General Sales Manager – Whiteoak Ford Lincoln

Reports To
General Sales Manager/General Manager

Job Summary
The New Car Sales Manager under the direction of the General Sales Manager or General Manager will primarily be responsible and accountable for customer retention and profitability in this profit center by hiring, training, and measuring the performance of salespeople and establishing customer-focused sales standards.

Job Duties

• Ensures proper follow up of all potential buyers utilizing the CRM as well as Upgrade System
• Ensures salespersons are making an average of 40 calls per day
• Conducts daily sales workshops, “one to one” meeting with each salesperson per week as well as a weekly combined sales meeting.
• Ensures salespersons are in constant touch with customers arising from appointments from internet and phone leads, customers in good position to purchase in the Upgrade System, customers who are in their database but not in the Upgrade System and inactive service database allocated to them by management
• Ensure 100% turnover of customers in the showroom prior to their leaving the showroom
• Makes best efforts to ensure 100 percent turnover of each customer to F&I.
• Maximizes taking customer turnovers to close deals (at least 75% of customers)
• Checks all sales documents carefully to ensure no fraudulent deals are taking place that will place the dealership at risk from fraudulent customers
• Maintains an appointment closing ratio of 50% for walk-in customers as well as those who came on appointments to purchase a vehicle
• Every morning does a lot walkaround to see if there are any holes in the inventory lines and if any vehicles are missing. At the same time does a random inspection of the condition of vehicle on the lot especially used vehicles
• Orders new vehicles in consultation with and approval from senior management using the Ordering Template
• Carries out trade appraisals as needed always ensuring that the trade-in vehicle is driven personally. Does not give final numbers on trades until vehicle is seen and driven. If a trade value was given in the past for example on ordered vehicles, then re-appraises the vehicle once again when the actual deal takes place
• Enforces an average 60 day turn policy on new and used vehicles

Other duties

• Ensure that the sales team always wear proper professional attire as dictated by dealership management
• Forecasts goals and objectives for sales, gross, and key expenses on a monthly and annual basis.
• Prepares and administers a monthly and annual operating budget for the vehicle sales department.
• Hires, trains, motivates, counsels and monitors the performance of all sales employees.
• Understands, keeps abreast of, and complies with federal, state, and local regulations that affect new and pre-owned vehicle sales.
• Prepares schedules of all department employees, always ensuring proper staffing.
• Sets monthly goals and objectives for the sales team and provides them with the support to meet these goals.
• Maintains and reports an accurate daily sales log that reflects all sales activities in the dealership.
• Maintains teamwork in a customer-focused sales environment throughout the sales, delivery, and follow-up process to ensure that they are meeting the CSI targets and are consistently above the Zone/ Region/ District averages
• Ensures that salespeople understand and follow dealership policies and procedures.
• Works with Business Managers to increase F&I gross and penetration.
• Processes salesperson commission sheets
• Reviews inventory regularly to ensure the proper mix of grounded stock for maximum turnover efficiency.
• 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.
• Follows process daily to buy and sell vehicles from and to service customers
• Follows process to daily buy and sell vehicles to inactive service database
• Ensures that cosmetic and mechanical reconditioning is performed within the dealership’s cost and time limitations.
• Plans and controls the display of used vehicles.
• Establishes and controls auction/ wholesaling activities.
• 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.
• Tracks results of auction purchase and compares gross profits of auction vehicles with those of trade-ins.
• Handles customer complaints immediately and according to dealership’s guidelines
• Attends weekly managers meetings hosted by the GM.
• Ensures any file removed from the sales filing cabinet is returned as soon as possible.
• Orphan customers are assigned on a fair and equitable basis to Sales Advisors.
• Completes vehicle condition reports (VCR) on all terminated lease vehicles and submits to manufacturer.
• Communicates with Financial entities regarding any customer concerns with their account or any other lease/ finance situations requiring information from banks or manufacturers captive financial institutions.

Expectations

• Collaborate with corporate team and bring forth ideas and suggestions.
• Other training, as needed.
• Always conduct yourself in a professional manner.
• Maintain a safe work environment.
• Maintains a professional appearance.
• Adhere to all company policies and procedures.

Job Requirements

• Minimum of 3 years of experience in automotive service management
• Strong leadership skills with the ability to motivate and inspire a team.
• Excellent communication, negotiation, and interpersonal skills
• Valid driver’s license with a clean driving record
• Proficiency in Microsoft Office/Excel and computer applications
• High level of integrity and dependability with a strong sense of urgency and results