Sales Director, Retail Planning in Hampshire, Portsmouth

Location: Havant - Portsmouth

About Gravel Hill Car Sales

Gravel Hill Car Sales are a well-established used car dealership specialising in high-quality, competitively priced vehicles. With an extremely strong reputation for customer service and repeat business, we focus on delivering a transparent, relaxed and professional car-buying experience.

Complete with an integrated service workshop, Gravel Hill Service Centre, we provide a fully packaged product to our customers, paired with an unrivalled customer service experience and no-pressure environment.

The Sales Manager is responsible for driving sales performance, supporting and developing a team of Sales Executives, and ensuring an outstanding customer experience. This is a hands-on role requiring both leadership and personal sales contribution.

Our USP is a zero-pressure sales environment focused on retaining an exceptional customer review base - candidates must be able to adhere to the above non-negotiables. Help us strengthen our position in the race to become the UK’s most positively reviewed independent dealership.

• Lead, motivate, and manage a team of Sales Executives to achieve and exceed sales targets.
• Support the team in structuring deals and handling complex customer enquiries.
• Monitor daily, weekly and monthly key performance indicators (KPIs), taking proactive action to address shortfalls in sales volume, margin, or F&I performance.
• Conduct regular 1:1s, coaching sessions, and performance reviews.

Sales / Revenue Management

• Manage the sales process from enquiry through to vehicle handover & follow-ups.
• Achieve and exceed agreed monthly and quarterly vehicle sales targets through effective leadership, performance management, and structured sales processes.
• Maximise revenue opportunities through the sale of additional products.
• Lead and coach the sales team to consistently promote and sell F&I products, ensuring high finance, warranty and service plan penetration, embedding as part of the sales process.
• Drive dealership profitability by limiting discounts, maximising gross profit per unit, and maintaining strong stock turn.
• Ensure compliance with FCA regulations and dealership policies.

Customer Experience

• Maintain high standards and ensure a customer-focused sales environment that supports repeat business, strong CSI/Review scores, and long-term retention.
• Work together with the preparation team & service centre to deliver fast turnaround & maximise vehicle profitability.
• Ensure all vehicles are presented and merchandised to the highest standards, both on the forecourt and online, with accurate descriptions, high-quality imagery, videos and aligned to our dynamic pricing strategies to attract and convert customers.

Believes the automotive retail landscape is fundamentally changing, driven by evolving consumer expectations, digital disruption, and increased demand for transparency and convenience. Recognises that the traditional, negotiation-heavy sales model is often seen as stressful, time-consuming, and frictional for customers—and is committed to moving away from this approach. Values a customer-first mindset, hospitality-led customer experience where delivering a modern, enjoyable experience is just as important as achieving commercial outcomes.

Proven experience in a used car or automotive retail environment, with a strong track record of delivering against sales and profitability targets within a low-pressure sales, customer experience driven environment.

Demonstrable experience leading, coaching, and developing high-performing sales teams; including setting clear objectives, driving accountability against KPIs, conducting regular 1:1s and performance reviews, and providing hands-on support with deal structuring, objection handling, and margin protection techniques to consistently improve individual and team performance.

Proven experience driving the sale of value-added products, with a strong track record of improving penetration across finance, warranty, and service plans; including embedding F&I seamlessly into the sales journey, coaching teams to present products confidently and compliantly, and using data and KPI tracking to consistently increase conversion rates while maintaining a customer-first approach.

Excellent commercial and analytical skills, with the ability to interpret KPIs and drive performance across sales volume, margin, and F&I.

Customer experience focus, with the ability to create a seamless, low-friction buying journey both in-store and digitally.

Strong organisational, problem-solving and process management skills, ensuring consistent execution of the sales journey from enquiry to handover.

Digital literacy, including experience with CRM systems, online merchandising platforms, and performance tracking tools.

High attention to detail, particularly around compliance (FCA), vehicle presentation, and accuracy of online listings.

Full UK driving licence.

Highly responsive, with a natural urgency around customer follow-up, maintaining consistent communication to build trust and keep momentum in the sales journey.

Results-oriented, with a strong focus on achieving targets while maintaining quality and compliance.

Adaptable and forward-thinking, open to new ways of working and embracing change in a fast-evolving retail environment.

5 days per week, including Saturday ~8:30am – 6:00pm (weekdays) 8:30am - 5:00pm (Saturdays) ~ Competitive basic salary with uncapped commission ~ Pension scheme ~23 days + bank holidays ~ Staff discounts on vehicles and servicing ~ Ongoing training and career development opportunities.