BDC Sales Director

We are seeking a high-energy, positive data-driven BDC / Internet Director to lead our Business Development Center and digital sales operations. The ideal candidate is a master of the "long game," understanding that the modern car-buying journey begins online. You will be responsible for managing a team of coordinators, optimizing lead response workflows, and ensuring a seamless transition from digital inquiry to showroom floor.

Core Responsibilities

• Performance Leadership: Manage and coach a team of BDC Representatives to meet and exceed monthly appointment-set and appointment-show quotas.

• Process Optimization: Refine CRM workflows (e.g., Tekion, Eleads) to ensure 100% lead attribution and rapid response times (under 10 minutes).

• Lead Management: Monitor lead providers (TrueCar, Autotrader, Cars.com, etc.) to evaluate ROI and adjust digital marketing strategies accordingly.

• Sales Integration: Facilitate a "frictionless" handoff between the BDC and the Floor Sales team to maintain a high closing ratio.

• Reporting: Track and present daily, weekly, and monthly KPIs, including Lead-to-Appointment, Appointment-to-Show, and Show-to-Close ratios.

Required Skills & Experience

• Proven Track Record: Minimum 2-5 years of management experience in an automotive BDC or Internet Sales department.

• CRM Mastery: Advanced proficiency in automotive CRM software and dealership management systems (DMS).

• Communication Expert: Exceptional verbal and written communication skills with the ability to train staff on scripts and rebuttal techniques.

• Analytical Mindset: Ability to interpret complex data sets to identify bottlenecks in the sales funnel.

• Compliance Knowledge: Understanding of federal and state telemarketing laws and digital privacy regulations.

Key Performance Indicators (KPIs)

1 Lead Response Time: Maintaining an average response time of 5 minutes for all digital inquiries.

2 Appointment Set Rate: Aiming for 35%–40% of total leads.

3 Appointment Show Rate: Maintaining a minimum 50–70% show rate.

4 Cost Per Lead: Monitoring and optimizing the efficiency of the digital advertising spend.

Benefits & Compensation

• Competitive Base Salary + Performance-Based Bonuses.

• Comprehensive Health, Dental, and Vision Insurance.

• 401(k) with Employer Match.

• Professional Development and Manufacturer Training.

• Employee Vehicle Purchase Programs.