Account Lead – Automotive BDC

Fleet Glass Services, Inc.; Northern (KY); Hybrid; USD 80,000 - 110,000; Full time

Benefits offered by this job

Monthly performance bonus

Paid training

Health insurance

Dental insurance

Vision insurance

401(k) program

Job summary

inFocus Solutions is seeking a Senior Sales Team Coordinator to lead a remote Automotive BDC pod, coaching agents, reviewing calls, and ensuring production while staying hands-on. The ideal candidate has automotive BDC or dealership experience, excels at coaching, and can drive performance through CRM hygiene, timely follow-up, and structured weekly coaching.

You will collaborate across leadership channels, participate in meetings, and model accountability in a fast-paced, metrics-driven

Qualifications

• Prior automotive BDC or dealership experience is required.
• Proven leadership and coaching skills.
• Strong CRM and performance metrics understanding.

Responsibilities

• Oversee day-to-day performance of an assigned pod of Sales BDRs.
• Coach and develop BDRs through regular call reviews and feedback.
• Conduct structured weekly 1:1 coaching sessions with team members.
• Listen to calls and identify opportunities to improve appointment setting and call quality.
• Document coaching conversations, expectations, and follow-up plans.
• Monitor new leads, CRM tasks, follow-up activity, and appointment performance.
• Ensure leads are responded to quickly and worked per dealership and campaign expectations.
• Help agents navigate dealership CRMs, lead statuses, tasks, and workflow questions.

Skills

Leadership

Coaching

CRM management

Performance coaching

Remote work

Tools

CRM systems

Call recording software

Job description

InFocus Solutions is looking for an experienced Senior Sales Team Coordinator to join our growing remote Automotive BDC team.

This is a hands-on leadership role for someone who understands the automotive BDC environment, enjoys coaching and developing agents, and knows how to keep a team organized, productive, and accountable.

As a Senior Sales Team Coordinator, you will be responsible for the day-to-day performance of an assigned pod of Sales BDRs. You will coach agents, review calls, monitor CRM activity, help manage incoming leads and follow-up, and ensure your team is consistently meeting performance expectations.

This is not a purely administrative leadership position . Senior Sales Team Coordinators are expected to stay closely connected to daily production, support agents in real time, and lead by example.

What You’ll Do

• Oversee the day-to-day performance of an assigned pod of Sales BDRs
• Coach and develop BDRs through regular call reviews, feedback, and performance conversations
• Conduct structured weekly 1:1 coaching sessions with assigned team members
• Listen to calls and identify opportunities to improve appointment setting, objection handling, and overall call quality
• Document coaching conversations, expectations, and follow-up plans
• Monitor new leads, CRM tasks, follow-up activity, and appointment performance throughout the day
• Ensure leads are being responded to quickly and worked according to dealership and campaign expectations
• Help agents navigate dealership CRMs, lead statuses, tasks, and workflow questions
• Monitor overdue tasks and unassigned leads and help maintain strong CRM hygiene
• Track team performance against appointment-set, show, dial, and quality expectations
• Identify performance concerns early and provide timely coaching and support
• Escalate repeated performance concerns or higher-level operational issues to the Senior BDC Sales Lead
• Support agents with difficult calls, objections, and customer situations
• Stay actively engaged in internal communication channels throughout the workday
• Participate in phone production and assist with coverage when needed
• Attend leadership, staffing, coaching, and operational meetings as required

Senior Sales Team Coordinators are expected to balance hands-on production with frontline leadership responsibilities , remaining visible and available to their BDR team throughout the day.

What We’re Looking For

Prior automotive BDC or dealership experience is required.

We are especially interested in candidates who have experience as an:

• Automotive BDC Representative
• Senior BDR
• BDC Trainer

The ideal candidate is someone who:

• Has a strong understanding of automotive Sales BDC operations
• Has demonstrated success as a high-performing BDR or BDC leader
• Enjoys coaching, training, and developing others
• Can provide clear, constructive, and consistent performance feedback
• Understands lead follow-up, appointment setting, confirmations, and CRM accountability
• Is comfortable monitoring multiple agents and priorities throughout the day
• Understands the importance of speed-to-lead and consistent customer follow-up
• Can identify performance issues and address them proactively
• Takes ownership and follows through on responsibilities
• Communicates clearly and professionally
• Is organized and consistent with documentation
• Thrives in a remote work environment
• Is comfortable working in a performance-driven and metrics-focused environment

What Success Looks Like

Success in this role means:

• Your assigned BDR pod consistently meets or exceeds appointment and performance goals
• Agents receive consistent, documented coaching and actionable feedback
• New leads are responded to quickly and consistently
• CRM tasks, follow-up, and lead assignments remain current
• BDRs consistently meet established call and activity expectations
• Call quality and appointment-setting performance continue to improve
• Performance concerns are identified early and addressed through coaching
• Your team understands expectations and knows where to go for day-to-day support
• You demonstrate accountability, ownership, and strong personal performance

The current Sales Team Coordinator performance structure specifically measures set/show production, speed-to-lead and quality, CRM hygiene, and BDR dial activity .

What We Offer

• Fully remote work environment
• Paid training and ongoing coaching
• Monthly performance bonus opportunity
• Health, Dental, and Vision insurance
• 401(k) program
• Opportunity for continued growth into higher-level BDC leadership positions.

About inFocus Solutions

inFocus Solutions is a fast-growing remote business development and customer experience company supporting automotive dealerships across the United States. Our teams specialize in customer communication, appointment setting, lead management, and operational support for both Sales and Service departments.

We are committed to building a high-performing, collaborative, and people-focused remote culture where employees are supported with ongoing training, clear expectations, growth opportunities, and strong operational structure.

At inFocus Solutions, we value accountability, communication, adaptability, teamwork, and continuous improvement. As we continue scaling, we are focused on creating long-term career opportunities while delivering exceptional service and results for our dealership partners nationwide.