An Internet Sales Manager is a leadership position, typically in a car dealership, responsible for overseeing online sales operations. The manager is responsible for optimizing internet-based lead generation, managing the online sales team, and ensuring a seamless transition from online inquiry to in-person purchase and delivery.
Core duties and responsibilities
- Manage internet sales team: Recruit, hire, train, and manage the team of online sales consultants or Business Development Center (BDC) representatives.
- Handle online inquiries: Oversee the response to all internet and phone leads, including emails, website chats, and texts. They ensure a rapid, professional, and consistent response rate.
- Develop sales strategy: Create and implement strategies to increase online sales and grow the dealership's market share. This includes coordinating with the marketing department on digital advertising efforts like SEO, PPC, and social media.
- Desk deals: Review and structure online sales deals to maximize profitability, then assist the sales team and customers with closing the transaction.
- Utilize CRM: Manage the Customer Relationship Management (CRM) system to track leads, monitor follow-up performance, and ensure customer satisfaction.
- Manage online inventory: Ensure the dealership's online inventory is current, accurate, and appealing, with high-quality photos and detailed vehicle descriptions.
- Monitor performance: Analyze sales data, track KPIs such as lead conversion rates, and forecast goals to evaluate the effectiveness of online sales efforts.
- Enhance customer satisfaction: Resolve escalated customer concerns and manage the online process to ensure a positive buying experience and build long-term loyalty.
Maintain website content: Work with web editors to keep the dealership's website current, accurate, and optimized for a positive user experience.
Key skills and qualifications
- Experience: Proven success in automotive internet sales and/or sales management.
- Leadership: Excellent ability to lead, mentor, and motivate a sales team.
- Technical expertise: A strong understanding of e-commerce platforms, digital marketing, website maintenance, and CRM software.
- Communication: Exceptional verbal, written, and interpersonal skills for high-volume customer interaction and team leadership.
- Analytical skills: The ability to track and analyze sales data to determine strategy and set goals.
- Adaptability: Capability to adjust to a fast-paced and evolving digital and retail environment.
- Customer service: A dedicated, customer-focused approach to drive satisfaction and retention.
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