Job Description

PURPOSE:

The automotive dealership General Sales Manager (GSM) is responsible for profitability in both the new and used vehicle departments and for customer retention. To achieve this, they must effectively manage Sales and F&I personnel, have a strong knowledge of the market, and an in-depth understanding of all Sales and F&I departments’ financial data as well as strong customer relations skills. The general sales manager is expected to uphold the highest ethical standards in every aspect of the job. The position also requires a very high level of character and this individual must display exemplary leadership qualities.

WHO WE ARE SEEKING:

The focus of this job is making connections with people, motivating and inspiring them to achieve results. Poise, and an engaging, empathetic communication style based on natural warmth and enthusiasm is the key to achieving the goals of this job. The work involves driving toward results by enrolling the commitment and buy-in of others. While the job requires strong initiative and self-direction, results are only achieved with and through people. A sincere appreciation for people and how they are each uniquely motivated is the foundation for designing and implementing interactive communication and decision-making processes. Knowledge and skill in how to successfully influence and persuade others by understanding how their individual needs and motivations link to goals is essential. The job requires a high degree of “selling”, whether of ideas and policies within the organization, or products or services in the marketplace. The job environment is fast paced and results oriented. While there is urgency to goal achievement, responsibility for the achievement of results needs to be shared and effectively delegated when necessary. Initiating projects and processes beyond established organization practices will often require training and developing others, and enlisting their support by using a “selling” rather than “telling” communication style. A self-confident, extroverted style that can enliven, engage and positively impact individuals and groups is essential. The job has a variety of tasks and is dynamic and changing. Because goals and desired results can quickly change, the job requires regularly meeting and pro-actively establishing relationships with new groups. The ability to understand, quickly react and motivate others to adapt to the changing organization environment is a critical key to success. In general, the core of this position requires a motivated and motivating team builder and organization developer.

JOB DUTIES:

(GSM) Job duties include:

• *Managing all Sales Managers and F&I Managers, to include managing work schedules, performance appraisals, accountability.
• *Hiring and monitoring the performance of the department managers (even terminating when necessary), holding weekly Sales/F&I meetings and conducting sales training.
• *Develop schedules for both normal and PTO hours for Sales and F&I Managers according to HAT guidelines.
• *Identify and utilize gifts and talents of the variable operations management team
• *Identify and communicate a clear sales philosophy and sales process to which all managers and sales consultants adhere
• *Auditing and observing daily activities of the sales managers i.e. desk procedures, appraisals of trade-in vehicles, negotiation techniques, etc.
• *Assign responsibility for and supervise the effectiveness of sales meetings and sales trainings.
• *Creating the annual dealership sales forecasts by estimating total vehicle sales, gross and operating profits as well as expenses for the new-and-used sales departments.
• *Meeting with vehicle Sales and F&I managers to plan and implement objectives for achieving monthly sales and gross profits.
• *Meeting monthly with the dealership’s General Manager/CEO to review forecasts and profits for each department.
• *Responsible for making sure the “Heat Sheet” is clean and promptly addressed (i.e. money due, necessary documents, Contracts in Transit, funding, etc.)
• *Work with Sales and F&I teams to ensure all vehicle transactions are approved and funded through appropriate lender(s).
• *Overseeing standards for displaying and merchandising both new and used vehicles as well as reviewing and initialing all promotions before they are finalized.
• *Coordinating the appropriate supply of new and used vehicles and ordering/acquiring vehicle inventory accordingly.
• *Assist General Manager/CEO with inventory control management while adhering to appropriate and agreed upon inventory turn rates.
• *Work closely with service dept to assist with customer relations and used car turn rates.
• *Work to strengthen and maintain strong interdepartmental(management) relationships.
• *Working directly with the General Manager/CEO on making recommendations on both short and long-range advertising plans, sales promotions, staffing needs, lease promotions and compensation plans.
• *Creating a culture of exceptional customer service.
• *Attending promptly to customer complaints, ensuring that a high level of customer satisfaction is obtained.
• *Keep abreast of federal and state regulations and compliance issues.
• *Assist General Manager/CEO with other various responsibilities

JOB REQUIREMENTS:

It is recommended that general sales managers have at least five (5) years in a dealership sales environment. They must have served at least 2 years in a Sales Manager role. Additionally, the GSM needs to be comfortable managing multiple departments and people. The GSM will require strong communication skills to deal with customers, employees and vendors, as they represent the dealership. They need to exemplify leadership, strong character, and adhere to and communicate the mission, vision and values of Hanover Auto Team. Leaders working within the automotive retail industry often have to work extended hours to ensure sales objectives are met.

We are an equal opportunity employer and prohibit discrimination/harassment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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