Director of Sales and Service Training

Description

Bill Jacobs Motorsport is a family-owned luxury automotive dealership group representing BMW, MINI, Land Rover, and Volkswagen in the Chicagoland market. Our reputation is built on exceptional guest experiences, strong relationships, and a commitment to continuous improvement.

We are seeking an experienced, highly motivated Director of Sales & Service Training to develop our people, strengthen our processes, and elevate performance across our dealerships.

This is not a traditional classroom training position. We are looking for a proven automotive professional who enjoys being on the showroom floor, in the service drive, and alongside managers and advisors—coaching, demonstrating, role-playing, and helping team members turn knowledge into consistent execution.

The Director of Sales & Service Training will be responsible for building and leading a comprehensive, ongoing training and development program for our sales and service teams.

The ideal candidate combines extensive automotive retail experience with exceptional communication, coaching, and leadership skills. This individual must understand what it takes to convert opportunities into appointments, appointments into sales, and service visits into exceptional guest experiences.

Most importantly, we want someone who can teach the skills, demonstrate the skills, and hold teams accountable for consistently applying them.

• Improve inbound and outbound telephone skills, appointment setting, and guest engagement.
• Develop effective internet lead handling, follow-up, and prospecting techniques.
• Train sales advisors on needs assessments, product presentations, demonstrations, and test drives.
• Keep advisors current on the features and benefits of new model lineups across each of our brands.
• Walk the showroom floor with advisors, sit in on guest interactions, and personally demonstrate best-in-class vehicle presentations and test drives.
• Strengthen objection handling, negotiation, trial closing, and closing techniques, including how to present financing and payment options clearly and confidently.
• Improve CRM utilization, lead management, daily activity management, and follow-up effectiveness.
• Conduct live call reviews, role-playing exercises, and individual coaching sessions.
• Observe live sales encounters, listen to recorded calls, and give advisors specific, actionable feedback.
• Partner with sales managers to improve deal management, coaching effectiveness, and sales productivity.

• Develop consistent, professional telephone and appointment-setting skills.
• Improve service drive reception, guest consultations, and vehicle walk around processes.
• Shadow advisors through complete service visits and personally demonstrate best-in-class guest consultations and walkarounds.
• Train advisors to perform thorough needs assessments and clearly communicate service recommendations.
• Improve maintenance presentations, repair authorization, and ethical service selling.
• Strengthen guest communication throughout the repair process, including proactive status updates and expectation management.
• Improve objection handling, declined service follow-up, and future appointment retention.
• Coach advisors on building trust, increasing guest satisfaction, and improving guest retention.
• Observe live guest interactions in the service drive, listen to recorded calls, and give advisors specific, actionable feedback.

• Establish structured training programs for new and existing advisors and…