BDC Sales Director
Kia of Fort Myers, fort myers, fl, United States
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.
- Minimum 2 years of car sales experience on the floor.
- Great positive energy and lead by example.
- Helpful to all departments; closing deals on floor, desking deal, F & I and wearing many hats in the dealership.
- Multitool: Able to be flexible and helpful in all areas of the dealership.
- 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)
- Lead Response Time: Maintaining an average response time of 5 minutes for all digital inquiries.
- Appointment Set Rate: Aiming for 35%‑40% of total leads.
- Appointment Show Rate: Maintaining a minimum 50‑70% show rate.
- 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.