Job market information
Finding out about vehicle sales
The vehicle sales industry is part of the automotive retail sector, represented by the IMI Automotive Sector Skills Council, which also includes: vehicle maintenance and repair; vehicle rental; and vehicle parts, distribution and supply. The UK automotive retail sector employs an estimated 514,572 people, accounting for 1.9% of the UK workforce. Future growth for the whole sector is forecast to be an increase of 2% by 2017.
The vehicle sales industry covers all forms of sales of all types of motor vehicles, including the following activities:
- Wholesale and retail sale of new cars, light motor vehicles and other new motor vehicles including lorries, trailers and semi‐trailers, camping vehicles and off road motor vehicles.
- Wholesale and retail sale of used cars & light motor vehicles and other used motor vehicles including lorries, trailers and semi‐trailers, camping vehicles and off road motor vehicles.
- Wholesale and retail sale of new and used motor cycles as well as the sale of related parts and accessories.
Key facts:
- There are an estimated 188,789 people working in the industry.
- The sales of motor vehicles accounted for 72% of the automotive retail sector’s turnover in 2007.
- The number of business enterprises dealing with vehicle sales has decreased by 33% over the last decade.
- Most vehicle sales people ‘tend’ to be over the age of 21 years due to insurance purposes.
Jobs in the industry include: marketing manager, business manager, sales manager, dealer principle, sales advisor.
Entry and progression
There are no formal entry requirements to enter into sales roles, but employers may look for previous experience in retail and/or sales. However, communication skills and personality play a big role in the recruitment process. Once in sales roles, there are opportunities to progress into senior sales or management positions. Individuals may also decide to transfer across industries and go into roles such as fleet and rental. The skills acquired from vehicle sales are transferable across many non‐technical roles within the industry.
Vehicle sales roles will often require individuals to study a vocationally related qualification. The sales techniques learnt on these courses will be transferable between sectors. However, good working knowledge of the products being sold is required. Some employers may complete their own in‐house training courses for employees to attend. Applicants for senior or management roles will need to have previous experience and a good track record of sales and closed deals, which does not have to be within the automotive sector.
There are a range of industry endorsed courses, vocational qualifications, apprenticeships and training schemes available to those wishing to enter the industry.
For job specific entry requirements, take a look at our job profiles.
Workforce statistics
| Number of UK employees: |
188,789 |
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| Number of UK employers: |
estimated 25,355 (sale of motor vehicles only) |
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| Note: The following data are for the automotive retail sector as a whole. |
| Gender: |
82% male |
18% female |
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| Less than 1% of all staff working in skilled trades are female. |
| Ethnicity: |
6% of the workforce is from a Black, Asian and Minority Ethnic background |
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| Age: |
17% of workforce is 16‐24 years |
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| 48% 25‐44 years |
| 35% over 45 years |
| 86% of the workforce work full‐time. |
| 7% of the workers are migrant workers. |
| 16% of workers are self-employed, running their own businesses or specialising and contracting out to larger, established organisations. |
[N.B. Data derived from Annual Business Inquiry, 2008 and Labour Force Survey, 2008.]
Employment trends and future prospects
The vehicle sales industry has been hit hard by the economic climate, which has resulted in many sales people being made redundant. The industry has seen negative jobs growth since 1998. The number of jobs has fallen by some 53,000; a 22% decline since 2007. However, the industry retains a large share of jobs in the sector as a whole at 37%. Employment in the industry is forecast to rise to 245,740 by 2017.
Skill requirements and shortages
Skill shortages are most likely to occur where employers are recruiting people into skilled trades and professional occupations. However, for the vehicle sales industry there are no specific shortages.
Occupational trends
There are no data on occupational trends by industry. The following data are for the automotive retail sector as a whole.
Automotive retail sector occupational distribution
| Managers and Senior Officials |
20.2% |
|---|
| Professional Occupations |
1.1% |
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| Associate Professional and Technical |
4.8% |
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| Administrative and Secretarial |
11.7% |
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| Skilled Trades Occupations |
34.2% |
|---|
| Sales and Customer Service Occupations |
0.1% |
|---|
| Personal Service Occupations |
12.7% |
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| Process, Plant and Machine Operatives |
9.1% |
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| Elementary Occupations |
6% |
|---|
There is a significant gender bias within most occupations in the automotive retail sector with men outnumbering women in almost all occupations. 86% of all managerial positions are held by men. Women make up the majority of workers in administrative and secretarial roles, where they account for 70% of workers.
National and regional data
East Midlands – There is an estimated 15,547 jobs in the industry. The East Midlands accounts for 9% of all employment within the vehicle sales industry. The automotive retail sector as a whole is set to decline by 4% in the region by 2017.
East of England – There is an estimated 21,884 jobs in the industry. The East of England accounts for 13% of all employment within the industry. The automotive retail sector as a whole is set to increase by 4% in the region by 2017.
London – There is an estimated 13,077 jobs in the industry, which is a fall of 41% since 1998. London accounts for 8% of all employment within the vehicle sales industry. The automotive retail sector as a whole is forecast to decline by 14% in the region by 2017.
North East – There is an estimated 7,836 jobs in the industry, which is a fall of 21% since 1998. The North East accounts for 5% of all employment within the industry. The automotive retail sector as a whole is forecast to decline by 11% in the region by 2017.
North West – There is an estimated 22,164 jobs in the industry, which is a fall of 21% since 1998. The region accounts for 13% of all employment within the vehicle sales industry. The automotive retail sector as a whole is forecast to decline by 4% in the region by 2017.
South East – There is an estimated 32,093 jobs in the industry, which is a fall of 26% since 1998. The South East accounts for 19% of all employment within the vehicle sales industry. The automotive retail sector as a whole is set to increase by 17% in the region by 2017.
South West – There is an estimated 19,692 jobs in the industry, which is a decline of 15% since 1998. The region accounts for 12% of all employment within the industry. The automotive retail sector as a whole is forecast to decline by 16% in the region by 2017.
West Midlands – There is an estimated 18,032 jobs in the industry, which is a fall of 22% since 1998. The region accounts for 11% of all employment within the industry. The automotive retail sector as a whole is forecast to increase by only 1% in the region by 2017.
Yorkshire and the Humber – There is an estimated 15,353 jobs in the industry, which is a fall of 33% since 1998. The region accounts for 9% of all employment within the industry. The automotive retail sector as a whole is forecast to increase by 15% in the region by 2017.
Scotland – There is an estimated 14,122 jobs in the industry, which is a decline of 30% since 1998. Scotland accounts for 7% of all employment within the vehicle sales industry. The automotive retail sector as a whole is forecast to increase by 1% by 2017.
Wales – There is an estimated 8,989 jobs in the industry, which is a fall of 8% since 1998. Wales accounts for 5% of all employment within the industry. The automotive retail sector as a whole is forecast to decline by 2% by 2017.
The following data are for the automotive retail sector as a whole:
Northern Ireland – The automotive retail sector has seen a growth in employment over the past decade, to an estimated 13,893 jobs. Employment is forecast to continue to increase by 17% by 2017. It accounts for 3% of all national employment within the automotive retail sector.
Salary levels
Typical salaries range from:
- trainee sales person £9,000
- senior sales person £25,000 ‐ £35,000
- managerial person £35,000 ‐ £50,000
Most vehicle sales roles will carry a benefits and commission scheme, but these will vary between employers.
For more information on pay scales in the industry see Autocity 
.
Career paths
Further sources
Produced Sept 2010, using IMI Automotive AACS LMI report (Jun 2010)
