New Vehicle Sales Manager
From Automotive Retailing Today...
New-vehicle sales managers are responsible for displaying and maintaining new vehicle inventory. Managers ensure customer retention by hiring, training and evaluating their sales staff to be customer-focused. Sales managers also strive to have their sales team meet daily, weekly and monthly vehicle sales quotas to ensure that their department is profitable.
Sales managers are expected to uphold the highest ethical standards.
Job duties for a new-vehicle sales manager include:
- Forecasting goals and objectives for sales, gross, and key expenses on a monthly and annual basis and preparing an operating budget for the department.
- Hiring, training, motivating, counseling and monitoring the performance of all new-vehicle sales employees as well as processing commission sheets and monitoring payroll.
- Understanding, keeping abreast of and complying with federal, state and local regulations that affect new-vehicle sales.
- Assisting individual salespeople in setting aggressive yet realistic monthly goals and assisting on sales and closing deals, as well as approving all deals made.
- Tracking all customers and making sure all leads are logged.
- Providing effective communication throughout the new vehicle department as well as inter-departmentally.
- Monitoring customer satisfaction ratings for the department and ensuring proper follow-up for all potential buyers by developing, implementing and monitoring a prospecting and sales control system.
- Reviewing inventory daily to ensure the proper mix of stock for maximum turnover efficiency.
- Recommending specific new-car inventory needs by color, model and equipment based on customer and market analyses.
- Directing merchandising and advertising efforts for the new-vehicle department.
New-vehicle sales managers should have two years of experience in automotive sales with a proven ability to sell a minimum quota according to dealership management. Additionally, the ability to manage and motivate salespeople is necessary.
Managers are required to maintain the profitability of their department while controlling expenses and retaining customer satisfaction.
Managers are required to not only understand and keep abreast of the federal, state, and local regulations that affect their operations, but must also comply with these regulations as well as hazardous waste disposal, OSHA Right-to-Know and provide necessary training on these regulations as well as ethical practices.
Management personnel require strong communication skills to deal with customers, employees and vendors.
People working within the automotive retail industry often have to work extended hours, evenings and weekends to achieve their goals.
A valid state sales license is often required.
A high school diploma or the equivalent is often required and a college degree is preferred. A strong background in business, mathematics, marketing and computers is also useful.
A new-vehicle sales manager will often begin his or her career as a salesperson and with enough experience to become the new-vehicle sales manager and then general sales manager. Sales managers can become general managers of a dealership.
The average annual earnings of new vehicle sales managers are approximately $84,000 to $110,000. Earnings vary depending on experience, and the dealer's geographic location and size.
Some dealerships, especially larger ones, may pay bonuses and have special incentive programs for exceeding sales quotas.
Please click here for more information about average salaries.
Benefits vary by employer, but most dealerships offer on site training, health insurance, retirement plans, and other benefit options. Talk with the specific dealer human resource manager about benefit packages.
- National Automobile Dealers Association
- Community Colleges
- Northwood University
- College of Automotive Management
- Automotive Management Institute
Find out more at CareerVoyages.gov