Automotive Sales and Finance Consultant

Job Description

Job Description

The Automotive Sales Consultant is a high-impact, full-cycle role responsible for managing the entire customer journey from initial engagement to the finalization of vehicle financing. This individual must balance aggressive sales goal achievement with a "client-first" mentality, ensuring that every transaction is handled with the highest level of integrity. The role involves the opportunity to work across both new and used inventory, requiring a deep understanding of product features, market value, and lending structures. Reports to the Sales Manager .

Essential Duties and Responsibilities

I. Full-Cycle Sales Execution

• Consultative Selling: Greet guests and conduct thorough needs assessments to match them with the ideal vehicle from our new or pre-owned inventory.
• Product Presentation: Execute professional vehicle walkarounds and technology demonstrations that highlight the value proposition of each unit.
• The "Road to the Sale": Lead the customer through a transparent negotiation process, overcoming objections while maintaining a positive, solution-oriented atmosphere.
• Goal Attainment: Consistently meet or exceed monthly benchmarks for unit volume, gross profit, and customer satisfaction scores.

II. Finance and Compliance Management

• Lending & Structuring: Manage the financing process from end to end, including credit application intake, lender submission, and deal structuring (APR, term, and down payment).
• Protective Product Sales: Present and sell aftermarket products (Service Contracts, GAP, etc.) that provide long-term value and protection to the client.
• Integrity and Accuracy: Ensure all deal jackets are 100% compliant with state and federal regulations. Verify all signatures, stipulations, and documentation (Insurance, POI, POR) are accurate before the vehicle leaves the lot.
• Contracting: Finalize all legal documents with the client, ensuring they leave with a clear understanding of their financial obligations and terms.

III. Client Service and Brand Promotion

• "White Glove" Delivery: Coordinate with the Recon and Detail teams to ensure the vehicle is in pristine condition for the final handoff. Conduct a final feature walkthrough with the client.
• Positive Representation: Proactively promote the dealership’s reputation through professional conduct, community engagement, and digital presence.
• CRM Management: Maintain a rigorous follow-up schedule within the CRM to nurture long-term relationships, capture repeat business, and generate high-quality referrals.

Expectations and Key Performance Indicators (KPIs)

• Monthly Unit Volume: Meet or exceed the established target for total units delivered.
• CSI/NPS Scores: Maintain customer satisfaction ratings at or above the regional average.
• Contract Accuracy: Achieve a "Zero-Error" rate on deal jackets submitted for funding.

Qualifications

• Proven experience in retail sales; prior automotive experience, F&I (Finance & Insurance) or full-cycle sales is a significant plus.
• Strong financial acumen and the ability to explain complex loan/lease structures to clients clearly.
• Exceptional communication and de-escalation skills.
• Proficiency in CRM software is recommended.
• Valid driver's license and a clean driving record are required.
• High level of personal integrity and a commitment to transparent business practices.

Work Location: In person