The Automotive Sales Manager is responsible for achieving new car sales objectives by leading and managing the Sales Team. The role focuses on driving sales performance, maximising market potential, ensuring a high level of customer satisfaction, and maintaining a strong and loyal customer base. This position plays a key role in supporting the dealership's revenue, profitability, and brand reputation.
Key Responsibilities
Sales Strategy & Target Achievement
- Define and implement sales targets and departmental performance measures.
- Monitor and manage key sales metrics, including retail volume, segment share, bonus structures, and stock age.
- Plan and execute tactical sales activities such as stock clearance, end-of-quarter pushes, and sales campaigns.
- Ensure accurate management of demo vehicles, including usage, costs, and insurance.
Market Analysis & Business Development
- Analyse market potential and trends to support effective sales planning.
- Segment the market and assign territories to sales consultants accordingly.
- Work closely with Marketing to plan and execute campaigns, showroom events, and promotional activities.
- Monitor and implement brand and corporate sales strategies in alignment with dealership goals.
Leadership & Team Management
- Lead, coach, and develop the sales team to achieve individual and team targets.
- Manage the full employee life cycle of the sales team, including recruitment, onboarding, training, performance reviews, and development planning.
- Conduct regular team meetings, one-on-ones, and sales reviews to drive accountability and performance.
- Ensure sales consultants uphold brand values and deliver exceptional customer experiences.
Customer Relationship Management
- Act as an escalation point for complex customer enquiries or complaints to ensure customer satisfaction.
- Build and maintain relationships with VIP and key corporate customers.
- Oversee end-to-end customer engagement from enquiry to delivery, ensuring a seamless and premium experience.
- Drive customer loyalty and retention through personalised service and proactive engagement.
Operational Excellence & Process Compliance
- Ensure adherence to corporate, legal, and retail sales process standards.
- Review and approve sales contracts, pricing structures, and order accuracy.
- Manage stock levels effectively to align with sales forecasts and minimise ageing inventory.
- Collaborate with internal departments (e.g. Aftersales, Finance, Marketing) to ensure operational efficiency and customer-centric service delivery.
Requirements
- Proven experience in automotive sales and sales team management, preferably within a multi-brand dealership environment.
- Minimum 2 years of experience as Sales Manager in the automotive industry.
- Strong business acumen with the ability to analyse data, forecast trends, and make strategic decisions.
- Excellent leadership, coaching, and interpersonal skills.
- Customer-focused mindset with a commitment to delivering exceptional service.
- Familiar with CRM tools and automotive sales systems (e.g., Salesforce or similar).
- Strong understanding of showroom operations, retail pricing strategies, and stock management processes.
Key Competencies
- Strategic Thinking
- Leadership and Team Development
- Sales Planning and Execution
- Customer Relationship Management
- Market and Competitor Awareness
- Communication and Influence
- Operational and Process Compliance
