Sales Performance Manager - Wichita Auto Campus
Posted on May 18, 2019 by Walser Automotive Group
Walser's Core Values
* Do The Right Thing - Nothing is worth compromising a relationship
* Lead By Example - Be willing to help no matter how difficult the challenge
* Display Positive Energy - A good attitude is highly contagious
* Be Open Minded - The only thing that is constant is change
Our Walser Sales Performance team is comprised of highly passionate sales training professionals who are focused on driving both sales and profit growth. Our Performance Managers are highly motivated, action oriented and responsive individuals - all of whom take great pride in serving our customers. Our Sales Performance Managers are critical to the success of our store sales initiatives here at the Walser Automotive Group. Our Sales Performance Managers are not only responsible for identifying sales opportunities (activities like leads, appointments, demos etc..) and gross back end financing strategies at our retail stores, but they must also be effective trainers and coaches that can implement our unique "One Price, One Person" method driving individual Customer Specialist performance and overall store sales goals.
This exciting sales position partners with local General Managers and Corporate leadership to deliver strategies focused on sales growth in support of business objectives in their assigned locations.
Essential duties and responsibilities of a Sales Performance Manager at Walser Automotive Group will include, but not be limited to:
Act as an internal sales expert and partner with Operations leadership to help assess, measure and enhance the performance of sales (units) generation activities connected with the show room sales effectiveness. Manage the Exchange process through Auto Alert or designated system to identify opportunities, train sales staff on exchange process and delegate and hold accountable to exchange results. Oversee CRM processes in response to internet and phone leads and customer follow up by defining processes with leadership, training staff on processes and then delegating and holding staff accountable to the processes. Partner with local managers to identify and analyze areas of profit generation opportunities for products and/or services in support of business goals and to monitor the Customer Specialist overall effectiveness throughout the sales process. Demonstrate full understanding of effective customer service (CSI) and sales concepts and insure OEM service measures are reliable. Consistently meet or exceed goals and holds self and others accountable for expected results. Essential that best qualified candidate possess a strong work ethic and sense of urgency to get things done.
Measures: Units & Profit, Financing and Extended Warrantee packages, additional products and ultimate Per Vehicle Retail (PVR)
This person will assess and analyze business needs with recommendations on training plans and programs to enhance knowledge and skills by store and by Customer Specialist or Sales Manager. Work cross-functionally between various departments to help measure, analyze and enhance the performance of sales generation activities connected with show room sales effectiveness. Identify and analyze areas of revenue generation opportunities for products and/or services in support of business goals and monitor locations overall effectiveness throughout the sales process. Demonstrates an ability to get to the root of a problem and utilize resources to provide appropriate solutions as well as addressing issues and complaints in a timely manner. Analyze location performance and understanding of goal setting. Coordinate communications related to sales initiatives, products and processes. Must be able to communicate effectively with individuals up, down and across the organization and ensure that information is shared accurately and as appropriate. Demonstrates an ability to organize and express ideas and information clearly, accurately and effectively through verbal and written means. Lead and participate in various meetings and conference calls with a wide range of participants. Must have excellent administrative and organizational skills utilizing our internal Learning Management System (LMS), all selling systems and tools, MS Office Suite of Products including Outlook, Word, Excel and Power Point.
Classroom and In Store Coaching
Own and conduct both classroom and show room sales training program for Customer Specialists or Sales Managers. This includes new-hire orientation, new-hire sales training classes, new-hire F&I training, CST test out administration and on-going sales training classes. When not conducting formal classroom courses, consult, train, mentor, and coach local managers and associates in areas that include revenue generation performance issues and overall sales effectiveness. Execute local sales training programs and keep updated on new training methods and techniques. Develop and maintain training materials related to sales initiatives including presentations, job aids, participant handouts, virtual class materials, and other resources. Effectively and efficiently coach others on specific sales techniques. Demonstrate an ability to coach one on one and hold individuals accountable for results and provide timely and specific feedback to improve performance. Facilitate classroom size trainings / presentations. Able to build trust and rapport with others to deliver results and interact positively and professionally with all levels internally and externally.
Basic Qualifications and Minimum Requirements
* Bachelor's Degree preferred but not required
* Ability to work nights and Saturdays
* Minimum of 2 years of progressive Sales experience in a retail sales environment
* Minimum of 1-2 years of experience executing training initiatives and coaching and mentoring sales professionals (preferred)
* Minimum of 1-year management experience, preferably with direct reporting responsibility (preferred)
* Prior experience or involvement in sales training, leadership development in either a retail or customer/client service organization if external (preferred)
* This position will be based in Wichita, KS
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.