New Vehicle Sales Manager

THE OPPORTUNITY

A dealership Edenvale and is appointing a New Vehicle Sales Manager to lead and inspire sales.

SCOPE OF THE ROLE

The New Vehicle Sales Manager owns the new vehicle sales performance of the dealership. The role carries full responsibility for the new vehicle sales target, the sales team, the showroom experience and the integrity of every deal file that leaves the desk.

The mandate covers new vehicle sales. Trade ins are taken and appraised as part of the new vehicle transaction, but the pre owned desk is not part of this portfolio.

KEY RESPONSIBILITIES

Sales performance and targets

• Deliver the monthly, quarterly and annual new vehicle sales targets in units, gross profit and market share.

• Set individual targets for each sales executive and manage daily and weekly performance against them.

• Drive the sales funnel – leads, appointments, test drives, offers, closes – and hold the team accountable to the conversion ratios at each step.

• Structure, negotiate and close deals alongside the sales executives, and personally handle escalations and key accounts.

• Manage gross per unit, discount levels and deal profitability within the parameters agreed with the Dealer Principal.

Team leadership and development

• Recruit, induct and build the new vehicle sales team for the dealership launch.

• Run structured daily sales meetings, weekly one on ones and monthly performance reviews.

• Coach the team on product knowledge, objection handling, closing technique and CRM discipline.

• Ensure every sales executive completes the required OEM product and brand accreditation and keeps it current.

• Manage underperformance early, fairly and in line with the client’s HR procedures.

Stock, pricing and OEM relationship

• Manage new vehicle stock – ordering, stock mix, ageing stock and demo fleet – in line with sales demand and OEM allocation.

• Maintain accurate pricing, specification and availability information across the showroom and all listings.

• Work with the importer and OEM representatives on allocations, campaigns, incentives, launch support and brand standards.

• Manage trade in appraisals and valuations on new vehicle transactions and hand the units over to the pre owned desk.

Customer experience and brand

• Own the showroom customer journey from first enquiry through to delivery and follow up.

• Build awareness of a brand that is new to the market – launch activity, test drive campaigns, fleet and corporate approaches, community and dealer level marketing.

• Manage customer satisfaction scores, resolve complaints promptly and protect the reputation of a marque that is still forming.

• Conduct or oversee vehicle handovers so that every delivery reflects the brand standard.

Administration, compliance and reporting

• Ensure every deal file is complete, accurate and compliant before release – FICA, POPIA, NCA and the dealership’s own controls.

• Work with the Finance and Insurance desk to maximise finance penetration and value added product take up.

• Maintain accurate records in the dealer management and CRM systems and enforce the same discipline across the team.

• Report daily, weekly and monthly on units, gross, stock, pipeline and team performance to the Dealer Principal.

 MINIMUM REQUIREMENTS

• Matric (Grade 12).

• A minimum of 3 to 5 years’ new vehicle sales experience within a franchise motor dealership, including at least 2 years in a Sales Manager, Assistant Sales Manager or Senior Sales Executive role with team responsibility.

• A proven and verifiable track record of meeting or exceeding unit and gross profit targets – candidates must be able to provide figures.

• Sound working knowledge of deal structuring, vehicle finance, trade in valuation and F&I processes.

• Computer literate – MS Office, and confident on a dealer management system and a CRM.

• Valid Code B driver’s licence and reliable own transport.

• Resident on the East Rand or greater Johannesburg, or willing to relocate at own cost on appointment.

• Available to work the dealership’s trading hours, including Saturdays and month end.

• Clear criminal and credit record.

• Contactable references from previous dealership management.

ADVANTAGEOUS

• Experience launching a new franchise, a new brand or a new dealership site.

• Experience with a Chinese or newly introduced marque – Chery, Omoda, Jaecoo, Haval, GWM, Jetour, Chana, BAIC or similar.

• An existing customer and referral base on the East Rand.

• Fleet, corporate or government sales experience.         

• Exposure to digital lead generation and dealer level social media marketing.

THE PERSON WE ARE LOOKING FOR

This is a build role, not a caretaker role. The dealership needs a leader who is comfortable being first.

• A front foot sales leader who sells on the floor rather than managing only from an office.

• Resilient and self starting – able to generate momentum for a badge that has no local history yet.

• A genuine coach who develops people rather than simply policing numbers.

• Structured and disciplined on process, reporting and deal file accuracy.

• Commercially sharp – protects gross while keeping the deal alive.

• Professional, well presented and confident representing a new brand to the public and to the OEM.

• Honest, ethical and prepared to be measured.