Pre-Owned Sales Manager

Company Name:
Penske Automotive Group
Position Title: Pre-Owned Car Sales Manager Revised : 3/12
Category: Executive Exempt
## Reports To: General Sales Manager/General Manager
Direct Reports: All Sales Staff
The Pre-Owned Car Sales Manager is responsible for maintaining a well-balanced pre-owned car inventory and selling each unit at a maximum gross with minimum expense. SM will be responsible for appraising, reconditioning, displaying, and merchandising the vehicles. Will set objectives for the department and accomplish them through planning, organizing, controlling, and measuring the performance of pre-owned-car salespeople.
_Essential Duties_ include the following. Other Duties may be assigned
Management- related:
Forecast goals and objectives for the department and strives to meet them.
Strive for effective communication, harmony and teamwork within department and with all other departments.
Prepare and administer an annual operating budget for the pre-owned-vehicle sales department.
Attend managers' meeting as requested.
Conduct daily and weekly sales training meetings as directed by the General Sales Manager.
Establish recommended unit sales and dollar gross profit objectives for the Daily Operating Control.
Understand, stay aware of, and comply with federal, state, and local regulations that affect pre-owned- vehicle sales (e.g., ensure that Buyer's Guide stickers are
affixed to the window of every pre-owned vehicle). Adhere to all Safeguarding, Red Flag, and 8300 procedures and policies.
Recruit, hire, motivate, counsel and monitor the performance of all pre-owned-vehicle sales employees.
Establish a program which ensures that pre-owned-vehicle salespeople are kept informed of all pre-owned inventory, advertising and special sales.
Work with salespeople on programs that will increase the pre-owned-vehicle gross.
Establish and enforce product-knowledge standards.
Direct and schedule the activities of all department employees.
Oversee the efforts of pre-owned-vehicle salespeople to enhance the image and maintain exceptional customer satisfaction ratings of the dealership.
Communicate with pre-owned-vehicle salespeople to ensure that dealership policies and procedures are understood and followed.
Monitor sales people's commission reports and payroll records.
Guide all salespeople in setting their objectives on a short-and long-range basis.
Review all pre-owned-vehicle sales peoples' performance as shown on the Daily Sales Operating Control System.
Assist in developing programs of improvement for those salespeople who are failing to reach their objectives.
Recommend for dismissal any salesperson failing to meet company standards.
Write and deliver annual performance reviews.
Customer-Department and other - related:
Monitor customer and market analyses to determine what customers want to buy.
Maintain a pre-owned-vehicle inventory that features a variety of colors, models, and equipment.
Plan and control the display of used vehicles to bring traffic into the dealership.
Attend the auction at least once a week.
Establish and control wholesaling, with Dealer's concurrence.
Seek out good-quality, low-mileage units at other dealerships, from newspaper ads, and any other sources available.
Enforce a 45-day turn and inventory aging policy.
Establish an appraisal system with consistent pricing policy designed to help maximize gross profit.
Develop and effective appraisal walk around process for all incoming pre-owned vehicles setting prices based on market conditions and dealership goals.
Establish procedures for the use of forms (vehicle history questionnaire?) for appraising and reconditioning.
Establish a reconditioning procedure with the Service Department for cosmetic and mechanical reconditioning that includes inspection, authorization of work to be
completed, and quality control to be performed within the dealerships cost and time limitations.
Develop, implement, and monitor the use of a repeat business and referral prospecting program.
Help salespeople close deals when necessary.
Maintain standards for the delivery of vehicles to customers which includes introduction to service and parts department and the scheduling of the first service
Handle customer complaints immediately and according to dealership guidelines.
Assist in the development of advertising campaigns and other promotions based on the market and dealership goals.
Understand and follow all work rule policies and procedures.
Maintains a professional clean and pressed business appearance as determined by dealership management.
Follow the Code of Business Ethics and Conduct.
High school diploma or the equivalent. College degree preferred. At least two years in a dealership sales capacity with two years in a supervisory position required. Excellent verbal and written communication skills required. Must have a valid driver's license.
_Working Conditions_
Will move about the dealership, both indoors and outdoors, under varying climate conditions, to consult with employees and customers. May need to leave the dealership periodically to attend outside functions. Will work closely with pre-owned-vehicle department and the F&I; department to transport paperwork and to discuss sales. Weekend, evening, and holiday hours will be required. May go on test-drives. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential duties.
This is not necessarily an exhaustive list of responsibilities, skills, duties, requirement, efforts, or working conditions associated with the job. While this list is intended to be an accurate reflection of the current job, the dealership reserves the right to revise the functions and duties of the job or to require that additional or different tasks be performed when circumstances change (ie., emergencies, changes in personnel, work load, rush jobs, or technological developments).
Job Location: 165 Commerce Drive, Fairfield, CT 06825
Team or Role: Management
Work Schedule: Full-time
Posted: December 17, 2014

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