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Department:Automotive – Sales
Reporting toGeneral Sales Manager (General Manager in smaller companies)
Subordinates:As assigned
Job purpose
Manages all operations of sales and ensures achievement of targets by managing and coaching the sales and support staff.

Key Results Areas

• Analyses and recommends sets sales targets for sales team in line with budget requirements, for GSM / GM approval

• Manages the sales team to ensure achievement of monthly and annually targets

• Ensures targeted / budgeted gross margins are achieved or exceeded on a monthly basis

• Leads and coaches the sales team to ensure that the sales process is followed in a disciplined manner.

• Ensures effective use of the demonstrator fleet to assist in the sales process

• Highlights to management models with low enquiry rates and propose actions to increase sales

• Manages and coordinates the sales support function of the department

• Ensures the showroom display, quality and model range are in accordance with established standards.

• Schedules annual training plans for the sales team

• Ensures resolution of customer complaints and queries

• Conducts minuted weekly /monthly sales meetings with the sales team.

• Ensures reporting discipline among the sales team, and quality of data uploaded into the Autoline DMS system

• Actively manages variable costs of the sales department

• Contributes towards developing tactical marketing plans.

• Follows and reports competitors actions and other market activities and makes counter action recommendations based on the findings.

• Provides weekly and monthly reports and analysis to the management

• Conducts monthly performance reviews for the sales team and quarterly reviews with the GM / GSM for underperforming staff

In companies where there is no General Sales Manager, the Sales Manager also holds the following responsibilities.

• Maintains exceptional relation with key customers and principals

• Negotiates with the principle for product support on slow moving stock

• Manages sales targets and bonus maximization schemes

• In coordination with the Marketing Department, Creates and implements brand marketing campaigns

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