New Century Mazda

Reports to:  Dealer, General Manager, or GSM

General Description:

The Sales Manager has overall control over the sales department activities, including supervision of the sales force and management of the inventory.

Duties and Responsibilities:

• Supervise the sales department staff paying special attention to the flow of customers to the salespeople including “ups”, appointments, phone inquires, and general showroom control.
• Maintain internal control over the new and used vehicle inventory to prevent theft, vandalism, and lot damage.
• Develop marketing strategies to increase sales and gross profit using advertising, promotions, and sales incentives.
• Approve new vehicle orders and auctions purchases within management’s guidelines.
• Develop a customer retention program that includes a follow-up of prospects and a flow of sold customers to the service department.
• Control purchase orders for sales department expenses paying special attention to gas expense, reconditioning, and advertising.
• Assist accounting office with the collection of contracts in transit, vehicle receivable and NSF check accounts.
• Arrange for insurance coverage, employee benefits, legal and audit services, and any other services that protect the company’s interest and provide volume discounts.
• Assist with the management of the finance and insurance office especially with the relationship with lenders.
• Recruit, hire, and train the sales force and sales support staff.
• Forecast goals and objectives for the department and strive to meet them.
• Prepare and administer an annual operating budget for the new vehicle sales department. Attend managers’ meetings as requested.
• Assist the General Sales Manager in forecasting controllable expense elements for the new-vehicle department.
• Understand, keep abreast of, and comply with federal, state, and local regulations that affect new-vehicle sales.
• Direct and schedule the activities of all department employees. Oversee the efforts of new-vehicle salespeople to enhance the image and customer satisfaction ratings of the dealership.
• Communicate with new-vehicle salespeople to ensure that dealership policies and procedures are understood and followed.
• Monitor salespeople’s payroll records. Set sales and gross objectives for new-vehicle salespeople.
• Guide all salespeople in setting their objectives on a short and long-range basis. Review all new-vehicle salespeople’s performance as shown on the Daily Sales Operating Control. Assist in developing programs of improvement for those salespeople who are failing to reach their objectives. Recommend for dismissal any salesperson failing to meet company standards.
• Conduct daily and weekly sales training meetings as directed by the General Sales Manager. Work with salespeople on programs that will increase the new car gross and increase F&I penetration.
• Recommend to the General Sales Manager the new-car inventory to be carried by color, model, and equipment, based on a variety of customer and market analyses.
• Develop, implement, and monitor the use of a prospecting program.
• Help salespeople close deals when necessary.
• Maintain standards for the delivery of vehicles to customers.

Skills Required and Physical Demands:

1.  Prior experience as a sales person, F&I manager, or related industry manager.

2.  Excellent math, verbal, and leadership skills.  These skills may be tested and evaluated.

3.  Ability to be insured to operate a motor vehicle.

  This job description in no way implies that the duties listed here are the only ones the employee can be required to perform.  The employee is expected to perform other tasks, duties and training as directed by their supervisors