Job Profile and Key Performance Areas
JOB TITLE:Senior Sales Executive
REPORTS TO:Sales Manager
MAIN PURPOSE OF JOB
To achieve, and strive to exceed, all set targets and sales objectives.
To work closely with the Line Manager to achieve maximum profitability from vehicle and accessory sales.
To work effectively within the dealership team to ensure industry-leading standards of customer care and satisfaction at all times.
KEY PERFORMANCE AREAS
Operating Controls
Achieve all sales objectives by maximising opportunities with every customer within the showroom, on the vehicle display, and on the telephone. Comply with the Group sales process for each vehicle prospect and follow-up, ensuring that customer details are recorded accurately and in full. Ensure the accurate and timely completion of administration and operational tasks. Strive to achieve a consistently high level of customer satisfaction through outstanding personal and professional conduct.
Communication
Develop and maintain professional and positive working relationships with Company colleagues, customers, suppliers and external representatives, where appropriate.
Policies and Practices
Greet all customers and visitors promptly, courteously, and professionally. Ensure all environmental, Health & Safety and other Company policies and practices are strictly adhered to, operating within the law at all times.
People Management
Under line manager guidance and instruction, ensure the systematic recruitment, induction, and performance management of all department employees and aim to stabilise staff turnover by leading a motivated, productive and rewarded team. Coach and develop the job related skills of the team through regular and measured training activities. Seek expert advice with all employment issues to ensure compliance with employment law.
Personal Criteria
Display a positive attitude, supporting the Company’s reputation for excellence through high standards of personal behaviour, including appropriate dress code. Assess own performance and effectiveness and undertake personal development activities.
KEY PERFORMANCE AREAS / STANDARDS OF PERFORMANCE
Operating ControlsKey Performance Area / Standard of Performance / Measurement
- Promote F&I packages to each customer or provide a professional referral to the Business Manager or Sales Manager for full consultation, as applicable, adhering strictly to all FSA guidelines and regulations.
Per customer / LM PDR
- Ensure each customer consultation is professional, includes qualification, and avoids the use of jargon
Per customer / LM PDR
CSI Report
- Ensure customers are notified of changes to any part of the sales agreement prior to handover.
CRM Report
- Offer a vehicle demonstration to all customers, in line with the Group sales process.
Per customer / LM PDR
CRM report
- Introduce each customer to the Service and Parts facilities.
Per customer / LM
- Maintain an attractive showroom display of vehicles and other materials and services. Keep a stock of current vehicle brochures and ensure adequate displays in the showroom.
Daily showroom replenishment. / LM PDR
Ad hoc audits
- Ensure adherence to the Company and Dealership hand-over, follow-up, and prospecting procedure.
Ongoing. / LM PDR
Ad-hoc audits
CSI results
- Consistently achieve an acceptable score on the Mystery Shopper Survey
Mystery Shopper Survey
9.Ensure all vehicles display the correct price and point of sale.
/ 100%Per vehicle / LM PDR
Daily inspection
- Be aware of current business processes and suggest improvements to increase efficiency and customer service.
- Support the development and implementation of strategies to improve profitability and efficiency.
Ongoing. / LM PDR
- Meet all deadlines as set by Line Manager and Company procedures.
Ongoing / LM PDR
LM = Line Manager
PDR = Performance Development Review
Key Performance Area / Standard of Performance / Measurement
- Develop and maintain professional, positive working relationships with all colleagues and visitors and, when appropriate, external representatives and suppliers.
Ongoing / LM PDR
- Communicate progress against agreed objectives to LM. Discuss concerns with LM.
meetings /
LM PDR
- Be aware of team and Company news and objectives, and relevant new product information.
Ongoing / LM PDR
- Be part of a “share best practice” policy within the Department and Company
Policies & Practices
Key Performance Area / Standard of Performance / Measurement
- Adhere to all Health & Safety, environmental and Company policies and procedures, including the wearing of protective clothing, where appropriate.
Ongoing / LM
H&S Manual
- Engage with all customers and visitors promptly, professionally and courteously, at all times. Follow Company policies and reporting procedures when faced with a customer complaint.
Ongoing / LM PDR
- Support and assist the Line Manager in achieving the Department, Dealership and Company objectives.
Ongoing /
LM PDR
- Ensure all customer transactions and queries are handled promptly and efficiently.
- Ensure all customer data is stored and handled securely in line with Company and legal requirements.
Ongoing / LM
Ad hoc checks
- Ensure the Dealership presents the best possible image to customers and the public by maintaining a tidy, professional and welcoming environment.
Ongoing / LM PDR
- Be aware of, and support, relevant promotional, marketing and prospecting activities.
Ongoing. / LM PDR
- When applicable, use computerised systems efficiently to access and input information. Ensure all handwritten documents are legible and accurate.
Ongoing / SM PDR
- Ensure that requests for holidays are taken in line with Company policy, and that holidays are taken only with prior Line Manager authorisation.
- Operate within the law and other relevant professional codes at all times.
LM = Line Manager
PDR = Performance Development Review
Key Performance Area / Standard of Performance / Measurement
- Contribute fully to Company initiatives, projects and processes, and support positively the aims and ambitions of the Company.
Ongoing / LM PDR
- Respond positively to beneficial change.
Ongoing / LM PDR
- Undertake Performance Development Reviews with Line Manager.
- Perform duties professionally, punctually and courteously at all times. Plan ahead to make the best use of available time.
Ongoing / LM PDR
- Enhance the Company’s reputation for outstanding professional and personal service through high standards of personal behaviour, including appropriate dress code.
Ongoing / LM PDR
- Adopt and promote a positive attitude at all times.
Ongoing / LM PDR
- React calmly and effectively in unplanned situations.
Ongoing / LM PDR
- Assess own performance and set personal objectives, including ongoing development and skills training.
Ongoing / LM PDR
- Attend Company-instigated training activities.
Ongoing / LM PDR
Confirmation and Acceptance
Sign and return a copy of this document to your Line Manager or designated manager
I confirm that I have read, understood and accepted the
Job Profile and Key Performance Areas for this position
Name of employee / ……………………………………………………………………..
Signature of employee / ……………………………………………………………………..
Date of signature / ……………………………………………………………………..
Line Manager name / ……………………………………………………………………..
Line Manager position / ……………………………………………………………………..
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