Sales Manager

at Volkswagen Saudi Arabia
Location Riyadh, Saudi Arabia
Date Posted April 9, 2018
Category Saudi Arabia
Job Type Full-time

Description

Reporting to (Line manager):                              National Sales Manager / Dealer Principal / Brand Manager

Responsible for (Reporting staff):                      Showroom Manager, Sales Supervisor, Sales Consultant, Sales Administrator,Receptionist

Objectives

  • Achieve and strive to exceed all targets and sales objectives through a well-developed and motivated sales team
  • Formulate policies and procedures to achieve maximum profitability from vehicles, finance, insurance and accessory sales
  • Maximise sales and profitability through satisfaction and retention of customers
  • Help Retailer to achieve industry-leading standards of process efficiency and cost control
  • Ensure departmental compliance with company policies and industry guidelines

Measures

  • Sales vs objectives
  • Profit on sales
  • VQM / dealer audit
  • Customer satisfaction (CEM) and retention (repeat purchase)
  • Staff retention

Note: this job description shall include, but is not necessarily limited to the above duties. May temporarily perform other duties assigned to maintain operations and services

 

Key Tasks

Objective: Achieve and strive to exceed all targets and sales objectives through a well-developed and motivated sales team

  • Ensure the sales team have full knowledge and understanding of product, promotional and marketing activities, and communicate visions and goals to staff by planning and preparing thoroughly for the daily sales meeting
  • Ensure departments are adequately staffed in order to achieve departmental objectives
  • Conduct a detailed induction with all new sales personnel, and continue to monitor achievements and review individual’s performance through the company’s development review process
  • Take a pro-active interest in training and developing team members, developing skills to support improvements in job performance and to aid career advancement
  • Delegate responsibilities to appropriate personnel and monitor progress to ensure the task is completed as directed

Objective:  Work with the Brand Manager to formulate policies and procedures to achieve maximum profitability from vehicles, finance, insurance and accessory sales

  • Develop strategies, objectives and action plans to increase business and ensure maximum profitability and volume sales targets are achieved and exceeded
  • Identify clearly the area of marketing responsibility and ensure relevant knowledge of demographics, using information available from the manufacturer
  • Plan, oversee and monitor the completion and success of sales campaigns, advertising and promotional activities to maximise car and extras sales and also create and maintain a positive and professional image of the Retailer
  • Analyse current procedures to identify opportunities for improvements
  • Build a strong rapport with financial institutions and other relevant businesses

Objective:  Maximise sales and profitability through satisfaction and retention of customers

  • Ensure appropriate letters are sent to all customers to establish long-term marketing objectives and that all communication to the customer is clearly comprehensible and fully explained
  • Receive customers promptly and courteously at all times in accordance with manufacturer’s quality programme
  • Work to constantly improve the quality of customer service, in accordance with manufacturer guidelines and the CEM survey
  • Consult with customers to establish their needs and continue to maintain good relationships with customers by meeting and exceeding their expectations
  • Handle dissatisfied customers calmly, resolve complaints with sensitivity, and involve others when needed

Objective:  Help Retailer to achieve industry-leading standards of process efficiency and cost control

  • Develop and maintain good working relationships with all dealership personnel, operating a ‘share best practice’ policy, as well as representatives and staff of manufacturer
  • Monitor sales performance against current goals and targets, ensuring new and used stock levels are sufficient to meet projected sales
  • Monitor and control departmental administration and procedures, to determine operating efficiency and expenditure within budget
  • Undertake all other duties and responsibilities as requested by the Brand Manager
  • Display all point of sale and advertising literature as directed by the manufacturer

Objective: Ensure departmental compliance with company policies and industry guidelines

  • Ensure the correct handling of all cheque and cash transactions, compliant with company policy
  • Operate within the law at all times
  • Adhere strictly to trade plate regulations
  • Ensure all health and safety legislation and internal procedures are followed
  • Operate at all times within company policy

Key Competencies

Customer Focus

  • Approach team members with the intention to help them be their best
  • Approach every customer situation with a desire to understand and deliver
  • Listen effectively and communicate clearly
  • Use every contact with the customer to build a relationship
  • Take responsibility for ensuring that nothing is left to chance

Operational Focus

  • Manage self and team
  • Ensure the sales operation is capable of delivering agreed targets
  • Ensure effort to develop customers is effective
  • Ensure compliance with relevant guidelines
  • Ensure processes are effective at converting customer enquiries into sales
  • Analyse data and prepare reports
  • Manage performance against budget
  • Co-ordinate with other departments
  • Ensure a stock of new vehicles that meet customer and business requirements
  • Use technology effectively

Business Focus

  • Work with other departments to improve Retailer profit and customer care
  • Appreciate the impact of wider business issues on the Retailer and customer
  • Represent the Volkswagen brand

Personal Qualities

  • Leadership
  • Empathy and tolerance
  • Ethical behaviour
  • Responsibility
  • Open-mindedness
  • Self-confidence
  • Customer-orientation
  • Ambition
  • Professional appearance

Education

  • Minimum 2 A Levels plus GCSEs in Maths and English
  • NVQ, Level 3, Vehicle Selling, Level 4, Sales Management

 Experience

  • Sales management and marketing experience within the retail motor industry
  • Proven track record in managing people and systems
  • Current driving license
  • Computer skills, including experience of operating word processing and database packages, email and internet

 

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