Reporting to the Sales Manager, the Senior Sales Consultant is a key role model within the Sales team, demonstrating Cala values and acting as an ambassador for the business. The role holder will deliver consistently high standards of sales performance, customer experience and professionalism across their region.
This role is suited to an experienced, target-driven Sales Consultant who uses initiative, strong relationship‑building and excellent negotiation skills to drive sales and contribute to regional and company profit targets.
The Senior Sales Consultant will champion best practice in CRM usage, supporting the wider team to understand the importance of accurate system use in driving sales performance and pipeline management. They will maintain exceptional development presentation standards and deliver outstanding customer service throughout the entire buying journey.
The role holder will actively contribute to sales meetings, support compliance with legislation and policies, and provide coaching and support to other team members, particularly around negotiation and customer engagement.
Key Responsibilities and Duties
* Provide advice, guidance and problem-solving support on large or complex developments, and across multiple sites with less experienced Sales Advisors or Consultants, to improve overall sales performance.
* Support the sales team to achieve and exceed quarterly and development-level sales targets.
* Proactively manage individual and team sales pipelines, identifying risks and opportunities and working with management to implement solutions.
* Champion consistent and effective use of the CRM system, ensuring all customer interactions are accurately recorded from initial enquiry through to reservation and handover to Customer Service.
* Identify and proactively manage prospective customers to maintain a consistent rate of sale, ensuring purchaser profiles and source data are accurately completed.
* Use discretion to negotiate selling prices within agreed parameters and support Sales Advisors/Consultants with escalated negotiations where required.
* Act as a senior representative of the business in resolving lower‑level customer complaints and concerns, ensuring issues are addressed promptly and records are accurately maintained.
* Maintain a high standard of customer communication throughout the sales process, providing guidance where required and coaching other team members to do the same.
* Build strong working relationships with site teams and internal and external stakeholders to support sales delivery and customer experience.
* Carry out home demonstrations to a high standard and mentor other team members to deliver consistently positive customer outcomes.
* Work closely with the Marketing team to understand campaigns, customer profiles and market trends, contributing ideas to support regional marketing strategy.
* Analyse sales data and customer insight to proactively target opportunities and improve performance.
* Ensure the IGM process is implemented and adhered to on relevant sites in line with guidance from the Sales & Marketing Director.
* Carry out market research and compile reports for the sales management team in line with competition law requirements.
* Produce additional site and performance reports as required by the Sales Manager or Sales & Marketing Director.
* Take ownership of site presentation standards, reviewing and challenging delivery to ensure presentation exceeds minimum Cala standards, including landscaping, signage, show home presentation, snagging and cleanliness.
* Support the training, development and onboarding of new Sales Consultants and Sales Advisors.
* Lead or chair team meetings where acting as team lead, ensuring meetings are effective and outcomes are clearly communicated.
* Attend Project Team Meetings as required.
The role offers a competitive commission and bonus structure along with one weekend off every 4 weeks. Access to a car and full UK driving licence is required.
About You
Knowledge, Skills & Experience
* Previous sales experience, ideally within a target-driven environment such as new homes, property, retail or similar.
* Strong understanding of the end-to-end sales process, including building rapport, qualifying, demonstrating features and benefits, overcoming objections and closing sales.
* Excellent negotiation, influencing and communication skills, including the ability to adapt style to different customers and situations.
* Proven track record of achieving and exceeding sales targets while maintaining high levels of customer satisfaction.
* Ability to interpret information, identify issues and problem-solve effectively.
* Highly organised with strong attention to detail and the ability to multitask, manage time effectively and work under pressure to tight deadlines.
* Strong IT skills with good literacy, written and numerical ability.
* Ability to work independently and collaboratively as part of a wider team.
* Understanding of relevant legal, governance and compliance requirements throughout the buying process.
* Understanding of the importance of Health & Safety and adherence to H&S procedures.
* Professional, well-presented demeanour.
* Significant Cala or similar new homes sales experience.
* Previous experience working within a new homes sales environment.
* Experience of overseeing or supporting the sales performance of other team members.
* Knowledge of the role of Independent Financial Advisors (IFAs) and how to manage this process.
* Understanding of the inter-relationship between marketing and sales.
* Demonstrated understanding of plot progression and the sales role within this.
* Evidence of keeping up to date with industry trends and changes.
Personal Attributes
* Acts with integrity, honesty and professionalism at all times
* Demonstrates resilience, tenacity and adaptability
* Presents a positive and professional image of both self and the organisation
* Self‑motivated, proactive and willing to take ownership
* Positive, can‑do attitude with a willingness to learn and develop
* Commercially aware and outcomes‑focused
* Confident working on own initiative while knowing when to elevate
* Strong planning and organisational skills
* Able to work effectively under pressure and adapt to changing priorities
* Discreet, with respect for confidentiality and sensitive information
* Personable, approachable and collaborative in working style
Closing Date: 24th May 2026
We recognise that a diverse team makes us a stronger and more successful company. We value different ideas and perspectives as it helps improve our decision-making, products and services. And we’re striving to create an inclusive work environment, in which everyone can feel comfortable as themselves, uniquely contribute and do their best work.
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