AUTOMOTIVE INTERNET SALES & BDC DIRECTOR

Confidential • Full-time • Mission Viejo, California, United States • $96k - $168k / year • 1w ago

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