling activities.
• Establishes delivery procedures and ensures that delivery includes an introduction to the service department and scheduling of the first service appointment.
• Assists in the development of advertising campaigns and other promotions.
• Keeps abreast of auto auction activity and prices and attends auctions on a regular basis.
• Approves all paperwork from auctions and provides proper documentation to the office for purchases.
• Notifies the used vehicle department manager of anticipated delivery of purchases.
• Tracks results of auction purchases and compares gross profits of auction vehicles with those of trade-ins.
• Develops and maintains outside sources (wholesalers and retailers) for both buying and selling units.
• Handles customer complaints immediately and according to dealership’s guidelines.
• Attends managers meetings.

Additional Responsibilities:

• Directs merchandising and advertising efforts for the sales department in conjunction with senior management. Ensures that the marketing spend is within the budget allocated.
• Assists in development of advertising campaigns, mass email campaigns, ringless voice campaigns, community marketing efforts and other promotions.
• Ensures that salespeople are informed about incoming inventory, current advertising efforts, including special sales.