Sales Consultant

Sales Consultant monitors the daily operations of the business by providing guidance, training, and mentorship, setting operational policies and budgets, setting sales quotas and goals, creating sales plans, analyzing data, assigning sales territories and building their team.

Objectives of this Role

• Ensure sales executives are consistently executing the established sales process from lead generation, DMS management, test drives and customer follow-ups
• Provide continuous on-the-job training, teaching best practices for vehicle demonstrations, total cost of ownership & finance explanations, overcoming objections, and closing deals.
• Hold daily and weekly team meetings to review metrics, analyze yesterday's results, and set actionable plans for the day
• Collaborate with Management to determine monthly and yearly sales forecasts. Work individually with sales executives to establish aggressive yet attainable unit targets
• Assist sales staff on the floor with complex negotiations and customer finance options
• Review vehicle inventory to ensure that stock is sufficiently based on customer demand and make recommendations as needed.
• Conduct market reviews to recommend what new cars should be stocked, by colour, model and equipment, based on various analyses of the clientele and the market.
• Develop a fleet business program focused on identifying logistical needs, analyzing total cost of ownership, and delivering tailor-made vehicle solutions for clients.
• Follow up, as appropriate, on all potential buyers, by creating, implementing and closely monitoring a customer search and sales control system.
• Works with the sales team on programs to increase gross earnings from new cars and penetration of after-sales marketing (Accessory sales)
• Contacts financial institutions to have exceptional cases approved.
• Collaborate with marketing in the planning and execution of new car marketing and advertising activities and promotional campaigns.
• Gathers information on what vehicles and advertising are being offered by the competition.
• Establish and maintain standards for the delivery of cars to the customers.
• Analyzes the various customer satisfaction reports, to ensure control, and submits the necessary recommendations on customer retention and loyalty.
• Plans and manages the display of vehicles in the showroom and parking area. 
• Keeps abreast of all the manufacturer’s current product, program and promotional novelties and/or those of the financial institutions. Notifies the sales team of any changes.
• Establish new accounts with other businesses that provide services for cars such as insurance companies or leasing firms
• Review current customer records and contacting previous customers to encourage repeat business
• Establish relationships with local businesses, including banks, credit unions, and title companies, to ensure that the dealership is able to obtain financing for buyers
• Review information about new models and styles of vehicles to help determine which models will be most profitable
• Conduct test drives with potential buyers and explaining vehicle features to help them decide whether they want to purchase a car
• Assist potential buyers in vehicle selection that fits their needs and budget and assisting them with financing options.

 

General Job Requirements

• Recruit, hire, train, and oversee a team of automotive salespeople
• Set sales goals, track progress, and lead the team to achieve and exceed those quotas
• Coach salespeople on best practices for closing more vehicle deals and provide advice and guidance to improve sales performance
• Forecast sales for upcoming months and quarters
• Step in to answer customer questions and issues when required
• Coordinate and lead all regular sales meetings with the sales staff
• Develop and manage a CRM platform to retain customers and seek out new prospective sales
• Maintain a strong focus on the satisfaction of all customers
• Compile regular reports for dealership management to review

Skills and Education

• 2+ years related experience and/or training; or equivalent combination of education and experience.
• Proven supervisory skills and demonstrated leadership skills
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
• Proven ability to drive the sales process from plan to close
• Extensive knowledge of the car industry