Job Data

Job Title:
Department:
Supervisor:
Pay Class / FLSA Status:

Sales Manager
Sales Department
General Manager / Dealer Principal
Hourly / Non-Exempt

• Manages employees and operations of the sales department.

• Sales Department Operations
• Customer Service
• Management

1. Sales Department Operations
   • Oversee and manage all operations of new and pre-owned vehicles.
   • Ensure sales department contributes acceptable levels of gross & net profit.
   • Ensure sales personnel are alert, well trained, motivated, and available when needed.
   • Determines sales quota’s for sales personnel in accordance to their skill levels.
   • Oversee sales, trade-ins, & delivery of all new and used vehicles.
   • Maintain a sales history and/or vehicle history log book.
   • Establish realistic forecasts.
   • Initiate and maintain an inventory control system along with net profit objectives which eliminate the possibility of “lower than anticipated” profits.
   • Become familiar and efficient with all phases of the computer system required for sales management.
   • Maintain a balanced new unit inventory in proportion to sales.
   • Establish procedures to ensure timely and proper completion of all paperwork.
   • Maintain showroom with a variety of vehicles set-up with different accessories & paint schemes, displayed in a well lighted environment which draws customers.
   • Initiate procedures for quick and efficient handling of warranty items, including tagging and proper storage of these items.
   • Maintain clean efficient facilities.
2. Customer Service
   • Provide prompt, dependable, high quality, vehicle sales to customers by using current pro-active feature benefit sales techniques.
   • Greet customers immediately, in a courteous and friendly manner.
   • Handle telephone transactions quickly, and courteously.
   • Ensure customers are properly qualified for needs, wants, and ability to buy.
   • Institute a feature/benefit selling methodology so that all customers receive consistent treatment when doing business.
   • Ensure cross sales of P&A, financing, general merchandise, warranties, HOG Dues, insurance products & services.
   • Develop and ensure use of a common and consistent quotation methodology for vehicle sales, trade-ins and purchases.
   • Establish and ensure road test, pre-delivery inspection, and vehicle delivery policies and procedures are followed.
   • Handle customer complaints reasonably, showing empathy and a positive attitude, and demonstrate our commitment to “Make Things Right”.
3. Management
   • Maintain sales follow up programs.
   • Maintain budgeted revenue and expense objectives.
   • Develop promotional campaigns in conjunction with the parts & service departments.
   • Maintain efficiency reports on sales representatives.
   • Provide reports to GM, as requested.
   • Develop monthly and annual objectives for the department in collaboration with GM.
   • Attend training sessions to keep current with sales department issues.
4. Other Duties
   • As Assigned

• Establish departmental work schedule, balancing the work loads of all employees.
• Train Sales Representatives to use consistent and current sales methodologies.
• Set policies and procedures for sales department.
• Manage employee performance (evaluate and council) and conduct performance reviews in a timely manner.
• Assist with recruiting, interviewing, hiring, and firing employees.
• Forward records of all employee performance reviews, disciplinary actions, job promotions, pay adjustments and letters of commendation to appropriate personnel for placement in personnel files.
• Provide training for all sales employees (seminars; workshops; sales schools, etc.)

• Treat all employees and customers fairly, courteously, and with dignity.
• Model superior customer service behavior for all sales personnel by maintaining positive relationships with customers, employees GM and owner(s).
• Remain current with all Sales department training available by reviewing ProSell & P.A.C.E. tapes and attending seminars, workshops, and other related training programs.
• Be prompt and available for flexible scheduling.
• Be honest and fair in all business dealings.
• Demonstrate an interest in growing the sales business.
• Focus on quality.

• Three to five years progressive experience within the sales department of a motor vehicle dealership.
• Knowledge and experience with sales of Harley-Davidson motorcycles, and other products sold by the dealership, or the demonstrated ability to quickly learn them.

• The noise level in the work environment is occasionally loud.
• Occasionally requires the ability to balance and push an 600+ lb. motorcycle.

• Is potentially exposed to battery acid, gasoline, chemical cleaning materials or other toxic materials commonly found in a motor vehicle service department.
• Occasionally, exposed to exhaust fumes or other airborne particles.