Job Summary:
Summary
Ensures customer retention and the profitability of this profit center by recruiting qualified sales personnel. Assumes responsibility for appraising, purchasing, reconditioning, displaying, and merchandising the used vehicle inventory.
Essential Duties
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Forecasts goals and objectives for sales, gross and key expenses on a monthly and annual basis.
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Hires, motivates, counsels and monitors the performance of all used-vehicle sales employees.
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Prepares and administers an annual operating forecast and budget for the used-vehicle sales department.
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Understands, keeps abreast of and complies with federal, state and local regulations that affect used-vehicle sales.
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Directs and schedules the activities of all department employees, ensuring proper staffing at all times.
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Assists individual salespeople in setting aggressive yet realistic monthly goals and objectives and provides them with the support to meet these goals.
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Ensures proper follow-up of all potential buyers by developing, implementing, and monitoring a prospecting and sales control system.
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Develops, implements and monitors a follow-up system for used-vehicle purchasers.
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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.
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Processes salesperson commission sheets daily and monitors the payroll records of all used-vehicle salespeople.
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Conducts daily and weekly sales and sales training meetings.
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Establishes and enforces product-knowledge standards.
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Oversees the efforts of used-vehicle salespeople to enhance the image and customer satisfaction ratings of the dealership.
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Helps salespeople close deals.
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Ensures 100 percent turnover of each customer to F&I.
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Communicates daily with the new-vehicle sales manager regarding units needed for used-vehicle inventory.
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Ensures that used-vehicle salespeople are informed of all new inventory and current advertising efforts, including special sales.
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Studies newspaper ads and any other sources available to find good-quality, low-mileage units.
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Enforces a ____-day turn policy.
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Appraises all incoming used vehicles.
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Ensures that cosmetic and mechanical reconditioning is performed within the dealership's cost and time limitations.
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Plans and controls the display of used vehicles.
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Establishes and controls wholesaling activities.
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Establishes delivery procedures and ensures that delivery includes an introduction to the service department and scheduling of the first service appointment.
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Assists in the development of advertising campaigns and other promotions.
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Keeps abreast of auto auction activity and prices and attends auctions on a regular basis.
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Approves all paperwork from auctions and provides proper documentation to the office for purchases.
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Notifies the used vehicle department manager of anticipated delivery of purchases.
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Tracks results of auction purchases and compares gross profits of auction vehicles with those of trade-ins.
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Develops and maintains outside sources (wholesalers and retailers) for both buying and selling units.
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Handles customer complaints immediately and according to dealership's guidelines.
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Attends managers meetings.
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Maintains professional appearance.
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Other tasks as assigned.
Marginal Duties
[If applicable.]
Supervisory Responsibilities
[If applicable.]
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
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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.
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Two to four years related experience and/or training; or equivalent combination of education and experience.
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Four to ten years related experience and/or training; or equivalent combination of education and experience.
Language Skills
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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.
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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.
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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
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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.
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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.
Reasoning Ability
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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.
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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.
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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.
Certificates, Licenses, Registrations
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State Sales License
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Valid Driver's License
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.
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
