District Sales Manager

LIVING OUR VALUES

All associates are guided by Our Values. Our Values are the unifying foundation of our companies. We strive to ensure that every decision we make and every action we take demonstrates Our Values. We believe that putting Our Values into practice creates lasting benefits for all of our associates, shareholders, and the communities in which we live.

JOB SUMMARY

The District Sales Manager (DSM) will lead and drive a world class performance culture by developing proactive partnerships with our dealers. Specifically, the DSM position is responsible for distribution/inventory management, maximizing retail sales & market share, proper sales staffing counts, and increasing customer retention to add value and differentiate GST. In addition, the DSM is accountable for optimizing accessory sales, Toyota certified used vehicle (TCUV) sales, and driving process improvement (including lead handling, appointment culture & leasing). This position is under the leadership of, and reports to, the Area General Manager (AGM).

ESSENTIAL FUNCTIONS

• Distribution/Inventory Management

• Coordinate all allocation related activities with your assigned stores.
• Demonstrate a thorough understanding of distribution system and leverage training opportunities (i.e. DSM led in-store, document/video content creation, or virtual training).
• Develop and share best practices to drive sales velocity and maximize dealer earnings (i.e. Preferences, SOVR, BOS changes, Dealer Trades, Inventory health, fastest turning models & accessories, and minimizing aged inventory).
• Retail Sales & Market Share (applicable to both new vehicle and TCUV)

• Champion building a better business and winning in every market.
• Develop and execute a comprehensive marketing and retail capacity plan with your assigned stores to ensure forward planning, proper staffing levels, advertising, and staffing required to grow both retail sales and market share.
• Conduct formal performance contacts on a routine basis (i.e. consultation on sales, share, sales efficiency, turn rates, advertising, and other key metrics; monitor sales/inventory for TCUV).
• Identify opportunities and be a catalyst to drive positive change.
• Customer Satisfaction (CS) & Retention

• Monitor CS metrics and use as a diagnostic tool with your stores.
• Conduct formal CS & Retention contacts on a routine basis (i.e. consultation on sales retention & rejector reports, online customer reviews).
• Identify opportunities and be a catalyst to drive positive change.
• Process Improvement

• Own the process related to dealer lead handling and appointment culture; assess, identify opportunities, share benchmarks, and drive dealer engagement to leverage walk-in, phone, and digital lead opportunities. Conduct formal lead handling audits/SWOTs on a consistent basis to consult with dealers to drive positive change in EMI, CRM usage, forms of communication, process improvements, etc.
• Must innovate and be a catalyst to drive positive change through digital retailing tools.
• Own the process related to leasing; assess lease readiness and drive dealer engagement to ensure leasing is a credible part of the sales process.
• Monitor digital marketing and assess marketing opportunities (i.e. dealer website, google my business, search, reputation management, and social media sites).
• Other duties may be assigned.

SUPERVISORY RESPONSIBILITIES

This position has no supervisory responsibilities.

QUALIFICATIONS

Education and Experience Requirements:

• Bachelor's degree with 5-8 years in the field or in a related area.
• Must be willing to relocate to and within the Gulf States Toyota Region (Texas, Mississippi, Louisiana, Arkansas, & Oklahoma).

To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

COMPENTENCIES

• Ability to communicate effectively
• Ability to teach and facilitate learning
• Demonstrate self-management, time management, and process management skills
• Demonstrate problem solving and performance analysis skills
• Ability to influence others (negotiating skills, persuasiveness, & tenacity to follow)
• Ability to promote, coordinate, and drive change

CERTIFICATES, LICENSES, REGISTRATIONS*

Valid driver’s license required.

PHYSICAL REQUIREMENTS

The physical requirements described here are representative of those that must be met by an associate to successfully perform the essential functions of the job. While performing the duties of the job, the associate is required on a daily basis to analyze and interpret data, communicate, and remain in a stationary position for a significant amount of the workday; and frequently access, input, and retrieve information from the computer and other office productivity devices. The associate is regularly required to move about the office. The associate is frequently required to travel to other sites, including out-of-state, where applicable, for business purposes. A large amount of this travel involves driving a company vehicle. The associate must frequently move up to 10 pounds and occasionally move up to 25 pounds.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job. The associate will regularly be exposed to wet and/or humid conditions, areas in which moving mechanical parts, fumes, toxic or caustic chemicals are present, and outside weather conditions. The noise level for this position will vary and the associate may be exposed to loud noise levels.

POSITION LOCATION

Position is based out of a home office located within the Gulf States region.

TRAVEL REQUIRED

The job requires significant domestic travel (up to 85% of the time). As a result, the duties for this position occur in various places including, but not limited to an office environment, car dealerships, and semi-industrial settings.

The Friedkin Group and its affiliates are equal opportunity employers and maintain drug-free workplaces by conducting pre-employment drug testing.