Summary Description
Direct responsibility for the leadership, development, performance, and profitability of all sales operations within the dealership, including Marine, Powersports, RV, Lawn & Garden, Rental, Membership, and Finance & Insurance (F&I) departments. Responsible for achieving sales objectives, maximizing gross profit, developing sales and F&I personnel, maintaining customer satisfaction, managing inventory strategies, and ensuring consistent execution of dealership sales and finance processes across all business units.
The Sales Manager serves as the leader of the Sales Function within the Company's Entrepreneurial Operating System (EOS), driving accountability, execution, and continuous improvement through Scorecards, Rocks, Level 10 Meetings (L10s), and the IDS (Identify, Discuss, Solve) process.
Departments Under Direct Responsibility
- Marine Sales
- Powersports Sales
- RV Sales
- Lawn & Garden Sales
- Rental Sales
- Membership Sales
- Finance & Insurance (F&I)
- Sales Administration (where applicable)
Major Duties and Responsibilities
1. Lead and Manage the Sales Team
The Sales Manager is responsible for recruiting, training, coaching, motivating, and managing all sales personnel across Marine, Powersports, RV, Lawn & Garden, Rentals, Memberships, and F&I.
- Establish clear sales goals and performance expectations.
- Conduct regular performance evaluations and coaching sessions.
- Develop and implement ongoing sales training programs.
- Create a culture of accountability, professionalism, and customer service excellence.
- Monitor staffing levels and participate in hiring and onboarding activities.
- Foster teamwork and collaboration among all revenue-generating departments.
2. Drive Revenue Growth
Develop and execute sales strategies designed to achieve dealership revenue, gross profit, and market share objectives.
- Establish annual, quarterly, and monthly sales targets.
- Identify opportunities for growth within all product categories and business units.
- Develop action plans to improve performance when objectives are not being met.
- Promote cross-selling opportunities between departments.
- Drive Membership and Rental program growth.
- Maximize profitability through effective sales management and performance coaching.
3. Manage Sales Processes
Ensure all sales staff consistently follow dealership sales procedures and best practices.
- Monitor lead management and follow-up activities.
- Ensure timely and professional customer communication.
- Maintain CRM accuracy and reporting standards.
- Ensure proper documentation throughout the sales process.
- Enforce a consistent sales process across all departments.
- Ensure all sales opportunities are properly tracked and managed.
4. Customer Relationship Management
Maintain a customer-focused sales environment that promotes exceptional customer experiences.
- Resolve customer concerns and escalated issues.
- Monitor customer satisfaction metrics.
- Ensure all customers are treated professionally and respectfully.
- Develop customer retention and referral strategies.
- Promote long-term customer relationships and repeat business.
5. Inventory Management
Work closely with department managers and ownership to manage inventory levels and product mix.
- Monitor inventory aging and turnover.
- Develop plans to reduce aged inventory.
- Recommend inventory purchases based on market demand and sales trends.
- Ensure inventory presentation meets dealership standards.
- Support product forecasting and inventory planning.
- Collaborate with manufacturers and suppliers regarding inventory needs and opportunities.
6. Rental and Membership Program Oversight
Provide leadership and strategic direction for the dealership's Rental and Membership divisions.
- Establish sales goals and growth strategies.
- Monitor utilization and membership performance metrics.
- Promote rentals and memberships as key dealership revenue streams.
- Develop customer acquisition and retention initiatives.
- Ensure rental and membership staff deliver exceptional customer experiences.
7. Finance & Insurance (F&I) Department Leadership
Provide leadership and oversight of all Finance & Insurance operations to maximize product penetration, profitability, compliance, and customer satisfaction.
- Recruit, train, coach, and develop F&I personnel.
- Establish F&I performance goals and profitability objectives.
- Monitor finance penetration, product sales, lender approvals, and overall F&I performance.
- Ensure all customers are properly presented finance, protection products, warranties, insurance, memberships, and ancillary offerings.
- Maintain strong relationships with lenders, finance sources, and product providers.
- Ensure all F&I activities comply with OMVIC, lender, manufacturer, privacy, and regulatory requirements.
- Monitor deal structure, funding, and contract accuracy.
- Work closely with sales and F&I staff to maximize gross profit opportunities while maintaining exceptional customer experiences.
- Review and analyze F&I performance metrics and implement improvement strategies.
8. Monitor Sales Performance
Analyze dealership performance and implement corrective actions as required.
- Track sales, gross profit, closing ratios, lead conversion rates, and customer satisfaction metrics.
- Prepare and present performance reports to management.
- Identify trends and opportunities for improvement.
- Develop action plans to improve sales effectiveness.
- Review departmental performance regularly and ensure accountability.
9. Marketing and Business Development
Work collaboratively with marketing personnel to develop and execute promotional initiatives.
- Assist in planning sales events and promotions.
- Participate in trade shows, community events, and dealership functions.
- Support digital marketing efforts and lead-generation activities.
- Promote dealership products and services throughout the community.
- Develop partnerships and referral opportunities that support dealership growth.
10. Ensure Compliance
Ensure all sales and F&I activities comply with applicable laws, regulations, licensing requirements, and dealership policies.
- Ensure compliance with OMVIC requirements and industry regulations.
- Maintain accurate sales records and documentation.
- Promote ethical and professional business practices.
- Ensure all staff maintain required certifications and licensing.
11. Collaborate with Other Departments
Work closely with Finance, Service, Parts, Rentals, Marketing, and Administration departments to ensure dealership objectives are achieved.
- Support interdepartmental communication.
- Improve customer experience throughout the ownership lifecycle.
- Assist in developing dealership-wide operational improvements.
- Promote a unified approach to achieving company goals.
12. EOS Leadership & Accountability
Serve as the leader of the Sales Function within the Entrepreneurial Operating System (EOS) framework.
- Lead and facilitate weekly Sales Department Level 10 (L10) Meetings.
- Participate in the company Leadership Team L10 Meeting.
- Maintain and report departmental Scorecard metrics weekly.
- Develop, track, and achieve quarterly departmental Rocks.
- Identify, discuss, and solve Issues using the EOS IDS (Identify, Discuss, Solve) process.
- Ensure all sales and F&I team members are aligned with company goals, priorities, and accountability standards.
- Maintain accountability charts and role clarity within the Sales Department.
- Drive execution of company-wide initiatives and EOS processes.
- Promote a culture of transparency, accountability, and continuous improvement.
- Ensure departmental goals support the Company Vision, 1-Year Plan, and Quarterly Priorities.
13. Other Duties as Assigned
Perform additional duties and special projects as directed by the General Manager.
Other Responsibilities
- Maintain a sales and finance process that ensures a 100% turnover ratio from Sales to F&I and maximizes customer participation in finance, protection products, memberships, warranties, and ancillary offerings.
- Lead daily sales meetings and regular training sessions.
- Monitor salesperson activity, productivity, and lead follow-up.
- Monitor F&I product penetration and profitability targets.
- Conduct regular deal reviews with sales and F&I staff.
- Ensure consistent presentation of all finance and protection product offerings.
- Prepare and distribute weekly Sales Department Scorecards.
- Track and report key measurables for all sales divisions including Marine, Powersports, RV, Lawn & Garden, Rentals, Memberships, and F&I.
- Facilitate weekly Sales Department Level 10 Meetings.
- Ensure action items and to-dos from L10 Meetings are completed on time.
- Lead quarterly planning discussions and assist in the development of departmental Rocks.
- Participate in Annual Planning Sessions and Quarterly EOS Meetings.
- Maintain accountability for departmental performance through EOS tools and processes.
- Maintain professional standards for appearance, attendance, and workplace conduct.
- Establish and maintain an organized, efficient, clean, and professional sales environment.
- Support succession planning and employee development initiatives.
- Maintain strong product knowledge across all dealership business units.
- Be the example to other dealership personnel by appearance, attendance, punctuality, professionalism, and flexibility.
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 dealership sales and profitability objectives.
- Continually improve personal leadership, management, sales, and finance knowledge.
- Attend manufacturer training, trade shows, dealer meetings, and industry events as required.
- Promote teamwork and a positive dealership culture.
- Support the dealership's mission, values, and long-term growth objectives.
- Continually learn more about the products and services offered by the dealership.
- Embrace and actively support the Entrepreneurial Operating System (EOS).
- Participate fully in weekly Level 10 Meetings, Quarterly Planning Sessions, and Annual Planning Meetings.
- Utilize EOS tools and disciplines to improve communication, accountability, and execution.
- Foster a culture of continuous improvement and issue resolution through the IDS process.
Qualifications & Job Requirements
- Minimum 5 years of progressive sales management experience, preferably within Marine, RV, Powersports, Automotive, Lawn & Garden, or related industries.
- Proven track record of achieving sales and profitability objectives.
- Strong leadership, coaching, and team development skills.
- Excellent communication, negotiation, and closing abilities.
- Strong organizational and time management skills.
- Ability to analyze reports and make data-driven decisions.
- Proficient with CRM systems, Microsoft Office Suite, and dealership management software.
- Knowledge of inventory management and retail sales operations.
- Knowledge of finance and insurance processes and products.
- Experience operating within an EOS (Entrepreneurial Operating System) environment preferred.
- Strong leadership, accountability, and meeting facilitation skills.
- Ability to effectively manage Scorecards, Rocks, KPIs, and departmental accountability systems.
- Demonstrated ability to lead teams through structured planning and execution processes.
- Ability to work effectively with customers, employees, manufacturers, lenders, and vendors.
- Computer literate with typing skills and open to learning new software and computer programs.
- Able to work effectively and courteously over the phone.
- OMVIC Salesperson or Dealer License required.
- Valid Driver's License with a clean driving record.
Working Conditions
- Is potentially exposed to battery acid, gasoline, chemical cleaning materials, or other toxic materials commonly found in marine, powersports, RV, lawn and garden, and motor vehicle environments.
- Occasionally exposed to exhaust fumes or other airborne particles.
- Regularly required to walk dealership lots, showrooms, storage yards, rental facilities, and event locations.
- May be required to work evenings, weekends, trade shows, dealer events, and special functions.
- Requires extended periods of standing, walking, and interacting with customers and staff.
Pay: $80,000.00-$150,000.00 per year
Work Location: In person
