Automotive BDC Director – $80K–$100K Base + Commission | Relocation Assistance
Location: Fernandina Beach, Florida
Position: Full-Time | 100% In-Office
Compensation: $80,000–$100,000 base salary + performance-based commission/bonus
Relocation Assistance: Available for highly qualified candidates
Lead a High-Volume, Multi-Dealership Automotive BDC
Paxton Marketing is looking for an experienced Automotive BDC Director / Internet Sales Manager to lead our centralized automotive Business Development Center in Fernandina Beach, Florida.
This is not an entry-level management position, and it is not a remote position.
We are looking for someone who has already successfully managed an automotive BDC or Internet Sales operation and understands how to drive performance through lead management, phone activity, appointment setting, show rates, sold results, coaching and accountability.
Our BDC supports multiple automotive dealerships and handles a substantial volume of internet opportunities. We need a leader who can step into an established operation, evaluate the numbers, identify where opportunities are being lost and take ownership of improving performance.
What You'll Own
You will be responsible for the day-to-day performance and leadership of the BDC, including:
- Leading, coaching and holding BDC representatives and managers accountable
- Monitoring lead response time, contact rate, appointment set rate, show rate and sold rate
- Reviewing calls and coaching agents on appointment-setting and objection handling
- Managing lead follow-up and ensuring opportunities aren't being abandoned
- Monitoring individual call volume and productivity
- Identifying underperforming agents and developing corrective action plans
- Managing schedules and daily floor coverage
- Ensuring CRM processes are being followed consistently
- Working directly with dealership leadership and Paxton management
- Producing accurate daily and weekly performance reporting
- Identifying problems in the lead funnel and implementing solutions
- Building a performance-driven culture focused on appointments, shows and sales
Who We're Looking For
Automotive BDC or Internet Sales leadership experience is required.
Strong candidates should have:
- 3+ years of successful automotive BDC, Internet Sales or Digital Sales management experience
- Experience personally managing a team of BDC/Internet representatives
- Strong understanding of automotive CRM processes and internet lead management
- Hands-on experience with systems such as VinSolutions, eLead, DealerSocket, DriveCentric or similar automotive CRMs
- Experience managing a high volume of internet leads
- Strong understanding of contact, set, show and sold metrics
- Experience reviewing calls and coaching appointment-setting conversations
- Ability to identify problems through data rather than waiting for someone else to find them
- Strong leadership, accountability and organizational skills
- Ability to take ownership without requiring constant direction
Experience managing multiple dealerships, centralized BDC operations, or large-volume automotive Internet departments is highly desirable.
This Position Is NOT
This is not a customer-service supervisor position.
This is not a general call-center management position.
This is not a position for someone looking to learn automotive BDC management for the first time.
We need someone who understands automotive internet leads, CRMs, phone processes, appointment setting and dealership operations and can contribute quickly.
Compensation
Base Salary: $80,000–$100,000, based on directly relevant experience.
Additional performance-based compensation is available based on BDC results.
Total compensation can exceed the base salary substantially for a leader who produces results.
Relocation Assistance
We are expanding our search beyond Northeast Florida and encourage experienced automotive BDC leaders from other markets to apply.
Relocation assistance is available for highly qualified candidates.
Candidates receiving relocation assistance must relocate to the Fernandina Beach/Jacksonville area and work from our Fernandina Beach office.
This position is 100% in-office. Remote and hybrid arrangements are not available.
Before You Apply
Please be prepared to discuss:
- Size of the BDC/Internet team you personally managed
- Monthly internet lead volume
- Automotive CRM systems you've personally used
- Contact, appointment set, show and sold performance
- Specific improvements you personally made to an underperforming BDC
- Your management and call-coaching process
- Your availability to relocate, if applicable
Qualified candidates may be asked to complete a practical BDC performance exercise during the interview process.
Pay: $100,000.00 - $175,000.00 per year
Benefits:
- Paid time off
- Relocation assistance
Application Question(s):
- Using your most recent automotive BDC management position, give us your actual monthly performance numbers. Include approximate monthly leads, contact rate, appointments set, appointment show rate, BDC sold units, and lead-to-sold rate. Please use your actual results rather than industry benchmarks.
- You take over a BDC and immediately notice that lead volume is strong but appointments and sales are below expectations. Walk us through exactly what you would investigate during your first three days before deciding what needs to change.
- One of your agents consistently makes 80 calls per day but sets very few appointments. Another makes 50 calls per day and consistently sets significantly more appointments. Walk us through exactly how you would determine why there is such a large difference in performance.
- Tell us how you personally audit a BDC's CRM to determine whether the appointment, show and sold numbers being reported by the department are accurate. What are you looking for, and what problems have you found in previous departments?
- Give us a specific example of a BDC employee you personally coached from poor performance to strong performance. What was the employee struggling with, what did you change, and what measurable improvement did you see?
- Describe your daily management routine when running an automotive BDC. From the time you arrive until the end of the day, what numbers, reports, calls, employees and processes are you personally monitoring?
- Which automotive CRMs have you personally used as a manager? For the CRM you know best, describe the reports, processes and features you regularly used to manage BDC performance.
Location:
- Fernandina Beach, FL 32034 (Preferred)
Ability to Commute:
- Fernandina Beach, FL 32034 (Required)
Work Location: In person
