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Business Development Center Sales Manager

Business Development Center Sales Manager

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Asbury Automotive Group (NYSE:ABG), a fortune 500 public automotive retailer with 80 plus retail locations and 103 franchises is currently seeking a Business Development Center Sales Manager! Asbury is one of the largest U.S. based franchised auto retailers with over $6.5 billion in total revenue in 2016, and we are continuing to expand our workforce. 


Why Asbury? Attractive brand mix, attractive geographic footprint that allows for easy internal transfers and career development, track record of consistently improving operating performance, and a strong balance sheet!


Our Culture? We pride ourselves on commitment to excellence and being able to offer a sought-after business model in the automotive industry: entrepreneurship. We seek leaders who exhibit entrepreneur qualities; innovative, optimistic, risk tolerant, self-driven and sufficient, have a vision, flexible and open-minded, and have superb business skills! Entrepreneurial spirited individuals are not frightened to take risks because they understand risks bring high reward. If this is the type of culture you seek then Asbury is the company for you! 


Responsibilities and Qualifications

Responsible for handling all incoming sales calls, internet leads, texts, chats and all outbound follow-up for all designated Asbury dealerships, hire, train and track all information in and out of center. Ensures company meets or exceeds their goals with phone and internet sales.


Overview of Job Duties:

  • Ensures there is proper staffing for all hours the sales department is open. Hiring staff, training of new hires, weekly training on all staff and annual evaluations
  • Handing in weekly work schedules for department. All time off under 30 days must be approved by the Director, this includes managers
  • Monitor & manage all department activities
  • Strive to get BDC Sales above 60% of the stores business. Work with Team leaders and store managers who fall below 60%
  • Responsible for the daily operation of the center and ensures staff is on time and working with optimal time management
  • Provide training and support to the agents, team leads and assistant managers and assist in closing sales
  • Ensure a daily appointment log is accurate. Work with Admin Manager
  • Desk retail finance, lease, cash and balloon deals and track gross, take T.O.’s to maximize conversion
  • Work with UVD and store management on trade ACV
  • Produce weekly traffic reports that includes calls received, number of appts set, appts show and apt sold by employee, number of outbound calls connected and average talk time for both
  • Daily end of shift checkout with Team leaders to identify priority follow-up
  • Track sales for payroll and submit by the 2nd day of the following month
  • Monitor all calls and leads. Make sure all leads are pointed to BDC ILM and all incoming Sales calls are pointed to the correct BDC Teams
  • Communicate with store GM and Sales Managers on issues and concerns about the store and BDC
  • Ensure 100% follow up of all incoming sales calls, internet leads, chats, texts and customer replies
  • Set monthly goals for everyone in the department for Director approval
  • Ensure you and your managers, team leads and sales reps are utilizing the inbound and outbound phone scripts and email, text and chat best practices
  • You and the managers will make multiple attempts to follow-up with prospects missed by salespeople
  • You and the managers ensure each customer is followed up until they buy, if the rep cannot get the customer back
  • Ensure that 100% of sales calls are logged into the ILM
  • Ensure each rep is completing and correctly utilizing the work plans in the ILM
  • Ensure the managers are overseeing all incoming sales calls and internet leads
  • Ensures all leads and calls are handled professionally and timely
  • Strives for 75% appointment set ratio on all incoming sales calls
  • Strives for 45% appointment set ratio on all incoming internet leads
  • The sales manager must be flexible and able to work some evenings, weekends and holidays

Job Qualifications:

  • Bachelor’s degree preferred
  • Excellent communications skills, writing and English skills
  • Self-starter, manages time and conditions
  • Must be willing to learn, lead by example (use) and train on inbound/outbound scripts for all communication channels
  • Conducts themselves professionally at all times and works well under pressure
  • Strong computer skills (Internet, MS Outlook, CRM, locates)
  • Must know leasing and finance inside and out for both import/highlight and domestic
  • 5-8 years Sales Manager experience preferred with a good mix of import/highlight and domestic manufacturers
  • Deal with local and national vendors and manufacturer representatives
  • Must be able to pass pre-employment screens (background & drug test)


Physical Requirements:

  • Work performed in an office setting
  • Regularly required to sit, stand, bend, reach, talk, hear, and use hands and fingers and move about facilities
  • Required vision include close vision, distance vision and the ability to adjust focus
  • Required to operate equipment and move vehicles in a safe manner at all times
  • Perform other duties as required
  • To perform the job successfully, an individual should demonstrate the following competencies to perform the essential functions of this position:
    • Leadership- the individual demonstrates ethical and followership behaviors which promotes Asbury standards resulting in a cohesive and effective team
    • Compliance – the individual understands and adheres to all Company standards, state and federal laws and regulations as well as product pricing guidelines of all lenders, agencies or business partners
    • Customer Service—the individual understands his/her role in providing excellent customer service through the defined Asbury processes which promote efficiencies, fairness and cost effectiveness
    • Ethics/Integrity – the individual represents the Asbury Automotive Group by conducting his/her self in a professional and courteous business manner that demonstrates integrity and avoids the actual or perception of a conflict of interest
    • Oral Communication—the individual clearly identifies and professionally expresses issues in positive or negative situations
    • Planning/Organizing—the individual prioritizes and plans work activities and uses time efficiently
    • Quality—the individual demonstrates accuracy and thoroughness and monitors own work to ensure quality
    • Dependability—the individual is consistently at work and on time, follows instructions, responds to management direction and solicits feedback to improve performance


What full-time benefits am I eligible for?

  • Weekly Pay
  • Paid Time Off 
  • Medical, dental and vision insurance available
  • 401K company match
  • Flexible medical spending accounts
  • Supplemental life insurance
  • Short term and long term disability packages
  • Wellness program
  • Employee discount programs with local vendors such as LifeTime Fitness

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