Description/Job SummarySUMMARYEnsures 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.Responsibilities/Duties
ESSENTIAL DUTIES
Essential duties include the following. Other duties may be assigned.
Strives to reach 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.
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 implementing and monitoring a prospecting and sales control system.
Implements and monitors a follow-up system for used-vehicle purchasers.
Maintains vehicle inventory. Monitors customer's 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 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.
Enforces a 60-day turn policy.
Appraises 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.
Controls wholesaling activities.
Maintains delivery procedures and ensures that delivery includes an introduction to the service department and scheduling of the first service appointment.
Attends auctions approved by management and purchases vehicles.
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 from auction vehicles with those of trade-ins.
Analyzes sales history and local area trends to determine the best purchasing mix.
Tracks customer interest in vehicles not in stock (lost sales).
Keeps abreast of current market and current valuation of used vehicles.
Appraises vehicle trades along with the used-vehicle department manager.
Keeps abreast of and ensures compliance with all federal and state laws and regulations regarding the used-vehicle industry.
Develops and maintains outside sources (wholesalers and retailers) for both buying and selling units.
Assists in the development of advertising campaigns and other promotions.
Keeps abreast of auto auction activity and prices.
Tracks results of auction purchases and compares gross profits of auction vehicles with those of trade-ins.
Handles customer complaints immediately and according to dealership's guidelines.
Attends managers' meetings.
Maintains professional appearance.
Required SkillsEDUCATION and/or EXPERIENCEHigh school diploma or equivalent; or one to two years related experience and/or training; or equivalent combination of education and experience.LANGUAGE SKILLSAbility to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.MATHEMATICAL SKILLSAbility to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages. Ability to apply concepts of basic algebra and geometry.Required ExperienceEDUCATION and/or EXPERIENCEHigh school diploma or equivalent; or one to two years related experience and/or training; or equivalent combination of education and experience.Required EducationEDUCATION and/or EXPERIENCEHigh school diploma or equivalent; or one to two years related experience and/or training; or equivalent combination of education and experience.Required QualificationsQUALIFICATIONSTo perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed 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.DetailsPHYSICAL DEMANDSThe 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.While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to sit. The employee is occasionally required to stand; walk; use hands to finger, handle, or feel; and reach with hands and arms. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus. 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.While performing the duties of this job, the employee is occasionally exposed to outside weather conditions. The noise level in the work environment is usually moderate.
