Internet Sales Manager

Lithia & Driveway; Tampa (FL); On-site; USD 120,000 - 150,000; Full time

Job summary

Lithia & Driveway is seeking an Internet Sales Manager to lead the dealership's digital sales efforts in the Greater Tampa Bay area. You will guide Internet Sales Coordinators, manage BDC, and drive CRM accountability to convert online leads into showroom appointments and sales.

The role emphasizes coaching, performance analysis, and cross-functional collaboration with Sales and F&I to maximize vehicle sales and customer satisfaction. A strong track record in digital retailing is essential.

Qualifications

• 3+ years of automotive sales, BDC, or internet sales leadership experience in an OEM franchise dealership.
• Proven ability to drive lead conversion, appointment generation, and vehicle sales performance.
• Strong understanding of CRM systems, internet lead management, and digital retailing platforms.
• Experience managing online lead providers such as AutoTrader, Cars.com, CarGurus, OEM leads, and dealership website leads.
• Excellent communication, coaching, and leadership skills.
• Strong analytical and problem-solving abilities with a focus on KPI management.
• Ability to build high-performing teams and maintain accountability through performance management.
• Working knowledge of automotive sales processes, F&I operations, and dealership profitability metrics.
• Proficiency with dealership management systems and Microsoft Office applications.
• Valid driver's license and acceptable driving record.

Responsibilities

• Lead and coach Internet Sales Coordinators, BDC Representatives, and sales staff responsible for handling digital leads.
• Drive appointment-setting performance, lead conversion, showroom traffic, and vehicle sales results.
• Ensure all internet, phone, text, chat, and third-party leads receive timely and professional follow-up.
• Monitor CRM activity and hold team members accountable for lead management processes, task completion, and customer communication standards.
• Analyze lead sources, conversion rates, appointment show rates, closing ratios, and other digital retailing KPIs.
• Partner with Sales Managers and F&I teams to ensure a smooth transition from lead generation to vehicle delivery.
• Develop and execute strategies to increase lead conversion, customer engagement, and market share.
• Monitor online reputation, customer reviews, and CSI performance while supporting a customer-first culture.
• Ensure compliance with OEM standards, dealership policies, and all applicable federal and state regulations.
• Collaborate with marketing partners on digital advertising, website optimization, inventory merchandising, and lead generation initiatives.
• Recruit, train, develop, and motivate team members to achieve individual and departmental goals.
• Remain knowledgeable on dealership inventory, OEM incentives, finance programs, and market conditions.
• Prepare and present performance metrics, action plans, and sales forecasts to dealership leadership.
• All other duties as assigned by leadership.

Skills

CRM proficiency

Lead conversion

Digital retailing

Coaching & leadership

KPI management

Communication

Team building

Tools

CRM software

Dealership management systems

Microsoft Office

Job description

Drive Your Career Forward with Lithia & Driveway!

At Lithia & Driveway, we're powered by people and driven to deliver results. As one of the largest automotive retailers in North America, we're focused on growing leaders who want to make an impact – both in their store and across the company.

We are looking for an Internet Sales Manager to lead, develop, and inspire our team in the Greater Tampa Bay area. This role is a key driver of performance, culture, and the customer experience, so we are looking for someone to drive results with process, coaching, and positivity!

Why Join Our Team?

We don't just offer jobs – we offer opportunities. Our culture is rooted in values like earning customers for life, improving constantly, and taking ownership of results.

At Lithia & Driveway, you'll find:

• Real opportunities for advancement across a national network
• Leadership development and training through our internal learning programs
• A high-performance culture that recognizes and rewards results
• The ability to influence store success and shape your team

What You'll Do:

The Internet Sales Manager is responsible for leading the dealership's digital sales efforts, ensuring online leads are converted into showroom appointments and sales opportunities. This role oversees internet sales and BDC activities, drives CRM accountability, manages lead response performance, and partners with dealership leadership to achieve vehicle sales, customer satisfaction, and profitability goals. The Internet Sales Manager plays a critical role in delivering a seamless customer experience from the first online interaction through vehicle delivery.

• Lead and coach Internet Sales Coordinators, BDC Representatives, and sales staff responsible for handling digital leads.
• Drive appointment-setting performance, lead conversion, showroom traffic, and vehicle sales results.
• Ensure all internet, phone, text, chat, and third-party leads receive timely and professional follow-up.
• Monitor CRM activity and hold team members accountable for lead management processes, task completion, and customer communication standards.
• Analyze lead sources, conversion rates, appointment show rates, closing ratios, and other digital retailing KPIs.
• Partner with Sales Managers and F&I teams to ensure a smooth transition from lead generation to vehicle delivery.
• Develop and execute strategies to increase lead conversion, customer engagement, and market share.
• Monitor online reputation, customer reviews, and CSI performance while supporting a customer-first culture.
• Ensure compliance with OEM standards, dealership policies, and all applicable federal and state regulations.
• Collaborate with marketing partners on digital advertising, website optimization, inventory merchandising, and lead generation initiatives.
• Recruit, train, develop, and motivate team members to achieve individual and departmental goals.
• Remain knowledgeable on dealership inventory, OEM incentives, finance programs, and market conditions.
• Prepare and present performance metrics, action plans, and sales forecasts to dealership leadership.
• All other duties as assigned by leadership.

What You'll Bring:

• 3+ years of automotive sales, BDC, or internet sales leadership experience in an OEM franchise dealership.
• Proven ability to drive lead conversion, appointment generation, and vehicle sales performance.
• Strong understanding of CRM systems, internet lead management, and digital retailing platforms.
• Experience managing online lead providers such as AutoTrader, Cars.com, CarGurus, OEM leads, and dealership website leads.
• Excellent communication, coaching, and leadership skills.
• Strong analytical and problem-solving abilities with a focus on KPI management.
• Ability to build high-performing teams and maintain accountability through performance management.
• Working knowledge of automotive sales processes, F&I operations, and dealership profitability metrics.
• Proficiency with dealership management systems and Microsoft Office applications.
• Valid driver's license and acceptable driving record.

Total Rewards

$120,000 - $150,000/ per year ; This is a performance based position that includes a base/hourly/draw offset with the ability to earn commission and bonus.

Actual pay offered may vary depending on skills, experience, job-related knowledge, and physical location. Final compensation will be established through the interview process in accordance with applicable pay equity and transparency laws.

We offer a comprehensive benefits package designed to support you and your family, including:

• Competitive pay
• Medical, Dental and Vision Plans
• Paid Holidays & PTO
• Short and Long-Term Disability
• Paid Life Insurance
• 401(k) Retirement Plan
• Employee Stock Purchase Plan
• Professional Development & Growth Opportunities
• Vehicle Purchase Discounts
• Wellness Programs

Additional information about our Total Rewards benefits can be reviewed on our careers site at www.totalrewards.lithiadriveway.com.

Ready to Lead and Win?

If you’re a results-driven leader who’s ready to take ownership, build a winning team, and grow your career with a company that invests in its people—Lithia & Driveway wants to hear from you.