Online Retail Experience Sales Manager

Pat Lobb Toyota of McKinney is one of the highest-volume Toyota dealerships in Texas, proudly family-owned and committed to delivering an exceptional customer experience. We’re looking for an innovative, highly motivated Online Retail Experience Sales Manager to lead the dealership’s digital retailing operation and transform online shoppers into lifelong customers.

About the Role

This is not a traditional desk manager position. This role is responsible for managing the entire online purchase journey—from the customer’s first digital interaction through vehicle delivery—while maximizing profitability, efficiency, and customer satisfaction. You’ll structure and desk both new and used vehicle deals, oversee digital negotiations, and partner closely with Sales, BDC, Finance, Inventory, and Marketing to provide a seamless online buying experience.

Responsibilities

• Digital Retail Management
  • Own all online vehicle purchase transactions for new and used vehicles.
  • Manage digital retail platforms including Toyota SmartPath and other online buying tools.
  • Build and structure finance, lease, and cash purchase proposals.
  • Prepare personalized payment options based on customer needs.
  • Present digital trade values and financing solutions.
  • Coordinate vehicle pricing and incentive accuracy.
• Online Sales Leadership
  • Negotiate deals through phone, text, email, video, and online chat.
  • Assist Internet Sales Consultants throughout the online sales process.
  • Convert website traffic into completed vehicle purchases.
  • Maintain rapid response times on all digital inquiries.
  • Monitor deal pipeline and ensure every opportunity receives timely follow-up.
  • Increase digital closing percentages.
• Deal Structuring
  • Desk all online new and used vehicle transactions.
  • Maximize gross profit while maintaining competitive market pricing.
  • Present multiple financing and leasing options.
  • Structure profitable trade transactions.
  • Ensure all deals meet lender and Toyota Financial Services guidelines.
• Customer Experience
  • Deliver a transparent, convenient, low-pressure buying experience.
  • Keep customers informed throughout every stage of the transaction.
  • Coordinate vehicle delivery, paperwork, accessories, and financing.
  • Resolve customer concerns quickly and professionally.
  • Achieve outstanding online customer satisfaction scores and reviews.
• Collaboration
  • Partner with Internet Sales Director, E-Commerce Director, New & Used Car Sales Managers, BDC, Finance Managers, and Executive Leadership team.
  • Maintain accurate CRM records.
  • Analyze digital retail performance metrics.
  • Recommend process improvements that increase online sales volume.

Requirements

• Required
  • Automotive dealership sales management experience
  • Strong desking experience
  • Extensive knowledge of leasing and financing
  • Proven negotiation skills
  • Excellent communication skills
  • High level of organization
  • CRM proficiency
  • Strong computer and technology skills
  • Ability to multitask in a high-volume environment
• Preferred
  • Toyota dealership experience
  • Experience with Toyota SmartPath
  • DealerSocket CRM experience
  • Knowledge of digital retailing platforms
  • Experience managing Internet or BDC sales
  • Understanding of digital marketing and lead conversion

Key Performance Indicators

• Online closing ratio
• Digital retail conversion percentage
• Gross profit per online transaction
• Finance and lease penetration
• Trade acquisition
• Customer Satisfaction Index (CSI)
• Response time to online inquiries
• Online review ratings
• Units sold through digital retail
• CRM compliance
• Lead follow-up completion
• Appointment show rate

Skills

• Strategic thinker
• Excellent negotiator
• Customer-focused
• Technology driven
• Highly organized
• Strong leadership presence
• Positive attitude
• Analytical mindset
• Results oriented
• Team player
• Adaptable to changing technology

Benefits

• Family-owned and operated
• One of Texas’ highest-volume Toyota dealerships
• State-of-the-art digital retail tools
• Large inventory of new and used vehicles
• High-volume opportunity with excellent earning potential
• Supportive leadership team
• Career advancement opportunities
• Comprehensive benefits package
• Ongoing Toyota training and professional development
• Health, dental, and vision insurance
• 401(k) with company match
• Paid vacation
• Employee vehicle purchase program

Pay

Highly Competitive Compensation Package with six-figure-plus earning potential for top performers.