Sales Consultant - Jaguar | Land Rover

Inchcape is the leading global automotive distributor operating in more than 40 markets. We partner with some of the biggest brands in the business to power better mobility today and in the future.

Our diverse global team of over 20,000 talented people foster an inclusive and collaborative culture, championing a brilliant experience for our customers and partners. We’re a dynamic and fast-growing business, dedicated to shaping a successful and sustainable future for the industry.

Here, you will unlock your full potential with career opportunities and learning experiences. You’ll work with cutting-edge technology, ground-breaking innovation, and forward-thinking colleagues. If you are highly driven with a can-do attitude, and you bring out the best in yourself and others, then join us to power new futures.

OVERALL JOB PURPOSE

Works with customers to understand their needs in order to guide them towards the most appropriate product and agree sales. Identifies and manages prospects.

KEY RESPONSIBILITIES

Builds rapport and customer relationships and qualifies the customer’s requirements

• Demonstrates the JLR Customer First Behaviours in all interactions with customers and colleagues  
• Asks questions and listens to build rapport and understand individual requirements
• Qualifies own understanding of the customer's needs through discussion of alternative options, to build the closest possible match between the product and customer’s needs
• Demonstrates the most suitable options to the customer, adapting own style according to the customer’s requirements
• Takes responsibility for booking test drives and encouraging customers to experience the product
• Builds a strong understanding of the customer’s needs to guide them towards the best choice

Agrees the details of the sale

• Ensures sales opportunities are maximised for the full range of JLR services and products, including warranties and service plans
• Accurately appraises vehicles to purchase and sell, optimising the value for the Dealership
• Appraises and agrees the sale price in an open and friendly manner, ensuring that Sales Manager authorisation is discreetly gained as necessary
• Introduces JLR finance options (via the Business Manager as appropriate) prior to agreeing the payment method with the customer, working within JLR guidelines to ensure all payments are complete
• Completes required documentation accurately and registers all Sales with Administrative colleagues

Co-ordinates order and delivery

• Works with Sales colleagues to maintain accurate stock availability information 
• Ensures pre-delivery inspections and agreed repairs/servicing are carried out prior to delivery
• Liaises with Administrative colleagues to ensure product availability fits with JLR standards, places the order, updates customer records and schedules any complementary services/additional work to be completed on the vehicle
• Works with Administrative colleagues to confirm a delivery date and identify any changes to the original schedule
• Maintains contact with the customer to ensure they are kept fully informed throughout the sale and pre-delivery process, notifying them of any changes and arranging a convenient handover

Develops relationships to win new business

• Develops effective long term relationships to deliver future business by getting to know customers
• Plans and organises own selling activity to secure new business (e.g. by telephoning sales prospects, previous/existing customers and general enquiries)
• Generates customer referrals by planning and delivering effective prospecting activities, ensuring leads and enquiries are followed up appropriately
• Completes agreed number of prospecting calls to meet and exceed agreed targets
• Participates in planning sales and marketing campaigns and promotions
• Shares information on new products, features and benefits and technologies with interested customers and colleagues

Manages the display of products and merchandise

• Ensures vehicles are presented professionally at all times
• Suggests and makes changes to vehicle displays and ensures the sales environment is clean and tidy at all times

Works as a full member of the Dealership team  

• Works with colleagues across the Dealership to deliver improvements and provide a seamless service to customers
• Works with colleagues across the Dealership to investigate and resolve customer complaints
• Adheres to legal, environmental and health and safety requirements, ensuring the safety and security of people, vehicles and property at all times, reporting any known faults or hazards
• Understands and follows relevant aspects of JLR operating guidelines
• Maintains a professional manner and high standards of personal presentation at all times
• Follows operational processes flexibly and thoroughly. Uses online dealer systems to report performance against targets  
• Ensures own work area, vehicles and clothing are kept clean, tidy and in a safe condition in order to uphold JLR and dealer standards 

KEY SUCCESS CRITERIA

• Sales volume and profitability targets
• Conversion ratios and levels of lost sales
• Accessory and merchandise sales  
• Customer satisfaction targets (e.g. CLP, mystery shop)
• Process delivery and compliance (e.g. sales core process, customer queries dealt with in agreed timescales)
• Level of customer complaints

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.