Background

Our client in Lusaka, is looking for a Vehicle Sales Manager to join their team for a job vacancy within the automobile industry.

JOB PURPOSE

The Sales Manager function in the business is:

• To be the principal contact point between the Sales Department and the Customer.
• To effectively manage and grow a customer database with the key objective of maximizing the sales of vehicles & Accessories at, or above the set profit objectives.
• To ensure that all Customers Sales experiences exceed their expectations.
• To actively participate in Marketing activities.

KEY RESPONSIBILITIES

The Sales Manager is responsible for:

• Meeting the set sales objectives at, or above, the set gross profit target.
• Exceeding the set target for Customer Satisfaction Surveys both those conducted by the Manufacturers or internally.
• Identifying new or potential business opportunities to grow the Brands market shares within Zambia.
• Managing and constant engagement with designated key clients’ accounts.
• Meeting all reporting requirements within the deadlines.
• Management of their CRM database
• For adherence to all controls, such as but not limited to HR Guidelines, SOP’s, PACI controls, etc.

MAJOR TASKS AND DUTIES

List of major tasks required to be performed on this job:

• The analysis of the market and develop individual strategies to meet your set objectives and targets.
• To create individual annual, monthly and weekly action plans to ensure that individuals sales activities and performance parameters are achieved.
• To accurately forecast their monthly and quarterly sales and model mix.
• To ensure that the Show room is maintained to the Brands Standards and that all vehicles displayed are in immaculate condition to be demonstrated to Customers, battery charged, clean and polished, etc.
• To promote housekeeping standards and keep workstation clean and organized.
• To ensure that the Brands Standards are adhered to – including but not limited to:
  • Customer Quantifying and Model Identification
  • Presentation of Vehicles following the 6-Position Walk Around
  • Conducting of Demo Drives
  • Vehicle Preparation for Delivery
  • Vehicle Hand Over and Post-delivery contact.
• To actively prospect both established and prospective customers through:
  • Personal contact – by visit, invitation to show room, during marketing events.
  • Telephonic or On-line meetings
  • E-Mails
  • Alternative / innovative ways
• To adhere to visitation and contact guidelines / requirements for key account customers.
• To manage web enquiries as per company guidelines and requirements.
• To maintain an accurate and up to date Customer database – ensuring the recording of all relevant contact points with customers in the database.
• To open and maintain sales files as per company procedures – ensure that all the sales files required documentation / contents are accurate and filed correctly and in order.
• To quantify prospective deals by percentage where 100% is definite sale and 10% is improbable:
• To manage their orders in liaison with Logistics Team and to effectively communicate with Customers regarding delivery of their orders.
• To receive, handle and manage Customer complaints or concerns and ensure the speedy resolution.
• To contribute towards and actively participate in Brand or Company marketing initiatives.
• To compile daily, weekly, monthly reports as required and ensure their submission ahead of deadlines.
• To report lost sales and analysis of the reasons.
• Any other duties that may be required from time to time.

PROFESSIONAL DEVELOPMENT

The Sales Manager shall actively engage in personal and professional development including but not limited to the following:

• Actively participate in all training programs as required by the relevant Brands or by by Management.
• Maintain a thorough knowledge of all products / models.
• Know the competitors’ products and understand local market influences.
• Understand and actively participate in all Dealershiop promotions including special Parts & Service Campaigns
• Identify areas of individual weakness and formalise training (internal or external) in conjunction with the Sales Manager & Training Manager.

• Meeting the set sales objectives at, or above, the set gross profit target.
• Exceeding the set target for Customer Satisfaction Surveys both those conducted by the Manufacturers or internally.
• Identifying new or potential business opportunities to grow the Brands market shares within Zambia.
• Managing and constant engagement with designated key clients’ accounts.
• Meeting all reporting requirements within the deadlines.
• Management of their CRM database
• Adherence to all controls, such as but not limited to HR Guidelines, SOP’s, PACI controls, etc.
• Analysis of the market and develop individual strategies to meet your set objectives and targets.
• Creation of individual annual, monthly and weekly action plans to ensure that individuals sales activities and performance parameters are achieved.
• Accurate forecasting of monthly and quarterly sales and model mix.
• Ensuring the Show room is maintained to the Brands Standards and that all vehicles displayed are in immaculate condition to be demonstrated to Customers, battery charged, clean and polished, etc.
• Promoting housekeeping standards and keeping workstation clean and organized.
• Ensuring that the Brands Standards are adhered to – including but not limited to: Customer Quantifying and Model Identification, Presentation of Vehicles following the 6-Position Walk Around, Conducting of Demo Drives, Vehicle Preparation for Delivery, Vehicle Hand Over and Post-delivery contact.
• Actively prospecting both established and prospective customers through personal contact, telephonic or On-line meetings, E-Mails, and alternative / innovative ways.
• Adherence to visitation and contact guidelines / requirements for key account customers.
• Managing web enquiries as per company guidelines and requirements.
• Maintaining an accurate and up to date Customer database – ensuring the recording of all relevant contact points with customers in the database.
• Opening and maintaining sales files as per company procedures – ensuring that all the sales files required documentation / contents are accurate and filed correctly and in order.
• Quantifying prospective deals by percentage where 100% is definite sale and 10% is improbable.
• Managing orders in liaison with Logistics Team and effectively communicating with Customers regarding delivery of their orders.
• Receiving, handling and managing Customer complaints or concerns and ensuring the speedy resolution.
• Contributing towards and actively participating in Brand or Company marketing initiatives.
• Compiling daily, weekly, monthly reports as required and ensuring their submission ahead of deadlines.
• Reporting lost sales and analysis of the reasons.
• Any other duties that may be required from time to time.
• Actively participating in all training programs as required by the relevant Brands or by Management.
• Maintaining a thorough knowledge of all products / models.
• Knowing the competitors’ products and understanding local market influences.
• Understanding and actively participating in all Dealership promotions including special Parts & Service Campaigns.
• Identifying areas of individual weakness and formalizing training (internal or external) in conjunction with the Sales Manager & Training Manager.

• General Computer Skills including Microsoft Office Packages
• Ability to work under pressure, to tight deadlines and multitasking.
• Good communication skills, both written and verbal
• Strong organisational, analytical & Interpersonal skills
• Sales closing skills
• Leadership skills
• Team player spirit and collaborative skills

• Holder of degree in marketing or any other relevant qualification acceptable to Management.
• At least Three years’ experience in the automobile sales industry
• Be well versed with General Computer Skills including Microsoft Office Packages
• Ability to work under pressure, to tight deadlines and multitasking.
• Good communication skills, both written and verbal
• Strong organisational, analytical & Interpersonal skills
• Sales closing skills and Leadership skills
• Team player spirit and collaborative skills
• Available to work extended hours.
• Driver license for manual transmission vehicles and automatic.
• All candidates are required to obtain their ZAQA certification from the Zambia Qualifications Authority (ZAQA)