Now Hiring - Confidential - AUTOMOTIVE INTERNET SALES & BDC DIRECTOR in Mission Viejo, CA

Full description of the position

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