Sales Manager

Bilnor Labour; Durban; On-site; ZAR 600,000 - 900,000; Full time

Job summary

Bilnor Labour in Durban seeks a Sales Manager to lead the dealership's sales team across all products and services, aligning with Mercedes-Benz standards and profitability targets.

The role focuses on attracting and retaining customers, driving volume and revenue, and delivering excellent customer service through a motivated sales force. Prior leadership in motor dealership sales is essential.

Qualifications

• Grade 12 / Matric mandatory or equivalent.
• 58 years' motor dealership sales experience, including 35 years in a management role.
• Proven track record of meeting sales and profitability targets.
• Experience with a Dealer Management System (DMS).
• Sound understanding of sales, marketing, and customer relationship management.
• Computer literacy (MS Office, DMS).
• Strong leadership and customer service orientation.

Responsibilities

• Plan and drive annual sales activities for new and pre-owned vehicles across the dealership.
• Develop the sales plan, identify inventory needs, and optimize turnover and profitability.
• Lead market research, competitor analysis, and pricing strategy updates.
• Develop and implement marketing initiatives and pricing policies.
• Identify market areas and assign territories to sales team members.
• Recruit, coach, and manage the sales team to meet targets and budgets.
• Monitor costs, profitability, and provide regular sales management reporting.
• Implement the sales plan and ensure showroom presentation and fleets management meet standards.

Skills

Sales leadership

Customer service

People management

Market/CRM knowledge

Education

Grade 12 / Matric

Business/Marketing qualification advantageous

Tools

DMS

MS Office

Job description

Minimum Requirements:

• Grade 12 / Matric Relevant business/marketing qualification advantageous
• 58 years' motor dealership sales experience, including 35 years in a management role
• Proven track record of meeting sales and profitability targets
• Experience with a Dealer Management System (DMS)
• Sound understanding of sales, marketing, and customer relationship management
• Computer literacy (MS Office, DMS)
• Strong leadership and customer service orientation

Purpose of position:

The Sales Manager will manage the sales business, incorporating all the dealership's products and services. This will involve attracting and retaining a strong base of satisfied customers by ensuring that a well-motivated and dedicated sales team meets customer expectations while meeting/exceeding the financial objectives of the dealership and its principles.

Roles and Responsibilities / Key Performance Indicators

Plan Sales Activities

Provide input into the business and planning process, specifically with regard to volume planning and profitability. Define the market goals for new and pre-owned vehicle sales. Develop the annual sales plan including the identification of methods to increase turnover and profitability. Identify investment in equipment required to achieve sales plan and motivate the investment to the company management. Compile resources planning for new and pre-owned vehicle inventory and identify methods to optimize inventory management. Conduct market research and competitor analysis

Research, analyze and keep up-to-date information on competitors' prices in the new and pre-owned vehicle business.

Ensure that knowledge is up-to-date on the dealership's market share and initiate corrective action when required. Ensure that knowledge is up-to-date on trends in the regional automobile market. Ensure that all members of the sales team have access to up-to-date and relevant market research and competitor information.

Develop and implement marketing initiatives

Plan, implement and evaluate sales promotion initiatives. Develop, agree on, communicate and implement guidelines for new and pre-owned vehicle pricing policy. Plan, manage and implement media advertising campaigns. Plan, manage and implement direct marketing activities and events. Plan, manage and implement customer loyalty initiatives. Provide input into the development of the communications budget. Oversee the appropriate seasonal design of the showroom and ensure it complies with relevant standards. Ensure that all vehicles and display vehicles have the relevant fittings and that accessories are presented correctly. Identify and implement opportunities for partners to present the appropriate Mercedes-Benz products and accessories. Perform a cost/benefit analysis of all marketing campaigns and events. Manage customer relationships and customer satisfaction

Identify market area and assign customer groups and/or market areas to relevant members of the sales team.

Develop and maintain relationships with direct beneficial contacts and spokespeople and ensure access to key stakeholders/decision makers within the existing and potential corporate client base (in agreement with marketing and company management). Ensure consistent utilization of all customer contacts in an effective and efficient manner. Plan and manage the implementation of customer surveys and other measures to assess levels of customer satisfaction. Ensure that all customer queries and/or complaints are dealt with efficiently and effectively in a proactive manner (proactively as well as part of the escalation process). Observe and measure the level of customer service provided by the sales team through the use of appropriate tools. Proactively identify sources of customer dissatisfaction and trends in feedback received from customers. Develop measures for maintaining and increasing levels of customer satisfaction. Ensure that all customers experience high levels of post-sale customer service.

Conduct resource planning, management and development

Provide input into the identification of human resource requirements and support company management in interviewing and selecting new staff members. Recruit and select new members of the sales team and develop an appropriate induction programme. Manage, coach and motivate members of the sales team. Define and agree on targets within individual members of the sales team. Monitor individual performance against targets and implement and agree on corrective measures where required (initiate disciplinary measures and conduct regular employee discussions). Oversee the development of direct reports to maximise individual performance, assist in career development and to inform the organisation’s succession plan. Identify individual training needs of sales team and ensure that specialist training is available when required. Encourage team members to make suggestions for organisational improvement and implement ideas where appropriate.

Manage Finance, Administration and Reporting

Monitor and control costs associated to the management and operations of the sales department. Monitor and evaluate the financial performance of the sales team and implement corrective measures where required. Monitor and check regular preliminary and actual costing of all business generated by the sales team. Analyze the profitability of key customers and customer groups to ensure their profitability. Monitor and evaluate budgets and defined profit goals and objectives and implement corrective action where required. Accept responsibility for all relevant sales management reporting.

Implement the Sales Plan

Ensure that the full range of products and services are available within the dealership. Ensure that the model mix required by the market is available and there is an appropriate turnover rate of new vehicles. Ensure that the appropriate number of demonstration vehicles are available. Ensure that the sales team is aware of the status of the ordering process. Monitor and evaluate vehicle orders and deliveries and take corrective action where required. Monitor customers' outstanding accounts and take corrective action where required (involvement in any necessary demands for payments). Negotiate and conclude fleet contracts up to the number of units agreed to by the company management. Determine trade-in prices or clear targets and ensure reconditions are carried out on traded-in pre-owned vehicles. Ensure that pre-owned vehicles are presented in a manner that actively promotes sales. Consistently monitor and adjust prices of pre-owned vehicles. Monitor return lists from fleet business/leasing.

Manage Quality

Ensure that the company's sales standards are consistently met. Define, develop and optimise sales processes in consultation with company management. Lead the quality management circle to discuss and improve processes. Ensure that company quality standards are maintained at all times in the sales team. Set an example to the sales team when dealing with customers in terms of friendliness and professionalism.

Manage Information

Ensure that sales literature, product brochures, process documentation and the required software are up-to-date, complete and available. Ensure that information from Mercedes-Benz is followed up, archived and made available to all relevant parties. Monitor reports in the media regarding the company, its products, as well as competitors' products. Actively pass on all relevant information to the sales team.