BDC Sales Lead

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.

About the Role

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

This is a senior leadership role for someone with strong automotive BDC experience who knows how to drive performance across multiple teams, coach frontline leaders, and keep a fast-moving sales operation organized and accountable.

As the Senior BDC Sales Lead, you will oversee all Sales Team Coordinators and the broader Sales BDR division. You will be responsible for division-wide performance, coaching consistency, lead response, CRM accountability, dealership escalations, and day-to-day execution across the Sales side of the BDC.

This is not a passive management role. You will stay closely connected to daily operations, support Team Coordinators, identify performance gaps, help resolve escalations, and ensure the Sales division consistently meets expectations.

What You’ll Do

• Oversee the daily performance and execution of the Sales BDC division
• Lead, coach, and support Sales Team Coordinators
• Conduct structured weekly 1:1s with Team Coordinators
• Review coaching activity and ensure consistent development across Sales pods
• Monitor division-wide appointment sets and verified dealership show performance
• Maintain strong speed-to-lead performance across the Sales division
• Review call-quality trends and identify coaching opportunities
• Monitor CRM activity, overdue tasks, and unassigned leads across all Sales pods
• Help Team Coordinators address BDR performance concerns and operational issues
• Handle higher-level dealership questions, concerns, and escalations
• Support campaign strategy, rebuttals, SMS/email workflows, and process improvements
• Ensure consistent execution of Sales BDC processes across all teams
• Identify operational gaps and work proactively to improve performance
• Partner closely with the BDC Floor Manager and Head of BDC Operations on staffing, performance, and division priorities
• Participate in live calls, escalations, and production support when needed

The current performance structure measures the Senior BDC Sales Lead on overall Sales division production and show results, speed-to-lead and call quality, and CRM/task compliance.

What We’re Looking For

Prior automotive BDC or dealership experience is required.

We are especially interested in candidates with experience as a:

• BDC Manager
• BDC Team Lead
• Automotive Sales BDC Leader
• Internet Sales Manager
• Senior BDR
• BDC Trainer or Supervisor
• Automotive Contact Center Leader

The ideal candidate is someone who:

• Has a strong understanding of automotive Sales BDC operations
• Has experience leading teams and/or frontline supervisors
• Enjoys coaching and developing other leaders
• Understands lead follow-up, appointment setting, confirmations, and CRM accountability
• Has strong dealership CRM knowledge
• Has experience with platforms such as Elead or VinSolutions
• Is comfortable using KPIs and performance data to guide coaching
• Can handle dealership escalations professionally and confidently
• Takes ownership of problems and works proactively to resolve them
• Communicates clearly with employees, dealership partners, and leadership
• Is highly organized and consistent with follow-up
• Thrives in a remote, fast-paced, performance-driven environment

What Success Looks Like

Success in this role means:

• The Sales BDC division consistently meets or exceeds appointment and show goals
• New leads are responded to quickly and consistently
• Team Coordinators provide regular, documented coaching
• BDR performance concerns are identified early and addressed
• CRM tasks and unassigned leads remain under control
• Call quality and lead-management standards remain strong
• Sales pods operate consistently under clear expectations
• Dealership escalations are handled quickly and professionally
• Leadership has clear visibility into division performance
• Team Coordinators and BDRs receive consistent support and accountability

What We Offer

• Fully remote work environment
• Paid training and ongoing leadership development
• Monthly performance bonus opportunity
• Health, Dental, and Vision insurance
• 401(k) program
• Opportunity for continued growth within InFocus Solutions