Mexico is a country internationally recognized for its automotive industry, which is solid and has a great impact on the country: it is not for nothing that Mexico’s automotive industry represents almost 4% of the national gross domestic product and 20.5% of the manufacturing GDP. And among the many tasks performed in this industry, there is the one performed by the automotive sales manager. 

Find out in this article what are the functions and what skills this sales manager should possess within the automotive industry. 

Who is the automotive sales manager?

An automotive sales manager, or automotive sales manager, is a position that oversees the sales team, inventory, customer service and profitability of an automotive dealership. It usually has a senior rather than junior profile, as experience is required. 

Auto sales in Mexico: why it is a time of great opportunities to work in the automotive sector

As we said at the beginning: the automotive industry is important in Mexico. For example, during the period from January to November 2023, production amounted to 3.56 million units and a 15.1% growth in exports, which represents the best result in the last 4 years. 

These figures are undoubtedly encouraging and consolidate the path of recovery and expansion for the automotive industry in the country, and raise it as a sector with great opportunities to work in, specifically in the sales sector. 

Duties of an Automotive Sales Manager

The main functions and tasks performed by an automotive sales manager are: 

• Establish sales quota. An automotive sales manager has to develop a feasible sales forecast to align departmental objectives with corporate goals.
• Manage inventory and pricing. He is responsible for managing the inventory (which must be adequate, diverse and up-to-date) and pricing (which must be competitive and profitable) of vehicles in the dealership. Also negotiates with manufacturers, suppliers and lenders to secure the best deals and terms.
• Maintain transparent and continuous organizational communication. This is very important so that salespeople, dealers, customer service agents and marketing specialists are informed about what has been achieved and what tasks need to be prioritized.
• Hire and train sales personnel. Hiring and training sales personnel, who are the dealership’s front line, is part of their duties, and they must have very good communication, negotiation and customer service skills, as well as knowledge of the products they offer and sales techniques. In addition, the automotive sales manager should monitor their performance and also be able to motivate them. 
• Manage customer complaints and problems. He or she must also handle customer complaints and problems that arise during or after a sale, and do so in a timely and satisfactory manner. Following up with customers to ensure their satisfaction and thus foster customer loyalty, which can translate into good referrals and new sales. 
• Implement marketing and promotion strategies. You should implement marketing and promotional strategies to attract and retain customers, thereby increasing the dealership’s visibility and reputation. This involves the automotive sales manager coordinating with the marketing team and sales staff to measure the effectiveness and ROI of the strategies put in place. 
• Prepare detailed reports. He or she must be able to give accurate and actionable data to the board on a regular basis, as this aids in decision making. 

Skills and competencies of the automotive sales manager

This position involves addressing different flanks in order to develop successfully, among which we find:

• Knowledge of the automotive industry and the products offered.
• Active listening skills when dealing with employees, suppliers and customers.
• Persuasiveness to generate sales. 
• Have interpersonal skills that strengthen relationships and communication
• Have a customer service orientation and attention to detail
• Perseverance, even when results are not as expected
• Have decision-making skills
• Have a positive attitude when it comes to leading the position
• Negotiation skills, especially with suppliers and customers.
• Must be in a constant process of learning about innovation

If you wish to hire a suitable and qualified automotive sales manager to fill this important role in your company, Kilpatrick’s expert team can help you in your search for the best figures who can perform this role successfully.