Sales Manager

 Sales Manager

 General Summary

The Sales Manager is responsible to the GM and GSM for leading the activities and performance of the Sheppard Auto Group sales team.  This position may support more than one brand within our four brands of Audi, Volkswagen, Volvo and Hyundai on our Sheppard Auto Group campus. Team leadership encompasses: full leadership of the Sheppard Auto Group sales team; manufacturer relations; management of all business processes related to forecasting, marketing, inventory, sales, customer service and satisfaction, performance, training and profitability.

 Leadership responsibility is achieved, in part, by understanding and living the Sheppard Motors core values as represented by our Core Values document and by implementing the following Expectations of Sales Managers.

 Expectations of the Sheppard Auto Group Sales Manager

  Forecasting  

• Provide the Owner and the GSM with a yearly forecast, quarterly updates and monthly results for Sheppard Auto Group new car sales.


• Provide the Owner and the GSM with yearly, quarterly and monthly sales Team goals and performance results. 


• Prepare and review the monthly sales and performance goals of each team member with the GSM.

 Marketing 

• Achieve the manufacturer’s market share requirements.


• Recommend to the GSM plans for short and long range advertising, sales promotions; staffing needs; insure that all manufacturer’s funded advertising programs meet manufacturer requirements.

 CSI

• Achieve outstanding results from manufacturer surveys.


• Achievement of CSI requirements for Sheppard Auto Group is imperative.  Know what the department status is with the manufacturer and update the Owner and GSM monthly. 

 Team Leadership

• Recruit, train, manage, hold accountable and nurture team members.


• Using the annual forecast, create a monthly activity and performance forecast for each team member and hold them accountable for activity and results. 


• Insure that all team members are trained to follow the Sheppard Core Values and Salesperson Training Manual.


• Support, promote and evaluate adherence to the 40 (appointments)/20 (write-ups)/10+ (sales) process. 


• Review monthly commission sheets, productivity reports, team member’s monthly forecasts, and profit performance with the GSM.


• Implement a quarterly performance measurement meeting with each team member.


• Prepare a quarterly performance report for each salesperson for the GSM.

 Inventory

• Recommend to the GSM the new car inventory to be carried by color, model, and equipment, based on customer and market analysis.


• Maintain a balanced Sheppard Auto Group inventory; a 60 day inventory is optimum, not to exceed 90 days.


• Keep the floored inventory within bank guidelines.


• Require that standards are maintained for displaying, merchandising, and maintaining new Sheppard Auto Groups.

  Customer Service

• Model, demonstrate, train and teach the team what it means to, “put the customer first and then care for their automotive needs.”

 Financial Duties and Responsibilities

• Maximize profitability of the Sheppard Auto Group department and meet and/or exceed projected sales goals as forecasted with the Owner and the GSM.


• Manage all contracts in transit until funded.

 Core Values

• Every Team Leader is expected to know, model, live by and implement the Sheppard Core Values for their team.


• At least once a quarter, every Team Leader is expected to present and discuss a case study to their team that relates to the Sheppard Motors Core Values.

 I have carefully read and understand the contents of this role description.  I understand that this VW Sales Manager Job Description will form the basis of annual and other evaluations of me by my Team Leader.  I also understand that this job description does not constitute a contract of employment nor alter my status as an at-will employee.  I have the right to terminate my employment at any time and for any reason, and the dealership has a similar right.  All Sheppard Employees are expected to comply with all company policies and standards as stated in the Sheppard Auto Group handbook.