Managing Head of Retail Sales

Position Overview

The Subaru Internet Sales Manager is responsible for leading and growing the dealership’s digital sales operation. This role oversees internet lead performance, manages the BDC / Internet Sales team, and ensures customers receive a fast, transparent, and exceptional buying experience that aligns with Subaru’s core values of trust, safety, and long-term relationships.
This position requires a hands-on leader who understands digital retailing, lead management, and people development while driving measurable results.
Key Responsibilities

Manage and lead the Internet Sales / BDC team
Oversee all inbound and outbound internet, phone, text, and chat leads
Ensure fast response times and consistent follow-up processes
Set performance standards for appointments, show rates, and sales
Monitor CRM activity, lead quality, and team accountability
Train, coach, and develop team members on phone skills and process
Collaborate with Sales Managers to ensure smooth handoff and closing
Optimize scripts, templates, and digital communication strategies
Analyze reports and adjust strategies to improve conversion rates
Maintain Subaru brand standards in all customer interactions
Performance Expectations & Metrics

Lead response times within established benchmarks
Strong appointment-setting and appointment-show rates
Increased sales from internet-generated leads
High CRM compliance and data accuracy
Consistent customer satisfaction and CSI performance
Team engagement, retention, and development
Compensation may include:

Salary plus performance bonuses
Appointment, show, and sales-based incentives
Qualifications & Experience

Prior experience managing Internet Sales or BDC teams (automotive preferred)
Strong understanding of CRM systems and lead management processes
Proven ability to coach, motivate, and hold teams accountable
Excellent communication and leadership skills
Data-driven mindset with the ability to analyze performance metrics
Subaru experience is a plus, but not required
What We Offer

Competitive compensation package
Established Subaru brand with loyal customer base
Supportive leadership and proven sales processes
Opportunity for career growth within the dealership or auto group
Positive, professional work environment