Internet Sales Director

AUTOMOTIVE NEWS; Atlanta (GA); On-site; USD 90,000 - 150,000; Full time

Job summary

Kia of Alpharetta is seeking an Internet Director to lead and transform the dealership's digital sales operations. The role focuses on turning internet leads into conversations, appointments, and ultimately vehicle sales.

You will own the CRM process, drive performance metrics, and coach the internet team to higher engagement and efficiency. Ideal candidates have automotive digital leadership experience, strong CRM and lead-management knowledge, and a proven ability to build structured follow-up

Qualifications

• Minimum automotive retail experience with internet sales leadership.
• Proven ability to generate appointments and convert opportunities into sales.
• Strong understanding of CRM systems, lead-management, and digital retailing.
• Ability to analyze KPIs including response time, lead quality, and closing rate.
• Excellent telephone, text, email, and video communication skills.
• Demonstrated coaching, training, and accountability.
• Organizational skills to manage high-volume opportunities.

Responsibilities

• Own and manage all internet lead processes and performance.
• Drive targeted internet closing ratios (10%+; goal 15%+).
• Maintain fast, personalized responses; avoid CRM clock-stopping messages.
• Ensure CRM documentation and lead disposition is accurate.
• Create structured follow-up processes for unsold opportunities.
• Monitor appointment metrics: set, shown, sold, and closing rates.
• Train sales staff on phone, text, email, video, and digital channels.
• Provide personalized introductions and vehicle walkaround videos when appropriate.
• Review lead quality, duplicates, and aging prospects; adjust as needed.
• Collaborate with sales managers to maximize show and close rates.
• Develop scripts, templates, campaigns, and processes to improve engagement.
• Conduct daily coaching and performance reviews of the internet team.

Skills

Leadership

CRM Knowledge

Coaching

Lead Management

Communication

Tools

CRM Reporting

Job description

INTERNET DIRECTOR
Kia of Alpharetta | Alpharetta, Georgia

Kia of Alpharetta is looking for a high-energy, results-driven Internet Director to lead and transform our digital sales operation.

This is not a traditional BDC management position. We are looking for a leader who understands that the purpose of an internet lead is to create engagement, sell the appointment, and ultimately sell a vehicle.

At KOA, we are building something different—an organization centered around People, Purpose, Performance, Accountability, and Opportunity for Growth.

THE MISSION

The Internet Director owns the dealership's internet sales performance from the moment a lead enters the CRM through appointment, showroom visit, sale, and follow-up.

Your mission is simple:

Turn opportunities into conversations.
Turn conversations into appointments.
Turn appointments into sold vehicles.

Nothing happens until we sell the appointment.

KEY RESPONSIBILITIES

• Own and manage all internet lead processes and performance.
• Drive the dealership toward a 10%+ internet closing ratio, with a goal of 15%+.
• Maintain exceptional response times while ensuring responses are personalized and meaningful—not simply designed to stop the CRM clock.
• Ensure every lead is properly worked, documented, followed up, and dispositioned in the CRM.
• Create and enforce structured follow-up processes for unsold opportunities.
• Monitor appointments set, confirmed, shown, sold, and closing percentages.
• Train sales associates on phone, text, email, video, and digital communication.
• Ensure customers receive personalized introduction and vehicle walkaround videos when appropriate.
• Review lead quality, duplicate leads, lost opportunities, and aging prospects.
• Work directly with sales managers to maximize appointment show and closing rates.
• Hold team members accountable to KOA's internet process and standards.
• Evaluate lead sources and provide management with actionable performance data.
• Develop scripts, templates, campaigns, and processes that improve customer engagement.
• Conduct daily coaching and performance reviews with the internet team and participating sales associates.
• Recruit, develop, and retain high-performing internet talent as the department grows.

WHAT WE EXPECT

We want someone who is competitive, analytical, disciplined, and obsessed with execution.

The right person doesn't just report numbers—they know why the numbers moved and what needs to happen next.

You should understand automotive CRM systems, lead management, digital retailing, appointment-setting, phone processes, sales funnels, and dealership operations.

Most importantly, you must be willing to coach, inspect, verify, and hold people accountable.

KEY PERFORMANCE INDICATORS

Success will be measured through:

Speed-to-Lead | Contact Rate | Appointment Set Rate | Appointment Show Rate | Internet Closing Rate | Sold Units | CRM Compliance | Lead Source Performance

Our expectation is continuous improvement with a minimum objective of 10%+ internet closing, while building toward 15%+ performance.

THE PERSON WE'RE LOOKING FOR

You may already be an Internet Director, BDC Director, Internet Sales Manager, or a high-performing automotive leader ready for the next opportunity.

We value leadership ability, hunger, discipline, and results more than titles.

You must be comfortable working in a fast-paced environment where expectations are high and accountability is part of the culture.

WHY KIA OF ALPHARETTA?

KOA is under new ownership and leadership, and we are building for significant growth.

We believe great organizations are built by developing great people. If your goal is simply to maintain a department, this probably isn't the opportunity for you.

If you want to build something, develop people, create processes, drive results, and grow with an organization, we want to talk to you.

There is no ceiling for top performers.

OUR CULTURE

People. Purpose. Performance.

Driven by People. Purpose. Performance.

We Can! We Will!

REQUIRED QUALIFICATIONS

• Minimum 3 years of automotive retail experience, with experience in Internet Sales, BDC, Sales Management, or a similar digital retail leadership role preferred.
• Proven ability to generate appointments and convert internet opportunities into vehicle sales.
• Strong understanding of automotive CRM systems, lead-management processes, digital retailing, and internet lead sources.
• Ability to analyze and manage key performance indicators, including response time, contact rate, appointment set rate, show rate, sold rate, and overall internet closing percentage.
• Strong telephone, text, email, and video communication skills.
• Demonstrated ability to coach, train, motivate, and hold a team accountable.
• Excellent organizational and time-management skills with the ability to manage a high volume of opportunities.
• Comfortable working directly with sales managers, sales associates, vendors, and dealership leadership.
• Must understand that CRM documentation and process compliance are non- negotiable.
• Ability to identify breakdowns in the sales funnel and implement corrective action quickly.
• Strong customer-service mindset and professional communication skills.
• Ability to work in a fast-paced, performance-driven dealership environment.
• Must be available to work a retail automotive schedule, including evenings and Saturdays as required.
• Valid driver's license and ability to meet dealership employment requirements.

PREFERRED QUALIFICATIONS

• Previous experience as an Internet Director, BDC Director, Internet Sales Manager, BDC Manager, or Automotive Sales Manager.
• Experience building or restructuring an Internet/BDC department.
• Proven history of achieving 10%+ internet lead closing ratios.
• Experience managing high-volume internet lead operations.
• Experience with CRM reporting, call tracking, lead-source analysis, and digital marketing performance.
• Experience developing scripts, processes, training programs, and accountability standards.
• Knowledge of Kia or another major automotive manufacturer is a plus, but not required.

WHAT MATTERS MOST TO US

We are not hiring based solely on someone's current title.

We are looking for a leader who is hungry, competitive, coachable, analytical, disciplined, and willing to hold themselves and others accountable.

You must be willing to get involved—not manage from behind a desk.

At KOA, the Internet Director will be expected to inspect the CRM, listen to calls, review conversations, coach the team, track appointments, identify missed opportunities, and personally get involved when necessary to save a deal.

Results matter. Process matters. People matter.

If you can build people, build process, and produce results, there is significant opportunity to grow with Kia of Alpharetta.

We Can! We Will!