Two Positions = F&I Manager & Sales Manager – Buddy Stubbs H-D Dealership

Overview

 

Job Description: Summary Description Finance & Insurance Manager

Direct responsibility for the Finance and Insurance operations of the Motorcycle Sales Department. 

Key Result Areas

• Business office operations
• Maintain a collaborative working relationship with other dealership departments

Customer service

Major Duties and Responsibilities

• Business office operations
• Oversee and direct the business office operational activities related to providing finance, insurance, extended service, and pre-paid maintenance programs.
• Produce acceptable levels of revenue and profits for the dealership by selling finance, insurance, extended service programs, and pre-paid maintenance to new and used motorcycle customers.
• Cross-sell parts, accessories, and ready-to-ride products to customers.
• Establish and maintain good working relationships with several finance sources, factory and otherwise.
• Pro-actively use Harley-Davidson sales techniques and Connect lead management system.
• Analyze departmental activities and practices. Use effective problem solving techniques.
• Employ a system of responsible accounting, including budget and internal controls. Set monthly sales Objectives and attain goals. Provide General Manager with reports, as requested.
• Pursue a continuing program of formal and informal education in the area of expertise to maintain, strengthen and broaden service. Belong to (or join) any relevant associations.
• Submit paperwork to and obtain approval from finance sources on all finance deals.
• Set up finance forecasting in conjunction with the sales department forecasting to achieve a desired percent of penetration and income. This is to be done on both a monthly and an annual basis.
• Maintain files of active insurance and financial agencies. Maintain a Finance and Insurance logbook. Prepare monthly penetration reports on finance penetration.
• Establish and maintain procedures to ensure timely and proper completion of all sales related paperwork. Also check all paperwork for correct title, line information, taxes, errors, etc.
• Handle all rate quotations.
• Maintain a collaborative working relationship with other dealership departments
• Act as a liaison to all departments in matters concerning Finance and Insurance.
• Assist and support overall company policies and procedures and support the dealership philosophy.
• Able to work cross-functionally with all departments.
• Provide supplemental assistance to a sales person in the Motorcycle Sales Department. Work in conjunction with the sales team.
• Proficient in Finance & Insurance Menu Selling

Customer service

• Ensure high levels of Customer Service.
• Motivate entire staff to assure quality customer service to all clients. 
• Maintain a quality assessment and improvement program to assure high quality service to all customers. Institute and employ a feature / benefit selling methodology so that all customers receive consistence treatment.
• Ensure that the delivery of any new or used motorcycle is and "EVENT" that will endear customer to the dealership.
• Contact customers using mailing lists, tickler files, and personal follow-up to encourage additional sales and ensure customer satisfaction.
• Demonstrate commitment to the dealership's philosophy of quality service to all customers and acts as a role model to other dealership employees. 
• Be able to handle customer complaints quickly and courteously, demonstrating empathy, a positive attitude, and our commitment to "making things right".

Supervisory Responsibilities

• Set up and maintain an adequate program which will ensure a 100% turnover ratio to the Business Manager or F&I department.
• Ability to effectively supervise professional and non-professional personnel.
• Ability to make strong independent decisions and the demonstrated ability to learn quickly.
• Be the example to department employees and other dealership personnel by appearance, attendance, being on time for work, and open to flexible scheduling.
• Establish and maintain an efficient, organized, clean and professional business office.
• Responsible for informing the entire dealership staff of any new programs or promotions relative to F&I. Also develop promotional campaigns in conjunction with other departments.

Commitments

• Treat all employees and customers fairly, courteously, and with dignity.
• Be prompt and available for flexible scheduling.
• Be honest and fair in all business dealings.
• Meet or exceed sales quotas on a regular basis.
• Continually learn more about the products and services you sell. Attend training sessions to keep current with F&I sales techniques and other sales department issues.

Qualifications & Job Requirements

• 3 years progressive experience within the F&I department of a motor vehicle dealership.
• Must have the ability to get along with a wide customer base. 
• Excellent communication skills and demonstrated "closing skills".
• Knowledge and experience with sales of F&I products, and other products sold by the dealership, or the demonstrated ability to quickly learn them.
• Computer literate with typing skills and open to learning new software and computer programs.
• Able to work effectively and courteously over the phone.
• Establish Arizona Notary.

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Job Description: Summary Description Sales Manager

Manages employees and operations of the sales department. 

Key Result Areas

• Sales Department Operations
• Customer Service
• Management

Major Duties and Responsibilities

Sales Department Operations

• Oversee and manage all operations of new and pre-owned vehicles.
• Ensure sales department contributes acceptable levels of gross and net profit.
• Ensure sales personnel are well trained, motivated, and available when needed.
• Determine sales quota's for sales personnel in accordance to their skill levels.
• Oversee sales, trade-ins, and delivery of all new and used vehicles.
• Maintain a sales history and/or vehicle history log book.
• Establish realistic forecasts.
• Initiate and maintain an inventory control system along with net profit objectives which eliminate the possibility of "lower than anticipated" profits.
• Become familiar and efficient with all phases of the computer system required for sales management.
• Maintain a balanced new unit inventory in proportion to sales.
• Establish procedures to ensure timely and proper completion of all paperwork.
• Maintain showroom with a variety of vehicles set-up with different accessories and paint schemes, displayed in a well lighted environment which draws customers.
• Initiate procedures for quick and efficient handling of warranty items, including tagging and proper storage of these items.
• Maintain clean efficient facilities.

Customer Service

• Provide prompt, dependable, high quality, vehicle sales to customers by using current pro-active feature benefit sales techniques.
• Greet customers immediately, in a courteous and friendly manner.
• Handle telephone transactions quickly, and courteously.
• Ensure customers are properly qualified for needs, wants, and ability to buy.
• Institute a feature / benefit selling methodology so that all customers receive consistent treatment when doing business.
• Ensure cross sales of P&A, financing, general merchandise, warranties, HOG Dues, insurance products and services.
• Develop and ensure use of a common and consistent quotation methodology for vehicle sales, trade-ins and purchases.
• Establish and ensure road test, pre-delivery inspection, and vehicle delivery policies and procedures are followed.
• Handle customer complaints reasonably, showing empathy and a positive attitude, and demonstrate our commitment to "Make Things Right".

Management

• Maintain sales follow‑up programs.
• Maintain budgeted revenue and expense objectives.
• Develop promotional campaigns in conjunction with the parts and service departments.
• Maintain efficiency reports on sales representatives.
• Provide reports to GM, as requested.
• Develop monthly and annual objectives for the department in collaboration with GM.
• Attend training sessions to keep current with sales department issues.

Supervisory Responsibilities

• Establish departmental work schedule, balancing the work load of all employees.
• Train Sales Representatives to use consistent and current sales methodologies.
• Set policies and procedures for sales department.
• Manage employee performance (evaluate and council) and conduct performance reviews in a timely manner.
• Assist with recruiting, interviewing, hiring, and terminating employees.
• Forward records of all employee performance reviews, disciplinary actions, job promotions, pay adjustments and letters of recommendation to appropriate personnel for placement in personnel files. 
• Provide training for all sales employees (seminars; workshops; sales schools, etc.).

Commitments

• Treat all employees and customers fairly, courteously, and with dignity.
• Model superior customer service behavior for all sales personnel by maintaining positive relationships with customers, employees GM and owner(s).
• Remain current with all sales department training available by reviewing and attending seminars, workshops, and other related training programs.
• Be prompt and available for flexible scheduling.
• Be honest and fair in all business dealings.
• Demonstrate an interest in growing the sales business.
• Focus on quality.

Qualifications & Job Requirements

• 5 years progressive experience within the sales department of a motor vehicle dealership.
• Prefer knowledge and experience with sales of Harley-Davidson/Buell motorcycles, and other products sold by the dealership, or the demonstrated ability to quickly learn them.

Physical Demands

• The noise level in the work environment is occasionally loud.
• Occasionally requires the ability to balance and push a motorcycle.

Working Conditions 

• Is potentially exposed to battery acid, gasoline, chemical cleaning materials or other toxic materials commonly found in a motor vehicle service department.
• Occasionally, exposed to exhaust fumes or other airborne particles.