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Sales Director
2 months ago
The Sales Director ensures that the dealership meets its sales quotas and profit objectives on a daily, monthly, and yearly basis. S/he will ensure that the retail and fleet units sold produce sufficient gross to aid the dealership in reaching its profit objective on a monthly and yearly basis. S/he will accomplish these objectives through planning, organizing, coordinating, and measuring the activities of the New- and Used-vehicle Sales Departments.
Duties and Responsibilities:- Monthly Sales Projections: Make a monthly projection of the vehicle requirements by department for the immediate 90-day sales period.
- Forecasting: Determine monthly and yearly forecasts in terms of unit sales, gross profit objectives, and departmental profits.
- Individual Sales Performance: Forecast monthly with each salesperson to establish objectives in terms of the number and type of customers coming into the dealership, closing percentages in each category, time utilization, prospecting efforts, unit sales, and projected income.
- Strategic Planning: Recommend to the Dealer procedures for short-and long-range advertising, sales promotions, staffing needs, lease promotions, compensation plans, customer complaints, salespersons' evaluations, and car rentals.
- Weekly Planning: Prepare a Plan of the Week and submit to the Dealer.
- Daily Sales Meetings: Meet with each salesperson as early as possible every day to review yesterday's results and today's plan of action.
- Sales Team Development: Conduct sales meetings, facilitate pre-delivery with the Service Manager, provide on the job training for salespeople, and ensure that salespeople are following an established prospecting program to obtain optimum results.
- Performance Monitoring: Review monthly commission sheets, productivity reports, salespersons' monthly forecast, and profit performance with the Dealer by salesperson and as a department.
- Inventory Management: Maintain a balanced vehicle inventory and establish a program for moving new cars in inventory over 90 days and used cars in inventory over 45 days.
- Vehicle Presentation: Require that standards are maintained for displaying, merchandising, and maintaining vehicles.
- Customer Satisfaction: Ensure that every prospect is thanked personally, check the condition of all demonstrators monthly, and keep an accurate count of floor traffic.
- Quality and Safety: Implement and monitor Factory Standards and programs to achieve 100% Customer Satisfaction, conduct and document ongoing refresher safety training within the sales department, conduct periodic self-inspection for hazard assessment within the sales department, and ensure that sales department employees follow safety policy and practices and that they report any and all accidents immediately.
