Job Description

This is an exciting opportunity for an individual that is prepared to push themselves to achieve excellent results. The candidate will need to be confident, driven, have a learning disposition and be prepared to part with knowledge in order to facilitate growth within their team.

• Please note that preference will be given to Employment Equity candidates, in line with the Companies transformation goals

Position OverviewThe Sales Manager will be responsible for the following:Volume dealer experience 45 new cars per month Must be able to run a team of experienced and inexperienced sales executivesDrive productivity of the sales team, in line with minimum standardsTo conduct training for the teamMust have a solid understanding of Higher Gear and how it can be used to drive salesProven track record in sales
Specific Role ResponsibilitiesOBJECTIVES AND KEY TASKSImproved Profitability:

• To ensure sales/profit forecasts are achieved as per Dealer Principal
• Sales cost not to exceed as per Dealer Principal requirements
• Rate of stock turnover to be not less Dealership requirements
• Ensure increase of local market penetration
• Ensure new car stock value does not exceed figures as per Dealership requirements
• Ensure utilisation of showroom and forecourt sales space
• Maximize sale of extras by attaining sales as per Dealership requirements
• Monitor advertising to ensure budget is not exceeded
• Monitor all contracts and leads
• Formulate sales targets for each sales person and ensure that these are achieved
• Ensure that sales staff receive new model launch training
• Ensure that all car stock, new and old, is sold at a profit

Customer Satisfaction

• Objective: Improve conversion of showroom callers to sales as per Dealership Requirements.
• Customer Complaints: Ensure complaints attributable to sales staff do not exceed Dealership requirements.
• Training: Ensure all sales staff in "face-to-face" contact receive customer relations training.

Cost Control

• Management Accounts:

• Examine monthly/quarterly management accounts.
• Monitor new car stock.
• Ensure debtor days do not exceed Dealership requirements.

Limits of Authority

• Capital Expenditure:

• State in full as agreed with Dealer Principal, showing split between new and used car operations.
• Personnel:

• Recruitment and dismissal of all staff within agreed limits.
• Operational:

• Authorization to order new cars or purchase/trade-in of new vehicles within agreed targets and forecasts.
• Authority to proceed on credit sales applications and determine discounts within agreed limits.

Main Job FunctionsStaff Management

• Staffing:

• Establish the staffing levels required to achieve departmental objectives.
• Select, hire, train, and develop sales department staff.
• Training:

• Identify departmental training needs with training staff.
• Ensure resultant training programs are completed and records are maintained.
• Establish and administer "in-dealership" training for new model launches.
• Performance & Appraisal:

• Operate staff performance and appraisal systems and take necessary actions based on results.
• Establish and review sales pay and incentive schemes.

Administration

• Administrative Functions:

• Ensure all administrative tasks, returns, record-keeping, and clerical operations are done timely and kept up to date.
• Review all departmental activities and reporting systems with Dealer Principal.
• Safety & Security:

• Ensure adequate safety and security procedures exist and are followed.
• Cleaning & Maintenance:

• Monitor cleaning of new and used car stock.
• Monitor cleanliness of showroom, forecourt sales area, and other sales-related areas.

Communications

• Internal Communication:

• Maintain good liaison with other managers.
• Advise Dealer Principal and managers on sales matters.
• Advise subordinates on sales-related matters.
• External Communication:

• Maintain direct liaison with manufacturers representatives and other contracts.
• Propose special sales promotions as necessary.
• Ensure adequate stock of car and product display material.

Marketing

• Marketing Plan:

• Formulate and initiate marketing plans for new and used car promotions.
• Analyse local customer/car preference statistics and compare with forecasts to act on any detected anomalies.
• Customer Complaints:

• Handle customer complaints and ensure corrective action is taken.
• Maintain records of customer complaints or congratulations for analysis.

FinancePricing & Discounts:

• Review pricing policies, discounts, and "trade-in" dealings to maintain dealership profitability.

Fleet & Performance Monitoring:

• Monitor costs and condition of the demonstrator fleet.
• Track sales department financial performance weekly.

Credit & Debtors:

• Monitor credit and finance commission income to meet budget requirements.
• Track outstanding debtor situation and take appropriate action.

Valuation Systems & Supplier Due Diligence:

• Valuation of trade-in cars.
• Manage Higher Gear and Bid4Cars valuation systems.
• Ensure due diligence regarding supplier workmanship and pricing.

Qualifications and ExperienceEXPERIENCE, QUALIFICATIONS AND TRAINING

• Sales management and marketing skills, knowledge and experience

• Ability to manage and administer a department, to provide organisation, systems and leadership

• Up-to-date knowledge of vehicle legislation and of trade practices

• Able to motivate a sales team to achieve objectives

• Sales qualification, technical qualifications an added advantage

1. Minimum experience required: 3 years in a similar environment2. Minimum Qualification: Higher Certificate.Volume dealer experience 45 new cars per monthManage a team of 8 Sales ExecutivesFinancial, online and marketing experience will be favourable. Internal and external complaint management and resolution will be favourable
Skills and Personal Attributes

• Ambitious (Our goal is to be the number one dealer in the country)

• Driven (The hours will be long, (07:30 -18:00) 6 days a week and public holidays, the pressure will be intense but it will be rewarding)

• Innovative (must be able to think outside the box and come up with new ideas to maintain the number one position, web business will be a key focal area )

• Team Player (You will be required to work with and support other department managers)

• Exceptional leadership skills (You will be required to lead by example and operate with integrity)

Motus