Automotive Sales & BDC Manager - CMA's Colonial Subaru

Description:

CMA’s Colonial Subaru are leading automotive dealerships dedicated to delivering exceptional customer experiences and top-quality vehicles. With a strong commitment to innovation, performance, and people-first leadership, we offer a dynamic and rewarding work environment for driven automotive professionals.

We are seeking a results-driven Sales & BDC Manager to lead both our showroom sales and BDC operations. This hybrid leadership role is responsible for driving revenue growth, maximizing lead performance, and ensuring a seamless customer journey from first inquiry through vehicle delivery. The ideal candidate is a strategic, hands-on leader with proven success in automotive sales management and internet/lead operations.

About Carter Myers Automotive (CMA):

Carter Myers Automotive is a family and employee-owned company proudly serving Virginia, Maryland, West Virginia, and North Carolina since 1924. Our locations include Charlottesville, VA; Lexington Park, MD; Lynchburg, VA; Martinsburg, WV; Richmond, VA; Rocky Mount, NC; Staunton, VA; Williamsburg, VA; and Winchester, VA. CMA represents top brands including Toyota, Cadillac, Chevrolet, GMC, Honda, Hyundai, Kia, Lincoln, Nissan, Subaru, Volkswagen, Volvo, Chrysler, Dodge, Jeep, Ram, Ford, and Buick.

Key Responsibilities:

Sales Leadership

• Lead, coach, and motivate the sales team to achieve and exceed monthly and annual sales goals.
• Develop and execute effective sales strategies to drive volume, gross profit, and market share.
• Monitor KPI performance including closing rates, gross, CSI, and productivity.

Foster a high-performance, customer-focused sales culture.

• Collaborate with finance and service departments to create a seamless purchase experience.
• Manage inventory strategies, pricing, and promotional campaigns.
• Recruit, train, and retain top-performing sales professionals.

Stay current on industry trends, market conditions, and competitor strategies. BDC Management

• Oversee all inbound and outbound lead activity across phone, internet, text, and chat platforms.
• Ensure rapid and consistent response times to maximize appointment show rates.
• Develop and enforce BDC processes, scripts, and follow-up standards.
• Monitor lead conversion, appointment setting, and sold ratios.

Coach and train BDC representatives for performance and customer experience excellence. Work directly with the sales team to ensure smooth handoff of appointments and internet customers.

• Optimize CRM workflows and reporting for lead tracking and accountability.

Benefits:

Employee Stock Ownership Plan (ESOP) Competitive insurance benefits including medical, dental, vision, employer paid life insurance, short-term disability, long-term disability, and employee assistance program 401k plan with company matching Paid Time Off and Holiday pay Associate discounts on vehicle purchases, parts, and service

Paid maternity leave after one year of employment Closed on Sunday

Requirements:

Qualifications:

3–5 years of automotive sales experience, with 1–2 years in a management or leadership role. Strong working knowledge of BDC operations, internet sales, and lead management. Proven track record of consistently meeting or exceeding sales objectives. High-level proficiency with CRM and dealership software such as Dealertrack, CDK, VinSolutions, or similar.

Exceptional leadership, communication, and coaching skills. Strong data-driven decision-making and organizational abilities. Valid driver’s license and clean driving record required. Carters Myers Automotive provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Employment offers are contingent upon the successful completion of a drug screening and background check.