Job Title: Sales & Finance Manager
Summary
Ensures customer retention and profitability by hiring, training, and measuring the performance of salespeople and establishing customer-focused sales standards.Secure each sale and ensure that every vehicle sold is delivered.
Management Essential Duties
- Forecasts goals and objectives for sales, gross, and key expenses on a monthly and annual basis.
- Hires, trains, motivates, counsels and monitors the performance of all vehicle sales employees.
- Understands, keeps abreast of and complies with federal, state and local regulations that affect new-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.
- Assist in the development, implementation and monitoring of follow-up system for vehicle purchasers.
- Maintains teamwork in a customer-focused sales environment throughout the sales, delivery and follow-up process.
- Conducts daily and weekly sales meetings.
- Provides effective communication throughout the Vehicle Sales department as well as interdepartmentally.
- Ensures that vehicle salespeople understand and follow dealership policies and procedures.
- Provides proper product and training resources for salespeople on a regular and continuous basis.
- Oversees the efforts of vehicle salespeople to enhance the image and customer satisfaction ratings of the dealership.
- Works with salespeople on programs that will increase the vehicle gross and F&I penetration.
- Develops incentive programs along with dealer and other managers.
- Helps salespeople close deals when necessary.
- Completes deal settlement sheets and turns into accounting office in a prompt and timely manner.
- Establishes and maintains standards for the delivery of vehicles to customers.
- Provides dealer with accurate floor traffic control data on a daily basis.
- Reviews inventory daily to ensure the proper mix of grounded stock for maximum turnover efficiency.
- Recommends to the general sales manager the vehicle inventory to be carried by color, model and equipment, based on a variety of customer and market analyses.
- Directs merchandising and advertising efforts for the vehicle department in conjunction with the sales managers staff and dealer.
- Assists in the development of advertising campaigns and other promotions.
Finance and Insurance Essential Duties
- Protects gross profit by arranging financing so outside sources do not have an impact on selling margins.
- Establishes lender relations that tie the customer closer to the dealership.
- Generates additional income through the sales of credit insurance, vehicle service contracts, GAP coverage and maintenance plans.
- Maintains control of all paperwork until it is ready to be turned into the general office.
- Responsible for all paperwork involved with the sale of the vehicle, including obtaining customer signatures and securing payoff and insurance information.
- Converts cash deals to finance.
- Establishes and maintains good working relationships with several finance sources, including the manufacturer.
- Processes finance and lease deals accurately and fairly through financial sources to secure approval.
- Conducts business in an ethical and professional manner.
- Processes all federal, state and dealer paperwork related to vehicle transaction.
- Understands and complies with federal, state and local regulations that affect the new- and used-vehicle and finance departments.
- Checks all paperwork for correct title, lien information, taxes etc., before forwarding to accounting.
- Acquires and maintains current state insurance license, completing continuing credit insurance education as needed.
- Provides customers with complete explanation of manufacturer and dealership service procedures and policies.
- Manages the alternative finance source program to ensure that several sources are available.
- Sets up and maintains a program that will ensure 100 percent turnover to the F& I department.
- Provides sales force and sales managers with current information about finance and lease programs continually.
- Trains the sales staff regarding the benefits of financing, insurance and extended service programs.
- Coordinates finance forecasting with sales department forecasting to achieve desired levels of penetration and income.
- Ensures collection of all finance and insurance fees.
- Takes all credit applications.
- Prepares reports on finance penetration.
- Handles all rate quotations.
- Develops and monitors guidelines for working with customers to ensure maximum customer satisfaction.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
- Bachelor's degree (B.A.) from four-year college or university; or one to two years related experience and/or training; or equivalent combination of education and experience.
- Two to four years related experience and/or training; or equivalent combination of education and experience.
- Four to ten years related experience and/or training; or equivalent combination of education and experience.
Language Skills
- 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.
Mathematical Skills
- 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 work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios and proportions to practical situations.
Reasoning Ability
- 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.
Certificates, Licenses, Registrations
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
