JOHN HINDERER HONDA POWERSTORE

JOHN HINDERER

HONDA POWERSTORE

GENERAL SALES MANAGER

Sales Leadership • Volume Growth • Gross Protection • Client Care

Position Summary

The General Sales Manager (GSM) is the on-floor leader of the John Hinderer Honda Powerstore sales operation. The GSM is accountable for leading the New and Pre-Owned sales team, increasing unit volume, protecting vehicle gross, improving inventory turn, reinforcing disciplined sales and CRM processes, and delivering an exceptional client experience.

This position is the head of the sales function—not the General Manager of the dealership. The GSM partners with executive leadership and collaborates with F&I, Parts, Service, Marketing, Finance and Human Resources, but does not hold total-store P&L responsibility or direct operational ownership of Fixed Operations.

Primary Outcomes

Consistent growth in combined qualifying New and Pre-Owned unit sales, including retail and approved wholesale activity.

Appropriate vehicle gross protection balanced with disciplined decisions on aged inventory and inventory turn.

A coached, accountable and productive sales team that follows the HMC sales process and CRM standards.

Client Care performance at or above HMC expectations, with professional resolution of sales-related concerns.

Accurate, compliant deal execution and effective handoff to F&I and supporting departments.

Essential Duties and Responsibilities

Sales Floor Leadership

Lead daily sales-floor execution, including opening priorities, traffic coverage, lead response, appointments, deal progression and end-of-day accountability.

Maintain visible on-floor leadership and provide timely support during customer interactions, negotiations and escalations.

Set clear daily, weekly and monthly expectations for activity, appointments, deliveries, follow-up and unit performance.

Ensure consistent execution of the HMC sales process from initial contact through delivery and post-sale follow-up.

Coordinate schedules and floor coverage to support customer demand and business needs.

Deal Strategy and Gross Protection

Support deal structuring and negotiation strategy to maximize appropriate vehicle gross while maintaining a fair, compliant and customer-centered experience.

Review pricing, trade positioning, discounting and deal quality within established authority and escalation guidelines.

Collaborate with F&I to ensure accurate, timely and complete deal handoffs and protect transaction integrity.

Identify coaching opportunities related to negotiation, value presentation, product knowledge and objection handling.

Monitor patterns in gross performance and recommend corrective action to executive leadership.

Volume Growth and Inventory Management

Develop and execute sales strategies that support the Powerstore’s annual New and Pre-Owned unit-growth objectives.

Monitor inventory age, mix, pricing, merchandising and turn; recommend retail, wholesale or promotional action when needed.

Balance gross protection with appropriate decisions to move aging or underperforming inventory.

Partner with Marketing on digital merchandising, campaigns, events, lead generation and local-market opportunities.

Monitor market conditions, competitor activity and customer demand to identify sales opportunities.

Team Coaching and Accountability

Coach Sales Professionals through observation, one-on-one feedback, skill practice and documented performance expectations.

Reinforce CRM usage, lead-response standards, appointment-setting, follow-up, product knowledge and delivery procedures.

Participate in recruiting, interviewing, selection, onboarding, training and retention of sales-team associates in partnership with Human Resources.

Conduct regular performance reviews and recommend recognition, development plans or corrective action as appropriate.

Model HMC Core Values and maintain a respectful, inclusive and accountable work environment.

Essential Duties and Responsibilities — Continued

Client Care and Compliance

Maintain a professional, responsive and customer-focused sales environment.

Address sales-related customer concerns promptly and escalate matters when appropriate.

Monitor HMC Client Care results, identify trends and implement improvement plans.

Ensure sales practices comply with Company policy, OEM requirements and applicable consumer, advertising, privacy and documentation standards.

Protect the dealership’s reputation through ethical decision-making, accurate communication and consistent follow-through.

Cross-Functional and Administrative Leadership

Partner with F&I, Parts, Service and Administration to deliver a smooth transaction and ownership experience.

Communicate sales results, risks, staffing needs, inventory concerns and improvement opportunities to executive leadership.

Review sales reports, CRM activity, inventory reports, gross performance and Client Care results; use the data to set priorities and coach the team.

Participate in leadership meetings, operating reviews, OEM initiatives and approved community or promotional events.

Complete required documentation, approvals and personnel actions accurately and on time.

Performance Expectations

Performance Area

Expected Focus

Unit Growth

Drive combined New and Pre-Owned retail and qualifying wholesale volume; support the established objective of at least 50 additional annual units as the business grows.

Vehicle Gross

Protect appropriate New and Pre-Owned vehicle gross while making sound decisions that improve inventory turn.

Inventory

Monitor aging, pricing, mix, merchandising and turn; promptly address aged or underperforming units.

Client Care

Maintain monthly Client Care performance at or above HMC’s established standard, currently 95% or greater when measured under the applicable plan.

Team Execution

Improve CRM discipline, follow-up, appointment performance, sales-process consistency and individual productivity.

Deal Quality

Support accurate, compliant transactions and effective F&I handoffs with minimal avoidable rework.

Scope Boundaries

The GSM owns the sales function. Unless separately assigned in writing, the role does not have full dealership P&L responsibility and does not directly manage Service, Parts, technician productivity, warranty administration, fixed-operations inventory or total-store expense control.

Work Environment and Physical Requirements

This position regularly works in showroom, office, lot and event environments. The role requires frequent standing, walking, speaking, computer use and interaction with customers and employees. The employee may periodically work outdoors and may be required to move or demonstrate powersports units within the limits of training and Company safety procedures. Reasonable accommodations will be considered in accordance with applicable law.

About Hinderer Motor Company

Hinderer Motor Company is a family-owned organization committed to creating first-class experiences for our customers, associates and communities. We build careers, strengthen relationships and improve continuously through four Core Values:

CLIENT CARE
We build trust through responsiveness, respect and exceptional service.

INTEGRITY
We do the right thing through honesty, accountability and transparency.

CONTINUOUS IMPROVEMENT
We learn, innovate and turn challenges into opportunities to improve.

PASSION
We bring energy, teamwork and pride to the work and community we serve.

Acknowledgment

This job description summarizes the primary duties of the position and is not an exhaustive list. Responsibilities may change based on business needs. Nothing in this description creates a contract of employment or alters the at-will employment relationship. The employee is expected to perform other lawful duties as assigned and to comply with all HMC policies and standards.

Qualifications

Required

Demonstrated success in automotive, powersports, marine, RV or comparable retail sales leadership.

Advanced understanding of deal structure, negotiation, vehicle gross and inventory-turn strategy.

Proven ability to coach, develop and hold sales professionals accountable.

Strong customer-facing communication, judgment and conflict-resolution skills.

Ability to interpret sales, CRM, inventory, gross and customer-experience reports.

High degree of integrity, professionalism, discretion and follow-through.

Proficiency with dealership management systems, CRM platforms and standard business applications.

Valid driver’s license and an acceptable driving record consistent with Company requirements.

Preferred

Honda Powersports or multi-line powersports experience.

Three or more years of progressive dealership sales-management experience.

Experience growing New and Pre-Owned volume while protecting gross.

Experience recruiting, onboarding and developing a sales team.

OEM training, 20 Group participation or comparable leadership development.

HMC - Hinderer Motor Company

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