JOB DESCRIPTION



JOB DESCRIPTION

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3. Job Title: Sales Manager

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1. Reporting to (Line Manager): Retailer Principal

Responsible for (Reporting staff):

Job Holder:

In the event of annual leave, illness or any other absence from the company, the nominated deputies for this position are the Retailer Principal or _____________

Main Purpose of Job:

• To develop and agree sales plans and budgets, including new cars, accessories, used cars, overheads and all related items. To achieve marketing, sales and financial targets, including Manufacturer New Vehicle Purchasing Agreement.

• To organise, direct and control the activities of Sales staff and administrative support to achieve plans and budgets, ensuring optimum use of all material, financial and personnel resources.

• To contribute to the development of all operating and administrative policies and procedures to ensure the achievement of all tasks smoothly and in a timely manner.

• To be fully conversant with all Sales Department procedures relating to S.Q.M.

• To maximise the profitable sale of finance, credit insurance, GAP, accessories and extended warranties to a minimum of published manufacturers penetration levels.

• To ensure that all departmental processes comply fully with F.S.A Regulations.

• To ensure that all departmental policies, processes and procedures comply with Manufacturer standards requirements. (e.g. prospecting and demonstrator logs, V.O.T operational requirements).

• To be fully aware of and to comply with, all elements of the Škoda approved used car programme.

Relationships:

• To maintain relationships with the following in order to facilitate the achievement of Dealership goals:

Direct Relationships:

Retailer Principal, Departmental Managers, Škoda Area Operations Manager, Škoda Auto Head Office personnel, VWFS BDM and Sales Administrator, Sales Executives, Drivers, Valeters, Used Vehicle underwriters/traders, Auction houses, other Škoda Retailers.

Indirect Relationships :

Company Sub Contractors and Sub Suppliers.

Objectives and Key Tasks:

• Develop and agree sales plans and budgets to achieve agreed financial, marketing and sales targets, including:

Evaluate sales potentials and forecasts:

• Formulate operating expenses and capital budgets. Agree plans and budgets with Retailer Principal and communicate to Sales staff to ensure maximum commitment and motivation.

• Supervise and co-ordinate the activities of Sales staff to ensure maximum direct selling time, effective handling of all sales activities.

• Develop and interpret company policies to achieve company goals.

• Create and agree with Retailer Principal, motivational commission plans for Sales staff to ensure achievement of vehicle sales targets including Solutions, G.A.P, PPP, Accessories, Autoglym, FCM and any other opportunities.

Provide guidance and training to sales people to improve their job performance with particular emphasis on:

• Prospecting and customer follow-up; sales presentation and closing; time management; sales aids; product knowledge; and all related items.

• Recommend and initiate personnel actions for departmental staff including promotions, transfers, discipline, recruitment, training and selection.

Establish administrative procedures and policies to assist the smooth handling of all business and sales records, including:

• Prospect systems; follow-up call records; management meetings; sales and analyses; trading policies and all related items.

• Through both sales staff and yourself to ensure achievement of new car sales in line with the manufacturer calendarised allocations.

Retain Gross Profit/Unit:

• To ensure achievement of maximum gross profit per unit (including accessories, finance, GAP etc.) as per budgets.

Accessories (as per new car sold):

• To sell Skoda approved accessories in line with agreed amount per unit.

• Responsible for used car valuations, underwriting and purchases of all vehicles in line with market trends and stock requirements.

• Responsible for ensuring a maximum of 48 hours turnaround of newly acquired used vehicle stock through effective workshop scheduling and liaison with Aftersales Manager.

Vehicle presentation - to ensure the proper presentation and display of all new and used vehicles at all times including:

• Daily cleaning and valeting of all new, used and demonstrator stock in line with manufacturer franchise standards.

• Price specification and notices (In line with Trading Standards).

• Used vehicles ready for demonstration

Sales meetings:

• To carry out a minimum of one formal, minuted sales meeting per week with all sales staff to ensure motivation, performance, communication of desktop bulletins, campaign enhancements, improvements and accurate sales forecasts.

• Timely completion and submission of weekly sales forecast report in line with manufacturer’s requirements.

• Timely completion and submission of quarterly marketing plan in line with manufacturer requirements.

• Timely submission of quarterly demonstrator report in line with manufacturer requirements. To accurately maintain the used vehicle stocklist on a daily basis and to update portfolio on a weekly basis.

Training:

• To develop, agree and evaluate a training programme for Retailer Sales Department aimed at improving the sales performance and future potential in line with brand development.

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• Responsible for the maintenance and distribution of all department literature.

• Responsible for the effective development of advertising and marketing of the department in line with manufacturers recommendations and within agreed budget. To monitor effectiveness and record results.

Limits of Authority:

• Not to exceed budgeted expenditure without justification and approval of the Retailer Principal.

• Not to enter into vehicle ordering, purchases or sale commitments outside policy guidelines as agreed with the Retailer Principal.

• Not to undertake any trading actions that could in any way endanger the continuance of the franchise agreement.

• Authorised to sign customer order forms, sales and purchase invoices for and on behalf of the company.

• Expenditure:

• Use of resources:

• Personnel:

Signatures:

I have received a copy of this Job Description for Sales Manager, read it, understood it and agree to it.

Name: __________________ Date: ___________ Signed:______________

Manager:__________________ Date: ____________ Signed:______________

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