Business Development - Sales

Job Title:              Business Development - Sales       

Reports to:          General Sales Manager

Supervisory:        No supervisory responsibilities.

Job Summary:     Assist the dealership in selling automobiles and associated products and services by handling internet leads and inbound phone calls. Will also contact leads via outbound call & email campaigns with the goal of setting an appointment for a sales presentation on a suitable vehicle as directed by the supervisor.

Expectations General Expectations

Devote himself/herself to insuring satisfaction to customers.

Determine management, production and quality requirements by asking questions and listening.

Attend company meetings and training seminars/webinars as required.

Required to create sales opportunities for both the sales and service depts. by setting legitimate appointments (i.e. customer has the intent of showing up).

Make outbound calls and help to direct inbound calls by setting appointments as well as updating customers and confirming or rescheduling the date and time.

Maintain a follow-up system that encourages follow through with assigned projects.

Establish personal performance goals that are consistent with company standards of productivity and devise a strategy to meet those goals.

Review and analyze actions at the end of each day, week, month, and year to determine how to better utilize time and plans more effectively.

Understand the terminology of the business and keep abreast of technology changes in products and services.

Know and understand the federal, state and local requirements which govern the company's business.

Follow lawful directions from supervisors and understand and follow work rules and procedures.

Participate in performance improvement management.

Interact well with others and be a positive influence on employee morale.

Uphold the company's non-disclosure and confidentiality policies and agreements.

Work evening, weekend and holiday work hours as required.

Job-Specific Expectations

Be indirectly responsible for selling vehicles at dealership gross profit, volume and customer satisfaction and service retention standards, and as set at the sole discretion of the dealership.

Record all prospects and update existing customers in Dealership Management System for future reference. Maintain an owner follow-up that encourages repeat and referral business and contributes to customer satisfaction.

Maintain customer, dealership, and dealership employee confidentiality. Show respect and sensitivity towards cultural differences and treat everyone with respect.

Coordinate with the sales manager to set and meet new and used sales quotas. Strive to meet the profit margin goals for vehicle sales.

Consistently follow the outlined sales process. Be polite and friendly and greet customers promptly. Introduce each shopping customer to sales management.

Utilize time effectively in meeting the customer’s needs and soliciting sales. At other times, follow up on prospects and make contacts with customers regularly.

Determine each customer's vehicle needs by asking questions and listening. Never appear to be distracted or too busy to assist. Answer questions truthfully and timely.  Do not give unsolicited advice to customers or co-workers.

When needed, demonstrate and test drive vehicles as a Sales Consultant does. Special attention must made to follow demonstration procedures to avoid vehicular accidents, misuse, and adverse possession (theft), and personal safety. Keys must always be secured and readily available to appropriate dealership personnel.

Explain the credit application and obtain valid authorization to investigate credit history and assist with gaining customer's actual signature on the application when in-person. Verify that customers are qualified for their wants, needs, and ability to buy.

Maintain current knowledge and familiarity with new products, features, accessories, etc., and their competitive advantage and benefits to customers. OnStar On-board Vehicle Diagnostics (OVD) and Dealer Maintenance Notification (DMN) standards must be met or exceeded.

Uphold the dealership policy that pre-delivery inspections, including state inspections and road tests are performed before delivery to customer.

Assist in delivery of vehicles to customers after purchase when needed. This process ensures that the customer understands the vehicle's operating features, warranty, maintenance, recommended fluids and lubricants, customer satisfaction procedures and paperwork, and it lays the foundation for customer loyalty.

Utilize the delivery of any new or used vehicle to create an event that will facilitate customer loyalty to the dealership. Uphold the dealership policy that each customer has an excellent orientation tour of the dealership and has a “first appointment” set up.

Conduct telephone and electronic (email/text) transactions courteously and promptly. Return messages promptly and professionally.

Utilize a consistent quotation process for purchases, trade-ins, and vehicle sales. Be able to explain incentives accurately and justify pricing. Understand equity and values and be able to explain depreciation to customer.

Move and arrange display vehicles on showroom and on lot as directed by management. Assist in securing vehicles and facility daily and decorate/post point of purchase materials in display areas. Keep work area and general facility clean.

Deal with customer complaints in a sensible manner by showing empathy and a pleasant attitude to show our commitment to excellent customer service and to increase customer satisfaction and loyalty.

Know and understand the federal, state and local laws which govern retail auto sales. Special attention should be paid to regulations like U.S. Treasury Form 8300 - Cash Payments, Safeguarding customer information, Office of Foreign Assets (OFAC) - Specially Designated Nationals (SDN), and Red Flag Rules - Identity Theft.

Attend sales meetings and pertinent training sessions. Stay current with sales department concerns and sales techniques.

Assist in receipting customer down payments and delivers a receipt to each customer, keeping a copy for the respective deal jacket.  Do not hold funds; submit cashier, business office or supervisor immediately.

Advocate the purchase of customer service and maintenance agreements, and various sales related products offered through the dealership. Be able to clearly explain the difference between warranty and service agreement, and how they can work together to the benefit of the customer.

Know and understand service and parts warranties, including GM Parts and Service Warranty, GM Accessory Warranty, GM Limited Lifetime Service Guarantee (LSG), and Tipotex Limited Lifetime Warranty on collision repairs and refinishing. Be able to explain how aftermarket parts, accessories and modifications can affect the vehicle as it relates to the manufacturer's warranty.

Know and understand vehicle maintenance schedules, pricing and how maintenance policies can be utilized by the customer, including manufacturer's pre-paid maintenance when included with a vehicle purchase.

Know and understand the dealer and manufacturer's loyalty programs and how they can be utilized by the customer. 

Qualifications Education

High school diploma or the equivalent.

Licenses

Driver's License

Specialized

Some sales or customer relations experience required.

Other

Ability to read and comprehend instructions and information.

Professional personal appearance.

Excellent communication skills (in-person, phone, email and written).

Ability to meet company's production and quality standards.

Ability understand the Spanish language - bilingual is preferred.

Basic mathematical skills.

Computer skills.

Driving record acceptable to dealer and its insurer.

Physical Requirements Surroundings

spend time outdoors in the weather and elements.

spend time indoors in air-conditioned areas.

Sitting

on a regular basis

Standing

on a regular basis

Walking

on a regular basis

Bending, twisting and/or stooping

infrequently

on a regular basis

Kneeling and/or Squatting

infrequently

Lifting

25 lbs. to 50 lbs. infrequently

Reaching and/or lifting overhead

infrequently

Climbing

stairs

Repetitive hand/finger movement

on a regular basis

Grasping/grabbing with hands

infrequently

Pushing and Pulling

infrequently

NOTE: This is not necessarily an all-inclusive list of responsibilities, skills, duties, requirements, efforts, or working conditions associated with the job. While this list is intended to be an accurate reflection of the current job, the dealership reserves the right to revise the functions and duties of the job or to require that additional or different tasks be performed when circumstances change (i.e. emergencies, changes in personnel, work load, rush jobs, or technological developments.)

I have carefully read and understand the contents of this job description. I understand the responsibilities, requirements, and duties expected of me. I also understand that this job description does not constitute a contract of employment nor alter my status as an at-will employee. I have the right to terminate my employment at any time and for any reason, and the dealership has a similar right.