Description Job Data Job Title: Sales Manager Department: Sales Department Supervisor: General Manager Summary Description Manages employees and operations of the sales department. Key Results Areas • Sales Department Operations • Business Office Operations • Management • Customer Service • Promotions Major Duties and Responsibilities 1. Sales Department Operations • Oversee and manage all operations of new and pre-owned vehicles. • Ensure sales department contributes acceptable levels of gross and net profit. • Ensure sales personnel are well trained, motivated, and available when needed. • Determine sales quota’s for sales personnel in accordance to their skill levels. • Oversee sales, trade-ins, and delivery of all new and used vehicles. • Maintain a sales history and/or vehicle history log book. • Establish realistic forecasts. • Initiate and maintain an inventory control system along with net profit objectives which eliminate the possibility of “lower than anticipated” profits. • Become familiar and efficient with all phases of the computer system required for sales management. • Maintain a balanced new unit inventory in proportion to sales. • Establish procedures to ensure timely and proper completion of all paperwork. • Maintain showroom with a variety of vehicles set-up with different accessories and paint schemes, displayed in a well lighted environment which draws customers. • Initiate procedures for quick and efficient handling of warranty items, including tagging and proper storage of these items. • Maintain clean efficient facilities. 2. Business Office Operations • Oversee and direct the business office operational activities related to providing finance, insurance, and extended service programs. • Produce acceptable levels of revenue and profits for the dealership by selling finance, insurance, and extended service programs to new and used motorcycle customers. • Cross-sell parts, accessories, and ready-to-ride products to customers. • Establish and maintain good working relationships with several finance sources, factory and otherwise. • Actively recruit and maintain a strong market base for the providing of available finance and Insurance products. Pro-actively use sales techniques. • Analyze departmental activities and practices effective problem solving techniques. • Employ a system of responsible accounting, including budget and internal controls. Set monthly sales objectives and attain goals. Provide with reports, as requested. • Pursue a continuing program of formal and informal education in the area of expertise to maintain, strengthen and broaden service. Belong to (or join) any relevant associations. • Submit paperwork to and obtain approval from finance sources on all finance deals. • Set up finance forecasting in conjunction with the sales department forecasting to achieve a desired percent of penetration and income. This is to be done on both a monthly and an annual basis. • Maintain files of active insurance and financial agencies. Maintain a Finance and Insurance logbook. Prepare monthly penetration reports on finance penetration. • Establish and maintain procedures to ensure timely and proper completion of all sales related paperwork. Also check all paperwork for correct title, line information, taxes, errors, etc. • Handle all rate quotations. 3. Management • Establish departmental work schedule, balancing the work load of all employees. • Train Staff to use consistent and current sales methodologies. • Set policies and procedures for sales department. • Manage employee performance (evaluate and council) and conduct performance reviews in a timely manner. • Assist with recruiting, interviewing, hiring, and terminating employees. • Forward records of all employee performance reviews, disciplinary actions, job promotions, pay adjustments and letters of commendation to appropriate personnel for placement in personnel files. • Provide training for all sales employees (seminars; workshops; sales schools, etc.). • Maintain sales follow up programs. • Maintain budgeted revenue and expense objectives. • Develop promotional campaigns in conjunction with the parts and service departments. • Maintain efficiency reports on sales representatives. • Provide reports to GM, as requested. • Develop monthly and annual objectives for the department in collaboration with GM. • Attend training sessions to keep current with sales department issues. • Set up and maintain an adequate program which will ensure a 100% turnover ratio to the Business Manager or F&I department. • Responsible for informing the entire dealership staff of any new programs or promotions relative to F&I. Also develop promotional campaigns in conjunction with other departments. 4. Customer Service • Provide prompt, dependable, high quality, vehicle sales to customers by using current pro-active feature benefit sales techniques. • Greet customers immediately, in a courteous and friendly manner. • Handle telephone transactions quickly, and courteously. • Ensure customers are properly qualified for needs, wants, and ability to buy. • Institute a feature / benefit selling methodology so that all customers receive consistent treatment when doing business. • Ensure cross sales of P&A, financing, general merchandise, warranties, insurance products and services. • Develop and ensure use of a common and consistent quotation methodology for vehicle sales, trade-ins and purchases. • Ensure that the delivery of any new or used motorcycle is and “EVENT” that will endear customer to the dealership. • Demonstrate commitment to the dealership’s philosophy of quality service to all customers and acts as a role model to other dealership employees. • Establish and ensure road test, pre-delivery inspection, and vehicle delivery policies and procedures are followed. • Handle customer complaints reasonably, showing empathy and a positive attitude, and demonstrate our commitment to “Make Things Right”. 5. Promotions • Plan and execute “exceptional” promotions to bring both “new and existing” customers into the dealership on a regular basis. • Coordinate promotions with other departments to maximize return on promotions spending. 6. Other Duties • As Assigned Commitments • Treat all employees and customers fairly, courteously, and with dignity. • Model superior customer service behavior for all sales personnel by maintaining positive relationships with customers, employees GM and owner(s). • Remain current with all sales department training available by reviewing ProSell & P.A.C.E. tapes and attending seminars, workshops, and other related training programs. • Be prompt and available for flexible scheduling. • Be honest and fair in all business dealings. • Demonstrate an interest in growing the sales business. • Focus on quality. Requirements Qualifications & Job Requirements • 3-5 years progressive experience within the sales department of a motor vehicle dealership. • Prefer knowledge and experience with sales of Harley-Davidson motorcycles, and other products sold by the dealership, or the demonstrated ability to quickly learn them. Physical Demands • The noise level in the work environment is occasionally loud. • Occasionally requires the ability to balance and push a 900 lb. motorcycle. Working Conditions • Is potentially exposed to battery acid, gasoline, chemical cleaning materials or other toxic materials commonly found in a motor vehicle service department. • Occasionally, exposed to exhaust fumes or other airborne particles.