At Smart Honda, the Sales Manager creates and maintains the image of the dealership through advertising and is a prominent presence within the dealership, interacting continually with sales staff and customers. The Sales Manager is directly responsible for ensuring that the department operates in a manner acceptable to upper management. It is the responsibility of this manager to accurately plan and forecast sales, to develop annual sales goals for the dealership as part of an annual business plan, and then to constantly monitor the dealership’s sales in relation to the plan, revising the plan when appropriate. In addition, it is the responsibility of the Sales Manager to hire and develop the sales staff for the dealership and to ensure customer satisfaction. In sales situations, this manager helps to complete the sale, balancing the needs of the customer, the sales consultant, and the dealership. Importantly, the Sales Manager is responsible for the training, development, and motivation of the sales staff and serves as a role model for them. As the manager responsible for vehicle sales, this manager must know all of the variables which will affect the business plan, including supply, demand, profit, competition, promotion, pricing, manufacturing issues, insurance rates, and finance rates. H/she must be able to take measures to compensate for the unexpected. The Sales Manager is responsible for planning, organizing and controlling the activities of the sales department and in measuring the performance of the members in the department. The Sales Manager is responsible for maintaining a well-balanced inventory and selling each unit at a maximum gross with minimum expense. H/she will be responsible for appraising, reconditioning, displaying, and merchandising the vehicles. H/she will set objectives for the department and accomplish them through planning, organizing, controlling, and measuring the performance of sales consultants.
DUTIES AND RESPONSIBILITIES:
(Preceding “E” means Essential; “M” means Marginal)
E Forecasts goals and objectives for the department and strives to meet them.
E Strives for harmony and teamwork with all other departments.
E Prepares and administers an annual operating budget for the department.
E Attends managers’ meetings as requested.
E Establishes recommended unit sales and dollar gross profit objectives for the Daily Operating Control.
E Forecasts controllable expense elements for the department.
E Understands, keeps abreast of, and complies with federal, state, and local regulations that affect sales of the department (e.g., ensure that Buyer’s Guide stickers are affixed to the window of every used vehicle).
E Hires, trains, motivates, counsels, and monitors the performance of department members.
E Directs and schedules the activities of all department members.
E Conducts daily and weekly sales training meetings as directed by the General Manager.
E Monitors sales consultant’s payroll records.
E Oversees the efforts of sales consultants to enhance the image and customer satisfaction ratings of the dealership.
E Communicates with sales consultants to ensure that dealership policies and procedures are understood and followed.
E Sets sales and gross objectives for sales consultants.
E Guides all sales consultants in setting their objectives on a short- and long-range basis.
E Establishes a program which ensures that sales consultants are kept informed of all new inventory.
E Reviews all sales consultants’ performance as shown on the Daily Sales Operating Control.
E Assists in developing programs of improvement for those sales consultants who are failing to reach their objectives.
E Recommends for dismissal any sales consultant failing to meet company standards.
E Works with sales consultants on programs that will increase the per vehicle gross and increase F&I penetration.
E Establishes and enforces product-knowledge standards.
Customer- and Department-related and Other:
E Recommends to the General Manager the new car inventory to be carried by color, model, and equipment, based on a variety of customer and market analyses (NVSM).
E Develops, implements, and monitors the use of a prospecting program.
E Helps sales consultants close deals when necessary. (Turnover mandatory.)
E Maintains standards for the delivery of vehicles to customers.
E Assists in the development of advertising campaigns and other promotions.
E Communicates daily with the new car department/used car department regarding trade-ins.
E Monitors customer and market analyses to determine what customers want to buy.
E Maintains a used-vehicle inventory that features a variety of colors, models, and equipment (UVSM).
E Attends the auction as needed on a regular basis (UVSM).
E Seeks out good-quality, low-mileage units at other dealerships, from newspaper ads, and any other sources available (UVSM).
E Enforces a 70-day turn policy (UVSM).
E Establishes standards for appraising (UVSM).
E Establishes procedures for the use of forms for appraising and reconditioning (UVSM).
E Ensures that cosmetic and mechanical reconditioning is performed within the dealership’s costs and time limitations (UVSM).
E Plans and controls the display of vehicles.
E Establishes and controls wholesaling, with Dealer’s concurrence (UVSM).
High school diploma or the equivalent. Ability to read and comprehend instructions and information. Two years of sales experience (NVSM). One year sales experience (UVSM). Supervisory experience preferred. Valid driver’s license and driving record to meet company standards. Broad knowledge of all types of vehicles (UVSM). Professional personal appearance. Excellent communication and managerial skills.
The Sales Manager works both indoors and out, moving about the dealership facility and lot to communicate with sales consultants and customers. H/she works closely with the F&I department, other sales departments, service department, and body shop. H/she will be required to attend auctions (UVSM). Weekend, evening, and holiday hours will be required. May go on test drives.
NOTE: This is not necessarily and exhaustive list of all responsibilities, skills, duties, requirements, efforts, or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the functions or duties of the job or to require that additional or different tasks be performed when circumstances change (e.g., emergencies, changes in personnel, workload, rush jobs, technological developments, etc.).
I have carefully read and understand the contents of this job description. I understand the responsibilities, requirements and duties expected of me. I also understand that this job description does not constitute a contract of employment nor alter my status as an at-will employee. I have the right to terminate my employment at any time and for any reason, and the dealership has a similar right.