Used Car Director

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.
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 satisfaction 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.