The overall purpose of this role:

Manages the Sales Department to ensure that customers’ needs are met, planning, organizing, and controlling the activities of the New & Used Sales Departments and in measuring the performance of the employees in the department. Oversees all activities of the Sales Department including monitoring the showroom, the department finances, customer service, brand, inventory, brand, advertising, and prospecting.

DUTIES AND RESPONSIBILITIES
Achieving High Standards
Principal Duties and Responsibilities:
• Ensures each customer experience meets or exceeds the criteria indicated on the Customer Expectations for Sales.
• Ensures high quality and professional services are provided to every customer.
• Maintains high ethical standards in daily sales activities.
• Departs from traditional ways of doing things as appropriate to ensure maximum customer satisfaction and loyalty.
• Ensures that Sales Consultants deliver each vehicle to customers in a positive and memorable way.
• Ensures Customer Records are completed promptly and accurately.
• Ensures an Income and Sales Goal Worksheet is completed promptly and accurately each month.
• Establishes sales and gross objectives for all Sales Consultants.
• Creates a dealer image that capitalizes on Ford brand, vehicle brand, dealer strengths, and appeals to consumer wants and needs.
Additional Duties and Responsibilities:
• Monitors the flow of work in the Sales Department and intervenes as needed to ensure goals are accomplished.
• Works with all dealership personnel to ensure customer satisfaction.
• Assists in the development of advertising campaigns and other promotions.
• Recommends to the General Manager the new-car inventory to be carried by color, model, and equipment, based on a variety of customer and market analyses.
• Runs the sales desk in conjunction with the Assistant Sales Manager.

Leading a Winning Team
Principal Duties and Responsibilities:
• Builds a winning team by recruiting, hiring, training, coaching, evaluating, motivating, and rewarding Sales Department employees.
• Develops compensation plans that keep personnel focused on customer satisfaction, retail sales, and team goals.
• Directs and schedules the activities of all Sales Department employees.
• Develops job descriptions and performance-based compensation plans for all Sales Department employees.
• Monitors and evaluates daily employee performance, within the Sales Department; providing on-going feedback, coaching, training, and career guidance as necessary.
• Ensures employees attend training programs to gain required skills and/or certifications.
• Delegates work as requested to ensure customer satisfaction while developing employee skills.
• Reviews all Sales Consultants’ performance as shown on the daily operating control tool.
• Conducts daily and weekly sales training meetings as directed by the General Manager.
• Works with Sales Consultants on programs that will increase the new/used car gross and increase F&I penetration.
• Assists Sales Consultants with closing deals when necessary.
• Ensures that dealership policies and procedures are understood and followed.
• Teaches Sales Consultants the brand bullseyes for the vehicles sold at the dealership.
• Help Sales Consultants understand the importance of matching the right vehicles to the right target audience.

Additional Duties and Responsibilities:
• Monitors the efforts of Sales Consultants to enhance the image and customer satisfaction rating of the dealership.
• Ensures a positive working environment for employees.
• Develops a team atmosphere both within the Sales Department and across other dealership departments.
• Follows all dealership policies.
• Establishes and maintains positive management/employee working relationship.

Handling Pressure
Principal Duties and Responsibilities:
• Solicits, encourages, and implements innovative methods/ideas to improve customer service and Sales Consultants’ performance.
• Handles customer complaints that require management's attention.
Additional Duties and Responsibilities:
• Resolves internal conflicts and/or concerns among employees in the Sales Department.
Managing Complexity
Principal Duties and Responsibilities:
• Plans analyze and manage department finances by comparing volume, income, cash flow, gross profit, variable expenses, and customers’ and employees’ satisfaction to monthly/quarterly/annual forecasts (DOC).
• Enforces processes and standards (e.g., 10-Step Showroom Process) to ensure customer satisfaction and efficient and effective sales.
• Coordinates with Parts Department, Service Department, Body Shop, General Manager, Ford Representatives, sublet vendors, and others to ensure the effectiveness of the sales process.

EDUCATION
Education, training, and/or certifications should clearly demonstrate the possession of the knowledge and skills stated above.
• Minimum of High School degree or equivalent
• College degree with a strong emphasis on business skills preferred
• Driver’s license
• Will become Ford certified Sales Manager within 12 months
• Bondable and insurable

EXPERIENCE
• 5 years of sales management required
• 1 year of supervisory experience
• 2 years in a customer service position with a notable record of customer satisfaction
• 1 Year in Retail Sales with notable sales record for volume and profit