National Dealer Sales Manager

2 weeks ago

Pretoria, Gauteng, South Africa WeBuyCars Full time

Duties and responsibilities:

- **Sales**:
  • Break monthly dealer sales targets down per branch, channel (New Arrival, Promotion, floor sales) and per dealer sales executive.
Track and measure the dealer channel sales performance against targets daily.

  • Implement action plans to achieve set targets.
  • Manage the dealer network to ensure and promote excellent customer service.
  • Ensure that all dealer sales executives achieve required sales targets as stipulated.
  • Manage all sales enquiries:
  • Ensure enquiries are attended to within SLA standards.
  • Conduct spot checks to ensure high service levels are maintained.
  • Manage all dealer complaints to ensure speedy resolution of any problems and protect the WeBuyCars reputation.
  • Support company initiatives to drive additional unit sales in line with agreed targets.
  • Build and maintain relationships with the dealer network.
  • Managing cancellation of transactions within the cancellation and dealer sales policy.
  • Arrange quarterly dealer meetings to:
  • Build relationships;
  • Communicate business enhancements and process changes; and
  • Obtain input from dealers as how to improve service levels and ultimately increase sales.
  • Sign up new dealers.
  • Implement dealers' CSI index, affording dealers the opportunity to rate dealer's sales executive service levels on a quarterly basis.
Inputs to be used for training and performance management purposes.
- **Human resources**:
  • Monthly shifts for all sales staff, at least a week before the next month, to ensure sufficient staff on peak trading hours.
  • Attendance against shift lists to ensure compliance.
  • Weekly sales meetings with sales teams to discuss:
  • Daily performance against targets.
  • Action plans for achieving targets.
  • Current performance on evaluations, customer service, debtors and sold yards.
  • Dealer sales administration.
  • Compliance with standard operating procedures.
  • Documented oneonone sessions with dealer sales executives:
  • Performance month to date.
  • Areas where assistance is required.
  • Areas where improvement is required.
  • Steps to take to get back on track if behind.
  • Approve and sign off all sales commission sheets before payroll deadlines.
  • Leave Planning:
  • Proactively plan leave to ensure optimal performance of the branch.
  • Ensure that all leave is logged on the payroll system.
  • Performance management in line with HR policy.

- **Sales training**:
  • Present weekly training and initiatives to the dealer sales executives.

Content can be one or a combination of:

  • great customer service
- sales skills
- vehicle description standards - how to describe vehicles for dealers
- daily tasks and key KPI's
- exceeding customer expectations
- after sales service
- complaint management
- lead management

  • WeBuyCars systems
- personal development
- **Housekeeping**:
  • Ensure that dealer sales executives are part of normal retail housekeeping, with specific focus on new day arrival stock.
  • Ensure that dealers' sales executives escalate any discrepancies of Dekra reports to the relevant Operations Manager.
  • Manage sold vehicles:
  • Ensure compliance with the reserve rules.
  • Scrutinize reserved list daily.
  • Nonfloor plan dealers: No payments outstanding after 48 hours after the date of invoice.
  • Floor plan dealers: No payments outstanding after 72 hours of Natis being available.
  • Ensure that dealer sales executives send NaTIS's to dealers as soon as it becomes available.
  • Collaborate with the NaTIS office to ensure that feedback is given to dealers enquiring about NaTIS's.

KEY PERFORMANCE INDICATORS (KPI)

  • Sales achievement
  • Vehicle sales achievement against target and budget.
  • Channel contribution achievement against target.
  • Sales effectiveness: Nonperformer management.
  • Ensure headcount is sufficient and in line with company sales strategy.
  • Customer service
  • Negative complaints as percentage of total sales.
  • Service levels against agreed service level targets:
  • Complaint satisfactorily handled.
  • Dealerstock/registration documents to dealer within agreed timeframe.
  • Debtors
  • Outstanding debtors within agreed parameters:
  • Non-floor plan dealers: No released vehicles if not paid within 48 hours of invoice date.
  • Floor plan dealers: No released vehicles if not paid within 72 hours upon NaTIS being available.
  • Business development
  • Dealers
  • Sign up new dealers in line with agreed targets.
  • Increase sales for approved dealers whom are not supporting the group.
  • Increase category B vehicle sales through the dealer's sales channel.
  • Contact every new dealer and inform them of the company's dealer sales offering.

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