Sales Manager - Springfield (Durban)

Description:

Primary Purpose of the Job
To oversee and manage a sales team, ensuring the achievement of sales targets and the delivery of exceptional customer service, both pre- and post-sale. This role holds overall responsibility for meeting team sales goals and strategic objectives, including partnerships (e.g., OUTsurance, Netstar) and social media reviews. Additionally, the Sales Manager is responsible for recruiting, staffing, and training the sales team to ensure optimal performance.


Housekeeping
1.Form part of the opening and closing team of the branch.

2.Manage the floor layout, presentation, vehicle movement, price cards and vehicle cleanliness within agreed standards of excellence.

3.Check at least 50 price cards per day for accuracy, neatness, correct vehicle statuses and that the price card is associated.

4.Evaluate and action price recommendations for at least 10 vehicles per week.

5.Manage aging stock within business guidelines.

6.Manage reserved vehicles (daily sales meetings):
a.Ensure compliance with the reserve rules.
b.Audit reserved list daily.
c.No cash vehicles older than 24 hours (no vehicle may be invoiced without a payment / deposit).
d.No finance deals older than 72 hours.
7.Ensuring that vehicles are presented in line with the company guidelines as communicated via various SOP’s (i.e., Rag in a Bag and Inspect, Accept or Reject).
8.Ensuring that vehicles on promotional auction are presented in line with the company guidelines (i.e. balloons, promo stickers, etc.).

Sales

1.Ensure that all sales executives consistently achieve or exceed the minimum required sales targets and key performance indicators.
a.Sales finance targets.
b.Auxiliary products (i.e., OUTsurance, Netstar and social media).
2.Track and measure sales performance against targets daily to ensure consistent progress. Pro-actively implement corrective action where targets are missed.
3.Manage all customers on the floor to ensure and promote excellent customer service.
a.Online auction customer service within agreed parameters.
4.
Effective Lead Management of all sales leads:
a.
Ensure leads are closed or converted within agreed parameters.
b.
Ensure leads are allocated and actioned within SLA standards.
3
c.
Conduct spot checks to ensure high service levels are maintained.
5.
Oversee all vehicle reconditioning costs (finance vehicles) within SLAs.
6.
Ensure customer receive excellent after sales care:
a.
Dealer stock Natis delivered to customers within agreed service levels.
b.
Ensure that all complaints are handled professionally and timeously.
c.
Conduct follow-ups to ensure customer satisfaction.
7.
Manage all escalated customer complaints and/or concerns on the floor, promptly and professionally to ensure speedy resolution and protect the WeBuyCars brand.
Human Resources
1.
Compile a monthly roster (blue and orange teams) for all sales staff, at least a week before the next month, to ensure a sufficient number of staff during peak trading hours.
2.
Attendance against shift lists to ensure compliance.
3.
Daily sales meetings with sales teams to discuss:
a.
Daily targets.
b.
Current performance on cash, finance, OUTsurance, Netstar and Social media reviews.
c.
Reserved vehicles within business SLAs.
d.
Sold stock within business SLAs.
e.
Housekeeping needs.
4.
Weekly branch sales meetings with a PowerPoint presentation covering:
a.
Sales tracking against targets MTD.
b.
Leading sales executives cash and finance MTD.
c.
OUTsurance and Netstar performance MTD.
d.
Leading Social media sales executive MTD.
e.
Action plans for achieving the target.
f.
Housekeeping needs.
5.
Documented one-on-one sessions with sales executives twice a month (beginning and mid-month):
a.
Performance MTD.
b.
Areas where assistance is required.
c.
Areas where improvement is required.
d.
Steps to take to get back on track if behind.
6.
Managing bottom performers in line with “Project Excellence”.
7.
Approve and sign off all sales commission sheets before payroll deadlines.
8.Leave planning at the beginning of the year for the whole year:
a.Pro-actively plan leave to ensure optimal performance of the branch.
b.Ensure that all leave is logged on to the payroll system.

Sales Training

1.Provide ongoing mentorship to sales executives to assist and support their personal and professional development and growth.

2.Present at least one training course per month to your team. Content can be one or a combination of:
a.Great customer service.
b.Sales skills
c.Complaint management.
d.Lead management.
e.WeBuyCars systems.

Personal development.
3.Each course must consist of (in collaboration with the National Sales Training Manager):
a.Study material.
b.Questionnaire.

4.After each course, the learners must score the trainer on the quality of the information provided and the quality of the presentation.

5.Weekly and continuous on-the-floor training, covering all aspects leading to a sale. (Receiving of customers, test drive, calling leads, handling a complaint, floor layout, price cards).

General
1.Manage inventory in conjunction with Branch Operations SOP’s.
2.Drive the adoption of alternative payment methods (Ozow, WalletDoc).
3.Manage daily outstanding payments (debtors, sold yard).