How to Work in a Car Dealership: A Complete Guide

Working in a car dealership can be an exciting and rewarding career choice for those who love cars, enjoy interacting with people, and thrive in a fast-paced environment.

Whether you’re interested in sales, servicing vehicles, or managing operations, car dealerships offer a wide range of roles that suit different skill sets and career goals.

In this article, we’ll explore how to get started in the car dealership world, what qualifications you need, and how you can build a successful career.

Why Work in a Car Dealership?

Car dealerships are more than just showrooms—they’re vibrant businesses where customer service, technical expertise, and sales skills come together.

From the adrenaline rush of closing a deal to the satisfaction of helping someone find their perfect car, it’s a varied and engaging career.

There’s also room for progression.

Whether you start on the shop floor or behind the scenes, many dealership roles offer a clear path to higher positions with more responsibilities and, of course, better pay.

Plus, if you’re someone who enjoys staying up to date with the latest vehicle technology, this is the perfect environment to thrive.

If you’re curious about what happens when a dealership sells you a faulty car, check out our page on what to do if a dealership sells you a faulty car in the UK.

Types of Jobs at a Car Dealership

Before you decide to pursue a career in a dealership, it’s important to understand the different roles available.

Not all jobs involve selling cars—some are focused on the mechanical side, customer service, or even finance.

Sales Representative

The most visible role in any dealership, sales reps work directly with customers to help them find and buy a car.

You’ll need excellent communication skills, a knack for negotiation, and a strong understanding of the vehicles you’re selling.

Sales is target-driven, so if you’re someone who thrives on competition and enjoys the challenge of closing deals, this could be for you.

If you want to know more about how to pay for a car in cash, check out our comprehensive guide on how to pay cash for a car at a dealership.

Service Advisor

The service advisor acts as a liaison between customers and the mechanics in the service department.

You’ll be responsible for scheduling repairs, explaining technical issues in simple terms, and ensuring customer satisfaction throughout the process.

If you’re technically minded and enjoy problem-solving, this is a great role.

Wondering how long a service takes? You can learn more from our guide on how long it takes to service a car at a dealership.

Mechanic/Technician

Mechanics are the backbone of the dealership’s service department.

Whether it’s conducting routine maintenance or diagnosing and fixing complex issues, technicians play a crucial role in ensuring that customers’ vehicles are road-ready.

Mechanics often need specific qualifications, like NVQ or IMI certifications, to work professionally.

Finance and Insurance (F&I) Manager

An F&I Manager helps customers understand the financial aspects of their purchase, from loan options to insurance policies.

It’s a role that requires both financial acumen and sales skills, as you’ll often need to persuade customers to take certain packages.

Dealership Manager

The dealership manager oversees the entire operation, from sales to service to finance.

This is a leadership role, so previous experience in the industry is usually essential.

You’ll need to manage staff, set targets, and ensure the dealership meets its overall business goals.

What Qualifications Do You Need to Work in a Car Dealership?

The qualifications needed depend largely on the role you’re interested in.

For entry-level positions, like sales, many dealerships don’t require formal qualifications beyond a good grasp of customer service and a genuine interest in cars.

However, some dealerships might offer training programmes or apprenticeships to help you get started.

For Sales Roles:

• A high school diploma or equivalent is often sufficient.
• Sales training, such as courses offered by the Institute of the Motor Industry (IMI), can boost your chances.

For Mechanics:

• NVQ, IMI, or similar technical certifications are usually required.
• Experience in vehicle repairs or servicing is a big plus.

For Finance Roles:

• A background in finance or experience with financial products is often required.
• Having sales experience can also be an asset since you’ll be selling financial packages.

Skills Required to Work in a Car Dealership

Regardless of the role you choose, certain skills are essential across the board.

Customer Service Skills

Dealerships are customer-facing businesses, and the ability to engage with clients, listen to their needs, and provide excellent service is crucial.

Sales and Negotiation Skills

In sales roles, you’ll need to be persuasive while also listening to the customer’s preferences.

Good negotiation skills can help you close more deals and achieve your targets.

For more insights, check out our guide on how much a dealership will come down on price on a new car in the UK.

Technical Knowledge

If you’re a service advisor or a mechanic, understanding the ins and outs of vehicles is a must.

You’ll need to explain complex mechanical issues in layman’s terms to customers or be able to quickly diagnose problems on the service floor.

Communication and Teamwork

You’ll be working with a variety of departments and individuals in a dealership.

Whether you’re a mechanic liaising with the parts department or a sales rep working with finance, good communication is key.

How to Find a Job at a Car Dealership

Looking for a role at a dealership isn’t too different from any other job search.

Here are some ways to find your ideal position:

Online Job Platforms

Websites like Indeed or Reed often list car dealership vacancies.

You can filter your search based on your location and preferred role.

Networking

If you know someone in the automotive industry, use that connection.

Often, jobs are filled by word of mouth before they’re even advertised.

Apprenticeships and Internships

For mechanics and technicians, applying for an apprenticeship or internship can be a great way to get your foot in the door.

Many dealerships partner with colleges to offer hands-on training.

Direct Applications

Don’t be afraid to walk into your local dealership with your CV.

A personal approach can sometimes get you noticed quicker than submitting an online application.

Tips for Success in a Car Dealership Job

Succeeding in a car dealership requires a combination of hard work, dedication, and continuous learning.

Here are some tips to help you excel:

Understand Your Product

Whether you’re selling cars or working on them, knowing your product inside and out is essential.

Take the time to familiarise yourself with new models, features, and industry trends.

Stay Organised

In a busy dealership, managing your time and tasks efficiently is key to success.

This is especially important for service advisors and mechanics, who need to juggle multiple vehicles at once.

Build Strong Relationships with Customers

Many dealerships thrive on repeat business and referrals.

Building trust and rapport with your customers can lead to long-term success.

Focus on Continuous Learning

The automotive industry is constantly evolving, with new technologies and sales techniques being introduced regularly.

Stay ahead by investing in your own professional development, whether through additional training or self-study.

Career Progression in a Car Dealership

The great thing about working in a dealership is that there’s often room for growth.

Here’s how you can move up the ladder:

From Sales to Management

Many dealership managers started their careers on the sales floor.

With time, experience, and strong performance, you can move into management roles, overseeing entire departments or the dealership itself.

Specialising in Finance or Service

If you find a particular aspect of the dealership more appealing, like finance or servicing, there’s room to specialise.

Additional certifications and training can help you make that transition.

Certifications and Further Education

If you’re interested in climbing the career ladder, consider taking further education or certification courses.

These qualifications can make you stand out when management opportunities arise.

Challenges of Working in a Car Dealership

As with any job, working in a car dealership has its challenges:

Meeting Sales Quotas

Sales roles come with targets, which can sometimes feel like pressure.

Learning to handle that stress and finding ways to improve your sales technique can make a big difference.

Handling Customer Rejections

Not every customer will make a purchase, and handling rejection can be tough.

But every interaction is an opportunity to learn and improve.

Long Hours and Weekend Work

Most dealerships are open six or seven days a week, so weekend and evening work is often part of the job.

Balancing your personal life with these hours can be challenging.

Is Working in a Car Dealership Right for You?

Working in a car dealership can be a fantastic career for those who enjoy working with people, love cars, and want a job where no two days are the same.

The potential for career growth and good earning opportunities makes it an attractive industry for many.

However, it also comes with its challenges, such as long hours and pressure to meet sales targets.

Ultimately, it’s a career that suits those with a passion for vehicles and a strong drive to succeed.

Conclusion

From selling cars to repairing them, working in a car dealership offers a wide range of career opportunities.

Whether you’re starting out as a salesperson or aiming to manage a dealership, the key to success lies in hard work, continuous learning, and excellent customer service.

With the right skills and mindset, you can build a rewarding and long-lasting career in this dynamic industry.

Are you looking to buy a new used car? Contact us today and we can help you!