BMW Second Chance Finance Sales Professional at Suntrup Automotive Group in Manchester, MO

Job description

• BMW of West St. Louis is seeking an experienced Second Chance Finance Client Advisor who understands how to successfully work with customers facing credit challenges and help them navigate the vehicle-buying process with confidence.
• This is not an entry-level sales position. We are looking for someone who has proven experience working with subprime and credit-challenged customers, understands that every deal is different, and knows how to gather the right information, set realistic expectations, overcome obstacles, and work closely with management and lending partners to structure opportunities that make sense.
• Our ideal candidate combines strong automotive sales skills with patience, persistence, financial awareness, and exceptional communication.
• Second Chance Finance requires a different skill set than traditional automotive sales. Successful candidates understand that credit challenges do not define the customer.
• You should be comfortable having candid conversations about credit, income, down payments, vehicle selection, and expectations while maintaining the customer's dignity and trust. You know when to ask more questions, when to involve management, and how to keep working an opportunity when the first answer isn't necessarily the final answer.
• Most importantly, you understand that today's Second Chance Finance customer can become tomorrow's loyal repeat customer—and you treat them accordingly.

Responsibilities

• Work directly with customers who have challenged, limited, or rebuilding credit.
• Conduct professional customer interviews to understand income, employment, down payment, trade position, credit history, and vehicle needs.
• Explain the financing and vehicle-purchase process clearly without making promises regarding approvals, rates, payments, or lender decisions.
• Set realistic expectations while keeping customers engaged throughout the process.
• Identify vehicles and deal structures that align with the customer's circumstances and available lending programs.
• Work closely with Sales Managers and Finance Managers to provide complete, accurate information needed to structure deals.
• Maintain consistent follow-up with customers who may not be immediately ready or able to purchase.
• Build relationships with customers who may have been turned down elsewhere and provide a professional, respectful experience.
• Manage internet leads, phone opportunities, appointments, showroom traffic, and follow-up through our CRM.
• Maintain accurate customer notes, documentation, tasks, and communication history.
• Develop repeat and referral business by becoming a trusted resource for customers working to reestablish their credit.
• Deliver the high level of customer service and professionalism expected at BMW of West St. Louis.

Requirements

• Previous experience working with credit-challenged automotive customers is required.
• Proven automotive sales experience, preferably involving subprime or special finance customers.
• A working understanding of credit reports, credit tiers, debt-to-income considerations, loan-to-value, negative equity, down payments, proof of income/residence, and common lender requirements.
• Experience gathering and organizing documentation needed for credit-challenged transactions.
• Strong phone, text, email, and face-to-face communication skills.
• The ability to explain difficult financial situations to customers professionally and tactfully.
• Persistence and strong follow-up habits.
• The ability to manage customers who may require multiple conversations or additional documentation before a purchase can be completed.
• Strong CRM discipline and attention to detail.
• A solution-oriented mindset and willingness to work collaboratively with Sales and Finance Management.
• Professional appearance, positive attitude, and a customer-first approach.

Skills

Required

• Proven automotive sales experience
• Persistence and strong follow-up habits

Preferred

• Subprime or special finance experience