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About the Role

Ensures customer retention and profitability by recruiting qualified sales personnel. Assumes responsibility for appraising, purchasing, reconditioning, displaying, and merchandising the used vehicle inventory.

Responsibilities

• Forecasts goals and objectives for sales, gross and key expenses on a monthly and annual basis.
• Hires, motivates, counsels and monitors the performance of all used-vehicle sales employees.
• Prepares and administers an annual operating forecast and budget for the used-vehicle sales department.
• Understands, keeps abreast of and complies with federal, state and local regulations that affect used-vehicle sales.
• Directs and schedules the activities of all department employees, ensuring proper staffing at all times.
• Assists individual salespeople in setting aggressive yet realistic monthly goals and objectives and provides them with the support to meet these goals.
• Ensures proper follow-up of all potential buyers by developing, implementing, and monitoring a prospecting and sales control system.
• Develops, implements and monitors a follow-up system for used-vehicle purchasers.
• Maintains vehicle inventory. Monitors customers likes and dislikes, lost sales, and dealership sales history and conducts local market analyses to determine which vehicles to stock.
• Processes salesperson commission sheets daily and monitors the payroll records of all used-vehicle salespeople.
• Conducts daily and weekly sales and sales training meetings.
• Establishes and enforces product-knowledge standards.
• Oversees the efforts of used-vehicle salespeople to enhance the image and customer satisfaction ratings of the dealership.
• Helps salespeople close deals.
• Ensures 100 percent turnover of each customer to F&I.
• Communicates daily with the new-vehicle sales manager regarding units needed for used-vehicle inventory.
• Ensures that used-vehicle salespeople are informed of all new inventory and current advertising efforts, including special sales.
• Studies newspaper ads and any other sources available to find good-quality, low-mileage units.
• Enforces a ____-day turn policy.
• Appraises all incoming used vehicles.
• Ensures that cosmetic and mechanical reconditioning is performed within the dealership's cost and time limitations.
• Plans and controls the display of used vehicles.
• Establishes and controls wholesaling activities.
• Establishes delivery procedures and ensures that delivery includes an introduction to the service department and scheduling of the first service appointment.
• Assists in the development of advertising campaigns and other promotions.
• Keeps abreast of auto auction activity and prices and attends auctions on a regular basis.
• Approves all paperwork from auctions and provides proper documentation to the office for purchases.
• Notifies the used vehicle department manager of anticipated delivery of purchases.
• Tracks results of auction purchases and compares gross profits of auction vehicles with those of trade-ins.
• Develops and maintains outside sources (wholesalers and retailers) for both buying and selling units.
• Handles customer complaints immediately and according to dealership's guidelines.
• Attends managers meetings.
• Maintains professional appearance.
• Other tasks as assigned.

Requirements

• Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures or governmental regulations.
• Ability to write reports, business correspondence and procedure manuals.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers and the general public.
• Ability to read, analyze and interpret common scientific and technical journals, financial reports and legal documents.
• Ability to respond to common inquiries or complaints from customers, regulatory agencies or members of the business community.
• Ability to write speeches and articles for publication that conform to prescribed style and format.
• Ability to effectively present information to top management, public groups and/or boards of directors.
• Ability to read, analyze and interpret the most complex documents.
• Ability to respond effectively to the most sensitive inquiries or complaints.
• Ability to write speeches and articles using original or innovative techniques or style.
• Ability to make effective and persuasive speeches and presentations on controversial or complex topics to top management, public groups and/or boards of directors.
• Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals.
• Ability to compute rate, ratio and percent and to draw and interpret bar graphs.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume.
• Ability to apply concepts of basic algebra and geometry.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
• Ability to define problems, collect data, establish facts and draw valid conclusions.
• Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
• Ability to apply principles of logical or scientific thinking to a wide range of intellectual and practical problems.
• Ability to deal with nonverbal symbolism (formulas, scientific equations, graphs etc.) in its most difficult phases.
• Ability to deal with a variety of abstract and concrete variables.
• State Sales License
• Valid Driver's License

Skills

• Sales
• Customer Retention
• Recruiting
• Inventory Management
• Financial Forecasting
• Budgeting
• Regulatory Compliance
• Staff Management
• Sales Training
• Customer Relationship Management
• Market Analysis
• Payroll Management
• Advertising
• Auction Management
• Negotiation
• Problem Solving
• Communication

Experience Level

• One to two years related experience
• Two to four years related experience
• Four to ten years related experience

Education Level

• Bachelor's degree (B.A.) from four-year college or university

About the Company

• All requirements are subject to possible modification to reasonably accommodate individuals with disabilities.
• This job description in no way states or implies that these are the only duties to be performed by the employee(s) occupying this position.
• Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by their supervisor.
• The dealership reserves the right to add to or revise an employee's job duties at any time at its sole discretion.
• This document does not create an employment contract, implied or otherwise, other than an “at will” employment relationship.