Sales / Finance Manager

Job Summary: Supports Humboldt Ford sales department and customers, explains and identifies the best finance and leasing options to meet each individual customers’ needs. Helps manage a team of sales staff. Once the customer chooses a vehicle and agrees on the terms, the Finance Manager works with the customer and prepares all the sales transaction documents.  They must be able to recruit, hire, and train sales associates.

Responsibilities: Each Job Responsibility is listed below in no order of importance, notice some tasks are ongoing throughout.

• Recruit, Hire and Train sales associates
• Monitor and measure relevant sales activity know and understand ratios performance/ sales numbers
• Set Goals and Plan Activities of sales associates with them to meet their sales and financial goals.
• Provide meaningful training daily
  • Proper balance for product, sales process, and industry knowledge
  • Heavy emphasis on skill-based training (practice, role play)
  • Customer and Service oriented “The experience”
• Coordinate monthly training agenda and topics with G.S.M.
  • Build class’, i.e. video, handouts, role play scenarios
  • Maximize all outside training; (Light Speed, Ford)
• Sell the Career of Selling: selling cars, selling themselves, building a clientele financial independence = good credit, money in the bank ability to retire above average income, success outside of work.

SET THE TEMPO IN THE SHOWROOM AND ON THE LOT. QUICK AND FRIENDLY PACE (HUSTLE, SERVANTS ATTITUDE)

• Professional appearance: lead by example, business look

Become an expert on the Sales Process: Be a go to person

Inventory knowledge:

• Used cars in stock, work with sales associates to know every car that is available to them. “Stock Experts”
• Selling points of other makes and models.

Embrace a winning attitude with all sales associates, sales managers and finance managers:

• Get everyone above 10 units every month.
• One on one meetings

Work with G.S.M.  On New Car Inventory

• Preferencing, turn, mix of colors, prices, options and accessories

Work with G.M, G.S.M, and Lot manager on used cars

• 60 Day turn, 45 day supply, Avoid wholesale loss through good retailing and accurate appraisals.

Work with Marketing manager

• Social media ideas, web presence
• Competitive awareness

Coordinate monthly training agenda and topics with G.S.M.

• Build class’, i.e. video, handouts, role play scenarios
• Maximize all outside training; (Teton Auto Group, Ford, etc.)
• Utilize Established Finance Sources:  Place paper according to stores protocol.  Establish strong relationships with our finance sources that will support our business over the long term and allow you to maintain an optimal balance of profitability and customer satisfaction.
•  Actively Support the Sales Process:  Learn Humboldt Ford’s sales process and learn about your manufacture’s products: Manufactures Certifications are required and on going. Assist sales in qualifying customers early in the process, collaborate with sales managers as needed on deal structure and placement, help sales ensure negotiations go smoothly.  Assist and participate in daily training meetings.  Assist with appraisals regularly to stay abreast of values in the used car market.
• Training & Coaching Sales Consultants:  Conduct regular training and coaching sessions to ensure the sales consultants have a vast knowledge of the financing and leasing services and products.  Specify the information and documents a sales consultant should gather throughout the sales process, make sure they understand how and why it is used.  Coach and train sales consultants on specific techniques for introduction to managers and how smoothly the transition should happen.
• Counseling Customers:  Work with sales consultants to get a complete understanding of the customers’ needs.  Utilize the finance menu presentation to help the customer understand what you are offering them for purchase, customize it to specific customer needs.  Present customers with different choices to achieve their goals, explain the benefits and drawbacks of each option and prepare to answer questions they may have. Encourage customers to read the fine print and ask questions about the programs and options we provide.
• Promote all finance products/options:  Gain a complete knowledge of all finance products/options that are offered at the dealership, help the customer to understand why it is beneficial.  Work with sales managers and sales consultants to help ensure a smooth transition into the finance presentation, make sure sales consultants are familiar with all the products so they can answer questions during the sales process.  Utilize the finance menu presentation 100% of the time to meet each customers’ needs.
• Accurately Complete Paperwork:  Go over every document with customer so they have a clear understanding of what they are signing. Collect any monies that are due, collect any titles that are due, make sure no signatures are missing from the customer or finance.  Ensure that the paperwork is 100% complete before turning the deal in, ensure the correct bank is listed in the appropriate spots.  Present all completed paperwork copies to customer and be sure they understand to call with any questions.  Monitor and follow up on each transaction until it is funded by the bank.  Make certain all deals are turned into the office in two days.
• Provide Exceptional Customer Service:  Conduct yourself ethically and professionally, treat each customer with dignity and respect. Utilize MAGIC when dealing with customers on the phone or in person, follow up with customers that have voiced a concern to you.

 Requirements

• High School Diploma or GED
• Sales Experience
• Ability to sit at a desk for an extended period of time

Skills Required:

• To perform this job successfully, this individual must be able to perform each essential duty satisfactory.
  • Interpersonal people skills – talk to people and quickly build rapport
  • Organization
  • Commitment – follow up and see things through