Job Description

SUMMARY

Ensures customer retention and the profitability of this profit center by recruiting qualified sales personnel. Assumes responsibility for purchasing, displaying, and merchandising the new vehicle inventory.

ESSENTIAL DUTIES

• Essential Duties include the following. Other duties may be assigned.
• Forecasts goals and objectives for sales, gross, and key expenses on a monthly and annual basis.
• Hires, motivates, counsels, and monitors the performance of all new-vehicle sales employees.
• Prepares and administers an annual operating forecast and budget for the new-vehicle sales department.
• Understands, keeps abreast of, and complies with federal, state, and local regulations that affect new-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 new-vehicle purchasers.
• Maintains vehicle inventory. Monitors customers 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 all new-vehicle salespeople.
• Conducts daily and weekly sales and sales training meetings.
• Establishes and enforces product-knowledge standards.
• Oversees the efforts of new-vehicle 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 the new-vehicle sales manager regarding units needed for new-vehicle inventory.
• Ensures that new-vehicle 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 a turn policy.
• Appraises all incoming new vehicles.
• Ensures that cosmetic and mechanical reconditioning is performed within the dealership's cost and time limitations.
• Plans and controls the display of new vehicles.
• 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 new 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.
• Maintains professional appearance.

MARGINAL DUTIES

• Marginal Duties include the following. Other duties may be assigned.

SUPERVISORY RESPONSIBILITIES

• Manages New Truck Sales staff

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

• Bachelor's degree (B. A.) from four-year college or university; or one to two years related experience and/or training; or equivalent combination of education and experience.

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