Job Summary
A well-established franchised automotive dealership in South Orange County is in search for an experienced Automotive Internet Sales & BDC Director.
We have an established sales team, strong management support, substantial lead volume, and significant opportunity for growth. We are seeking a skilled professional to take complete ownership of our internet, phone, CRM, and customer follow-up processes.
This is not a back-office reporting position. We need a hands-on leader who can manage the process, coach the team, personally work opportunities when necessary, and produce measurable results.
WHAT YOU WILL OWN
- Internet, phone, chat, text, and digital retail opportunities
- Lead routing, distribution, reassignment, and accountability
- CRM processes, reporting, and compliance
- Speed-to-lead, contact rate, appointment setting, show rate, and sold rate
- Follow-up on new, active, aging, and previously unsold opportunities
- Missed-call recovery and unsold showroom follow-up
- Training and coaching sales consultants on phone, text, email, video, and CRM execution
- Consistent and transparent lead-distribution standards
- Quality control of automated and AI-generated customer responses
- Coordination with sales managers, marketing partners, vendors, and dealership leadership
- Weekly performance reporting directly to the General Manager
KEY RESPONSIBILITIES
- Review incoming leads to ensure timely and professional customer engagement
- Conduct daily CRM audits and correct incomplete notes, overdue tasks, and missed follow-up
- Personally intervene on high-value, difficult, or neglected opportunities
- Monitor recorded calls, emails, texts, and appointment handling
- Conduct daily huddles and individual coaching sessions
- Build repeatable processes that do not depend on one person or vendor
- Track performance by salesperson, lead source, and opportunity type
- Present a concise weekly report covering leads, contacts, appointments, shows, sales, closing percentages, and areas requiring action
- Work closely with desk managers to improve customer handoffs and closing performance
- Maintain a professional, positive, and accountable department cultureManagement (CRM) systems, ensuring timely follow-up and engagement with prospects.
- Implement outbound sales initiatives such as cold calling, follow-up calls, and personalized outreach to maximize inventory turnover and deal closures.
- Build strong customer relationships by providing expert guidance on automotive financing options, upselling high-end vehicles, and offering tailored solutions that meet client needs.
- Conduct regular training sessions on phone etiquette, negotiation techniques, and effective communication skills to enhance team performance.
- Collaborate with inventory management teams to ensure optimal vehicle availability for online customers while maintaining accurate inventory control.
- Monitor dealership’s retail math metrics and adjust strategies accordingly to meet or exceed sales goals consistently.
- Support the integration of marketing efforts with sales activities to boost brand visibility and customer engagement across all platforms.
- Maintain detailed records of customer interactions, sales activities, and performance metrics using CRM software supported by technical systems.
Requirements
- Proven experience in automotive industry sales management or dealership operations with a focus on internet or BDC sales.
- Strong background in and high-end automotive transactions.
- Demonstrated success in achieving or surpassing sales targets through outbound efforts like cold calling and client outreach.
- Exceptional negotiation skills combined with excellent communication abilities in multiple languages; bilingual proficiency is a plus.
- Expertise in customer relationship building, upselling techniques, deal closing strategies, and retail math fundamentals.
- Familiarity with CRM software platforms for managing customer data and tracking sales pipelines effectively.
- Experience in inventory management, automotive financing options, and automotive financing support systems.
- Strong organizational skills with the ability to lead a team efficiently while managing multiple priorities simultaneously.
- Excellent phone etiquette, public speaking skills for client presentations or team training sessions, and a professional demeanor at all times.
Join us as we revolutionize automotive retail through innovative digital strategies! We are committed to empowering our team members with comprehensive training opportunities, cutting-edge tools, and a collaborative environment where your leadership can truly shine. If you’re passionate about automotive sales excellence and ready to make an impact in a thriving dealership setting — we want to hear from you!
Pay: $96,000.00 - $168,000.00 per year
Work Location: In person
