1. 1 JOB DESCRIPTION OF SALES MANAGER
SALES MANAGER-JOB DESCRIPTION IN JCT 600 LTD(UK)
JCT600 Limited 1 Sales Manager - Retail
EMPLOYEE NAME:
LOCATION:
THE MAIN JOB FUNCTION
To develop, manage and refine new and used vehicle sales policy.
To assist the Dealer Principal in maintaining franchise operating standards.
To maximise the sales and profitability of vehicles and associated products through
the satisfaction and retention of customers.
To develop the necessary sales organisation and resource to achieve performance
objectives.
To ensure the optimum stock of vehicles is on premises and/or on order.
To maintain cost control in line with agreed objectives and plan.
To create an environment where the department and its employees develop and
excel.
INTERACTION AND REPORTING
Directly Responsible To: General Manager
Responsible For: New Car Sales Manager, Used Car Sales Manager Executives, Business
Managers, Sales administration employees and other sales operation employees.
Responsible for valeters if employed, for overseeing operation of contracted employees and
for quality control issues.
Relationships With: Dealership Accountant, After sales Manager, Used Vehicle Buyer, other
Managers, Health & Safety Officer, manufacturers and distributors representatives, credit
company representatives, other Sales Managers.
N.R.INSTITUTE OF BUSINESS MANAGEMENT

2. 2 JOB DESCRIPTION OF SALES MANAGER
KEY TASKS AND PERFORMANCE OBJECTIVES
a) Ensure all sales departments achieve profit targets, maintain margins and control
expenses as detailed in budgets and business plans.
b) Ensure that vehicle stocks are continually monitored to minimise write down, re-prep,
funding and interest costs. Maintain the agreed annual rate of stock turnover.
c) Ensure that overheads, costs and expenses are minimised by carefully controlling and
utilising all resources effectively.
d) Monitor and maintain the stock profile in line with current and expected sales demand.
Actively set out to achieve and exceed dealership objectives for market penetration.
f) Ensure cost-effective utilisation of showroom and forecourt sales space.
g) Maximise sales of financial and insurance products, added value items, extras and
accessories.
h) Monitor advertising and all forms of marketing to ensure that it provides best value for
money.
i) Monitor the ‘Contact’ Enquiry Management System and review all new and existing sales
leads with sales executives to ensure that all opportunities are maximised.
j) Formulate sales targets for all sales executives and ensure that these are achieved.
k) Ensure that all sales employees receive new model launch and necessary product training
in order that the launch of new models does not cause excessively discounted sales.
l) Maintain the highest level of customer satisfaction and the lowest rate of customer
defection without sacrificing profitability.
m) Ensure that customer complaints are investigated and promptly resolved. Maintain a
register of incidents and record all details impartially and comprehensively. Set up systems
to minimise and eradicate causes of such complaints.
n) Ensure that all employees are committed to the principles and ethics of JCT600 Ltd and
that these principles form the cornerstone of customer relations management.
o) Carry out thorough examinations of period management accounts and produce and
review key performance indicators. Report back to General Manager on any areas of
concern and/or opportunity.
p) Monitor new and used car stock to ensure that valuations are prudent and overage units
are valued realistically.
q) Ensure that all vehicle debts are collected in line with the dealership’s policies.
r) Ensure that all vehicle monies are collected and that no outstanding sums could be lost to
the dealership.
s) Maintain close scrutiny of developments, legislation and events in the motor industry
which will impact on future business opportunities or trading practices.
OTHER DUTIES:
Any other duties as and when required by the Dealer Principal that are reasonably within
the capabilities of the person and are aimed at achieving the company’s objectives and
goals.
N.R.INSTITUTE OF BUSINESS MANAGEMENT

3. 3 JOB DESCRIPTION OF SALES MANAGER
SALES MANAGER-JOB DESCRIPTION IN VIKING DRILL AND
TOOLS LTD(US)
Viking Drill and Tool is a growing employee owned industrial cutting tool manufacturer
located in St. Paul MN with a 50 year record of producing America’s finest high speed steel
metal removal tools. Our products are distributed through over 5000 industrial distribution,
contractor supply and fastener related locations in the U.S., Canada and Mexico. This is a
dynamic, growing and successful industrial manufacturing and distribution company
focused on marketing, sales and margin.
We are looking for a new experienced team member to join us as a Regional Sales Manager
responsible for expanding our growing distributor base in the Western U.S. and overseeing
our manufacturer’s representatives in that area. The successful candidate will be a
versatile sales and management professional who has the industry knowledge and the
capacity to manage a sales force, identify and develop growth areas and implement planned
sales expansion. You will report to and work with the Vice President Sales.
TRAVEL – Required, approximately 50%
SALARY – Compensation based on experience with health and dental, profit sharing, 401K
and company stock provisions.
Job description:-
Overseeing, hiring, training and developing the existing and future sales force as you
meet and exceed sales revenue objectives.
Visiting existing and potential new accounts and conducting selling presentations, usually
with our manufacturer’s representatives. You will in some cases be involved in key
account work and selling directly to the distributor.
Delivering sales growth and gross margin goals in your assigned territory.
Establishing ongoing sales forecast for input into production schedules.
Participating in trade show activities.
Working closely with inside customer service representatives and outside manufacturer’s
representatives.
Collecting and contributing data for competitor analysis and customer needs assessments
as you develop a customer and prospect data base.
Monitoring and reporting on activities in your territory and providing regular territory
assessment to management.
N.R.INSTITUTE OF BUSINESS MANAGEMENT

4. 4 JOB DESCRIPTION OF SALES MANAGER
COMPARISON OF JOB DESCRIPTION OF SALES
MANAGER IN JCT600 LTD AND VIKING DRILL AND
TOOLS LTD-
In JCT600 the main function of sales manager to develop, manage and refine new
and used vehicle sales policy, to maximise the sales and profitability of vehicles and
associated products through the satisfaction and retention of customers, to ensure
the optimum stock of vehicles is on premises and/or on order, to control the cost of
operations and to create an environment in which employee can excel.
Where as in Viking drill and tool main functions include hiring, training and
developing the existing and future sales force, visiting existing and potential new
products and conducting sales presentations with manufacturing representatives,
Establishing ongoing sales forecast for input into production schedules and
Collecting and contributing data for competitor analysis.
Sales manager in Jct600 is not required to travel whereas, sales manager in Viking
tools ltd is required to travel approximately during his 50% of job time.
In Jct600 manager is also supposed to keep the adequate stock of vehicles in store to
satisfy the customer, whereas in Viking drill and tools ltd manager is not supposed to
look after inventory functions.
In JCT600 sales manager is responsible for : New Car Sales Manager, Used Car Sales
Manager Executives, Business Managers, Sales administration employees and other
sales operation employees. Whereas in Viking manager is responsible for only
cutting tools sales manager.
In JCT600 sales manager is supposed to deal directly with retail customer who comes
to their store for buying new or used vehicle. And in Viking sales manager is
supposed to directly deal with industrial customer who will be their clients for using
heavy cutting machines.
In JCT600 sales manager is supposed to report directly to general manager, whereas
In Viking sales manager is supposed to report directly to vice president of sales.
In JCT600 sales manager has to look after performance of all the sales department of
various types of cars and in Viking the manager has to look after the operations of
only single type of product which they are manufacturing.
In JCT600 sales manager is not only supposed to sell cars only but beside selling car
manager also has to sell financial and insurance products, added value items, extras
N.R.INSTITUTE OF BUSINESS MANAGEMENT

5. 5 JOB DESCRIPTION OF SALES MANAGER
and accessories. Whereas in Viking sales manager is supposed to pursue customer
for selling only core product.
In JCT600 sales manager has to look after monitoring advertising and all forms of
marketing to ensure that it provides best value for money. Whereas in Viking drill
and tools ltd manager is not supposed to look after marketing activity.
In Viking drill and tools ltd sales manager need to develop forecast of sales for future
period of time whereas in JCT600 they are not supposed to develop sales forecast as
they are engaged in trading activities.
In Viking drill and tools ltd sales manager need to participate in some tradeshow
activities and other trade fairs to find out what new products in the market are and
what is new technology in market. In JCT600 sales manager need not to visit these
fairs as their suppliers will give them proper information about new products.
In both the company sales manager have to deliver sales growth and sales margin,
need to provide an environment in which employee can outperform, train their
other sales executives and to reduce cost of operations.
N.R.INSTITUTE OF BUSINESS MANAGEMENT

6. 6 JOB DESCRIPTION OF SALES MANAGER
SUGGESTIONS AND CRITICISM
In JCT600 the sales manager should be allowed to assign some assistant sales
manager so he can delegate different assistant different products and the sales
manager can have look only on core function of the company. And that will also
allow to concentrate properly on every product as each manager is having proper
focus on each product.
In JCT600 the marketing activities should also be assigned to one marketing manager
who should be hired to give proper attention to marketing & advertising activities.
For cash collection and cost matters JCt600 should hire one more accountant.
In JCT600 the sales manager is supposed to have relationship with many people
which creates role ambiguity. So, he should have relationship only with the concern
parities only.
In JCT600 for customer satisfaction and other matters they should hire one customer
relationship manager who will directly report to sales manager.
In Viking drill and tools ltd they should hire one researcher for collecting data about
competitors and customer need to provide an adequate customer database who
should be directly responsible to the sales manager.
In both the companies the new hired candidate should firstly given the proper
knowledge about the industry and present environment in the industry. And he also
should been given some past data about the sales of the company.
N.R.INSTITUTE OF BUSINESS MANAGEMENT

7. 7 JOB DESCRIPTION OF SALES MANAGER
BIBLIOGRAPHY
www.careerbuilder.com/JobSeeker/Jobs
www. hiring.monster.com
www.businessballs.com/jobdescription
N.R.INSTITUTE OF BUSINESS MANAGEMENT