National Dealer Sales Manager

4 days ago

Pretoria, 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 one-on-one 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:

- Pro-actively 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.
- Non-floor 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: Non-performer 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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