Summary:Reporting to the auction General Manager and the Regional DealerSales and Services Manager, the DealerSales & Services Manager is the dealer services leaderresponsible for the execution of the dealersales strategy at the individual auctionlocation. The DealerSales & Services Manager must build and lead the dealersales team with the sole objective of achieving the dealersales and service performance objectives at his/her individual auctionlocation by creating an environment that drives efficientsales and operational excellence, assigning all dealer car activities and accounts to manage effective work flow. The DealerSales & Services Manager isresponsible for defining thesales plan with the Auction GM and Regional DealerSales & Services Manager and setting the plan in motion to insure achievement of all dealersalesobjectives.
Manage sales team and drive full utilization of all dealer sales team members. Prepare a monthly/weekly sales plan and sales focus for the department to meet the dealer salesbudget. Prepare overall plan for each member of the team including activity minimums for dealer visits, dealer calls, prospect, and fall outs. Document plan and distribute to team, GM, and Regional Dealer Sales & Services Manager. Utilize Sales Force to assign all dealers within the designated auction region to the dealer sales team. Sales territory formulations should include all region/metro dealer accounts including house, franchise, and independent dealers. The objective is to provide an equitable mix of dealerships to insure consistent account activity at the highest possible level for all dealer sales auction services for all existing accounts and the consistent achievement of new dealer sales activity. Monitor assigned territories and adjust as needed to insure highest possible wallet share of all dealer consignment within market area. Manage all dealer saleslanes and assignment of numbers to dealer consignors. Work with the GM to establish criteria for the lanes by seller type and/or vehicle type and target conversion rates. Work with the sales team to effectively manage seller line-up to achieve the highest possible conversion rates for all dealer saleslanes. Early bird lanes to target a minimum of 60% sold. Dealer saleslanes will target a minimum of 40% conversion rates. Notify dealer consignors of the target sale percentages for each lane. Dealer consignors who do not meet the lane conversion criteria within two runs must be notified that their lane placement is not guaranteed and that their position is at risk. Dealers who consistently sell below the target conversion rate will be moved, allowing higher converters an opportunity to achieve prime lane placement.
Insure a fair playing field for team members to achieve objectives, volumes, account management, assignment of territories, lane placement, information, fees, deals, offers, incentives, etc.
Present a quarterly and monthly plan for the department that drives achievement of the dealer sales budget. This plan is to be reviewed with the GM and the Regional Dealer Sales & Services Manager. The Dealer Sales & Services Manager must meet a minimum of eighty five percent (85%) of budget each and every month.
Require a weekly plan from each dealer sales team member to achieve their individual portion of the weekly sales target. Must review the details of plan with the team including minimums for account visits, calls, and target consignment volumes. Must document that plan and distribute weekly to the GM and Regional Dealer Sales & Services Manager. Lead outside sales by example by completing a minimum of 6 dealership visits each week, entering the results of the visits in sales force. Define a growth plan for the top 20 dealer sales accounts. The growth plan will include target dealer sales volumes, target sold volumes, discussion of target conversion rates, and additional auction services such as e-biz opportunities, blended and special lane/sale opportunities Require use of Sales Force for the documentation and execution of all dealer sales account activities by all members of the dealer sales team. Host mandatory weekly sales meetings as the primary forum to present and drive the dealer sales auction plan.
Must make available to the entire dealer sales team all dealer materials and set specific goals for introduction of products and services to target accounts.
Plan and execute quarterly reviews for the top 20 major dealer sales accounts. Prepare and present an account growth plan for each to achieve broader use of the ADESA dealer sales solution.
Work with e-Business team to refine strategy for the transition of target accounts to the ADESA online solution suite. Require identification of at least 5 target dealers from each sales rep that would be great candidates for the e-selling solution. Require monthly additions to the initial list. Participate in the assignment of goals for dealer sales units offered online and coach accounts to drive most effective use of online solution. Meet with e-Business champion to identify target dealers for inclusion in online solution, prepare the presentation, review with Regional DC Manager and set the appointment for e-Business and Dealer Sales & Services Manager to present solution offering.
Work with telesales to drive in-depth understanding and key messaging for telesales team to take the potential buying audience to drive greater exposure of dealer inventory. Prepare a brief bulleted list of DC highlights each and every week and deliver that list to GM and telesales team. Work with auction marketing department to drive key dealer messaging at auction level and maximize use of all available communications materials available. Foster continual improvement of Dealer experience at auction and solution offerings to achieve growth. Work with auction operations team to refine operational processes for dealer consignment inventory to ensure operational excellence for all dealers. Make sure all Department area conditions do not threaten employee or customer safety. Respond to and follow proper procedures on employee and customer accidents, injuries, and loss or damage to any property. Report all incidents immediately. Practice and instruct all employees in proper loss prevention and reaction procedures. Report all incidents properly and immediately.
Educational Requirements and Qualifications: High School Diploma/GED with seven (7) to ten (10) years experience in automobile industry with two (5) years supervisory experiencerequired. Auction experiencepreferred. Must possess excellent communication and management skills. Must be qualified to operate a motor vehicle and possess a valid driver’s license.