Viva Auto Group
Job Title: Automotive Sales Consultant
POSITION SUMMARY
The Automotive Sales Consultant is responsible for assisting customers through the vehicle purchase or lease process while delivering an exceptional customer experience. This position generates vehicle sales, develops customer relationships, maintains prospecting activities, and contributes to dealership profitability, customer retention, and market share growth.
The Automotive Sales Consultant represents Viva Auto Group's commitment to integrity, professionalism, and customer satisfaction while helping customers identify transportation solutions that meet their needs and budget.
Essential Duties and Responsibilities
Customer Experience
- Greet all customers promptly and professionally.
- Build rapport and establish trust with customers.
- Conduct thorough needs assessments to understand customer wants, needs, and budget.
- Guide customers through the vehicle selection process.
- Demonstrate vehicle features, technology, safety systems, and benefits.
- Conduct vehicle walk-arounds and presentations.
- Offer and conduct test drives according to dealership policies.
- Deliver a transparent and professional buying experience.
- Maintain high customer satisfaction and customer retention standards.
Sales & Prospecting
- Meet or exceed monthly vehicle sales objectives.
- Generate new business through prospecting, referrals, social media, networking, and follow-up activities.
- Maintain an active prospect development and lead management system.
- Utilize CRM tools to manage opportunities and customer interactions.
- Follow up with internet leads, showroom traffic, phone inquiries, and previous customers.
- Maintain consistent outbound customer contact activity.
- Develop repeat and referral business opportunities.
- Participate in dealership marketing and community events.
Vehicle Knowledge
- Maintain current knowledge of all new and pre-owned inventory.
- Understand vehicle specifications, technology, safety features, warranty coverage, and financing options.
- Stay informed regarding manufacturer incentives, rebates, lease programs, and special promotions.
- Understand trade values, vehicle depreciation, and market conditions.
- Continuously improve product knowledge through training and manufacturer programs.
Sales Process Compliance
- Follow Viva Auto Group sales processes and customer experience standards.
- Complete all required documentation accurately and timely.
- Ensure all customer information is properly entered into CRM systems.
- Obtain and verify customer identification before test drives.
- Maintain compliance with all federal, state, local, tribal, and dealership regulations governing vehicle sales.
- Protect customer information and maintain confidentiality.
- Ensure all required disclosures and documentation are completed accurately.
Deal Management
- Present purchase and lease options professionally.
- Work collaboratively with management to structure vehicle transactions.
- Ensure every customer meets with a Sales Manager during the purchase process.
- Turn 100% of retail opportunities to the Finance & Insurance Department.
- Ensure all deal paperwork is complete and accurate before delivery.
- Coordinate vehicle preparation and delivery activities.
Vehicle Delivery
- Prepare sold vehicles for customer delivery.
- Deliver vehicles according to dealership delivery standards.
- Explain vehicle features, warranty coverage, maintenance schedules, and technology systems.
- Pair mobile devices and assist customers with vehicle technology setup when appropriate.
- Introduce customers to the Service Department and explain maintenance benefits.
- Schedule first service appointment when applicable.
- Follow up after delivery to ensure complete customer satisfaction.
Follow-Up & Retention
- Maintain regular communication with customers after delivery.
- Resolve customer concerns promptly.
- Follow up on title, registration, "We Owe" items, accessories, and delivery commitments.
- Encourage online reviews and customer referrals.
- Maintain long-term customer relationships to generate future business.
Professional Standards
- Attend required sales meetings, training sessions, and manufacturer training programs.
- Maintain professional appearance and conduct.
- Follow all dealership policies and procedures.
- Support dealership culture and team objectives.
- Perform other duties as assigned.
Performance Metrics (KPIs)
Automotive Sales Consultants may be evaluated on:
Sales Performance
- Monthly Vehicle Sales
- New Vehicle Sales
- Pre-Owned Vehicle Sales
- Gross Profit Performance
- Lease Penetration
- Product Penetration
Customer Metrics
- Customer Satisfaction Index (CSI)
- Online Reviews
- Referral Sales
- Repeat Customer Sales
Activity Metrics
- CRM Compliance
- Lead Response Time
- Follow-Up Completion
- Prospecting Activity
- Appointment Set Rate
- Appointment Show Rate
Operational Metrics
- Deal Accuracy
- Delivery Quality
- Documentation Compliance
- Training Completion
Qualifications
Education & Experience
- High School Diploma or GED required.
- Previous automotive sales experience preferred but not required.
- Customer service, retail sales, hospitality, or commission sales experience preferred.
- Bilingual (English/Spanish) preferred in many Viva Auto Group markets.
- Willingness to learn and participate in ongoing sales training.
Knowledge, Skills & Abilities
- Excellent communication and interpersonal skills.
- Strong customer service orientation.
- Self-motivated and goal-driven.
- Strong negotiation and presentation skills.
- Ability to build rapport quickly.
- Ability to work evenings, weekends, and scheduled dealership events.
- Strong organizational and time management skills.
- Ability to work in a fast-paced sales environment.
- Basic computer and CRM proficiency.
Physical Requirements
- Frequent standing, walking, sitting, bending, and reaching.
- Ability to enter and exit vehicles repeatedly throughout the day.
- Ability to walk dealership lots and inventory areas.
- Ability to occasionally lift up to 25 pounds.
Work Environment
- Automotive dealership showroom and outdoor sales lot environment.
- Frequent interaction with customers, management, and coworkers.
- Exposure to varying weather conditions while assisting customers on dealership property.
- Fast-paced sales environment with performance-based expectations.
Licenses & Certifications
- Valid Driver's License with acceptable driving record required.
- State sales license if required by state law.
- Manufacturer sales certification training as required.
Compensation
Compensation is based on the dealership's approved Sales Consultant Compensation Plan and may include:
- Commission
- Bonuses
- Manufacturer Incentives
- Sales Contests and Spiffs
- Customer Satisfaction Bonuses
Department: Sales
Reports To: Sales Manager / General Sales Manager
FLSA Status: Non-Exempt (Commission-Based Position)
Location: Viva Auto Group / Fiesta Auto Group
Revised Date: June 2026