AutoNation is building a next-generation centralized revenue engine to power AN USA and ultimately the broader Franchise network.
The Director, Sales & WBYC will build and lead a hybrid AI + human BDC designed to materially improve close rates, reduce cost per sale, and deliver a dramatically better customer experience across Sales and WBYC.
This is a builder role responsible for architecting and operating a centralized, tech-enabled sales engine tightly integrated with store operations.
This role will redefine how AutoNation sells and acquires vehicles centrally — blending AI and human expertise into one unified revenue engine.
Core Mandate
• Build and scale a centralized Sales & WBYC BDC
• Design AI + human tiered support model
• Drive measurable improvements in conversion and efficiency
• Integrate seamlessly with store operations
• Create a scalable blueprint for Franchise rollout
Key Responsibilities
1. Build the Central Revenue Engine
Define BDC organizational model and escalation pathways
Design workflows for Sales and WBYC lead intake, nurturing, and handoffs
Establish SLAs, accountability, and ownership boundaries
2. Own Revenue & Conversion Outcomes
Lead-to-appointment, show rate, close rate, WBYC acquisition rate
Cost per sale, Cost Per Purchase, agent productivity metrics and CSI
Implement training, QA, and performance management systems
3. AI + Human Workforce Design
Partner with Product Manager – BDC Technologies
Optimize AI containment and escalation quality
Align incentives and compensation with centralized model
4. Franchise Scalability
Build playbooks designed for expansion into Franchise stores
Standardize operating model for national rollout
Ideal Candidate Profile
10+ years leading centralized sales or BDC operations
Strong dealership process knowledge
Data-driven commercial operator
Experience working with AI or automation tools preferred
Builder mindset with operational discipline
Exciting Benefits and Perks Await You:
Competitive compensation and 401k matching
Enjoy a healthy work-life balance with insurance plans (health, dental, vision) and maternity benefits.
Associate purchase and discount programs for new and pre-owned vehicles, services, parts, collision, accessories, and AutoGear
Access amazing deals and discounts through YouDecide, a website with offers from top providers and retailers
Join our DRVPNK mission to raise and donate millions of dollars to cancer research and treatment, partnering with cancer charities nationwide
AutoNation is one of the largest automotive retailers in the United States, offering innovative products, exceptional services, and comprehensive solutions, empowering our customers to make the best decisions for their needs. With a network of dealerships nationwide strengthened by a recognized brand, we offer a wide variety of new and used vehicles, customer financing, parts, and provide expert maintenance and repair services. Through DRV PNK, we have raised over $40 million for cancer-related causes, demonstrating our commitment to making a positive difference in the lives of our Associates, Customers, and the communities we serve.
AutoNation is committed to creating a diverse, equitable, and inclusive environment in our workplace and the services we provide. We welcome candidates from all backgrounds who are passionate about making a positive impact. Even if you do not meet every requirement, we encourage you to apply. Join our team and help us foster a culture of belonging while contributing to our revolutionary work in the automotive industry. We value innovation, teamwork, and a commitment to making a positive impact in the world.