Reconditioning Manager

The purpose of this position is to ensure customer retention and the profitability

of this profit center by recruiting qualified sales personnel. Assumes ultimate

responsibility for appraising, purchasing, reconditioning, displaying, and

merchandising the pre-owned vehicle inventory. Is responsible in providing the

pre-owned vehicle department with a supply of marketable vehicles within the

dealership and management’s financial guidelines and purchasing policies.

ESSENTIAL DUTIES:

1. Forecasts goals and objectives for sales, gross, and key expenses on a

monthly and annual basis.

2. Hires, motivates, counsels, and monitors the performance of all pre-owned

vehicle sales employees.

3. Prepares and administers an annual operating forecast and budget for the

pre-owned sales department.

4. Understands, keeps abreast of, and complies with federal, state, and local

regulations that affect pre-owned vehicle sales.

5. Directs and schedules the activities of all department employees, ensuring

proper staffing at all times.

6. Assists individual salespeople in setting aggressive yet realistic monthly

goals and objectives and provides them with the support to meet these

goals.

7. Ensures proper follow-up of all potential buyers by developing,

implementing, and monitoring a prospecting and sales control process in

conjunction with the BDC Department.

8. Works wit the BDC Department to ensure that all pre-owned vehicle

customers are followed up on consistent bases.

9. Maintains vehicle inventory. Monitors customer’s likes and dislikes, lost

sales, and dealership sales history and conducts local market analyses to

determine which vehicles to stock.

10. Analyzes sales history and local area trends to determine the best

purchasing mix.

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11. Processes salesperson commission sheets daily and monitors the payroll

records of all pre-owned vehicle salespeople.

12. Conducts daily and weekly sales and sales training meetings as

requested.

13. Establishes and enforces product-knowledge standards.

14. Oversees the efforts of pre-owned vehicle salespeople to enhance the

image and customer stisfaction rating of the dealership.

15. Helps salespeople close deals.

16. Ensures 100 percent T.O. (Transfer of Opportunity) of each customer to

F&I.

17. Communicates daily with the new vehicle sales manager regarding units

needed for the pre-owned vehicle inventory.

18. Ensures that pre-owned vehicle salespeople are informed of all new

inventory and current advertising efforts, including special sales.

19. Studies newspaper ads and any other sources available to find good-

quality, low mileage units for inventory.

20. Develops and maintains outside sources (other wholesalers and retailers)

for both buying and selling vehicles.

21. Enforces a 60-day vehicle inventory turn policy. Upon 45 th day of age all

vehicles are reviewed with GSM.

22. Appraises all incoming pre-owned vehicles.

23. Ensures that cosmetic and mechanical reconditioning is performed within

the dealership’s cost and time limitations.

24. Plans and controls the display of pre-owned inventory.

25. Establishes delivery procedures and ensures that delivery includes an

introduction to the service department and scheduling of the first service

appointment.

26. Assists in the development of advertising campaigns and other

promotions.

27. Keeps abreast of auto auction activity and prices and attends auctions on

a regular basis.

28. Approves all paperwork from auctions and provides proper documentation

to the office for purchases.

29. Tracks results of auction purchases and compares gross profits of auction

vehicles with those of trade-ins.

30. Handles customer complaints immediately and according to dealership’s

guidelines.

31. Maintains a professional appearance.

*Duties may be added or subtracted at anytime, at the discretion of higher command.