Job Description

Director of Sales and Training

Bill Jacobs Motorsport | Naperville & Hinsdale, Illinois

Full-Time | Multi-Dealership Leadership Position

About Bill Jacobs Motorsport

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 Opportunity

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.

Key Responsibilities

Sales Training & Development

• 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.

Service Advisor Training & Development

• Develop consistent, professional telephone and appointment-setting skills.
• Improve service drive reception, guest consultations, and vehicle walkaround 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.

Leadership Development & Accountability

• Establish structured training programs for new and existing advisors and managers.
• Lead new hire orientation and onboarding for sales and service advisors in partnership with Human Resources and dealership leadership, and build a personalized coaching plan for each team member.
• Conduct recurring individual and group coaching sessions at each dealership.
• Develop and maintain practical training materials, presentations, online modules, scripts, role-playing exercises, brand-specific knowledge playbooks, and performance scorecards.
• Standardize sales and service processes across all of our dealerships so every guest experiences a consistent journey, while honoring the standards of each brand.
• Work directly with dealership leadership to identify performance gaps and implement corrective training.
• Monitor dealership KPIs such as closing rates, appointments set, transaction values, hours per RO, ELR, and guest satisfaction and retention, and analyze the results to identify skill gaps, plan future training, and target specific areas for improvement.
• Measure training effectiveness through actual business results, not simply attendance.
• Build a culture of preparation, practice, accountability, and continuous improvement.

What Success Looks Like

Success in this role will be measured by improvements in:

• Sales and service appointment-setting and show rates.
• Internet lead response, engagement, and conversion.
• Sales closing ratios and individual advisor productivity.
• Service advisor sales effectiveness, repair order performance, and guest retention.
• Guest satisfaction and communication quality.
• Manager coaching proficiency and team member skill development.

What’s In It For You

Our team members enjoy a positive working environment with opportunities for professional growth through training and advancement from within the organization. We believe in rewarding excellence and supporting your success—both on and off the job. Here’s what you can expect as part of our team:

• $100,000 – $150,000 annually, plus a performance-based incentive.
• Comprehensive Health Benefits - Outstanding medical coverage through Blue Cross Blue Shield of Illinois (PPO and HMO options), plus generous dental, vision, and life insurance plans.
• Additional Insurance Protection - Choose from a variety of supplemental plans, including short-term disability (STD), long-term disability (LTD), pet insurance, identity theft protection, and pre-paid legal services.
• 401(k) with Company Contribution - Invest in your future with our employer-supported retirement savings plan.
• Paid Time Off (PTO) - Take the time you need to recharge with our generous and flexible PTO program.
• Team Member Discounts - Enjoy exclusive pricing on vehicle purchases, parts, and service for you and your family.
• Wellness Programs - Care that comes to you: on-site access to a physician assistant and a free nutrition and fitness health coach, along with resources that support the health and well-being of you and your loved ones.
• Tuition Reimbursement - Advance your education and career goals with our generous tuition assistance program.
• Career Growth Opportunities - Be part of a fast-growing, high-performing dealership group that values internal advancement and professional development.
• A Supportive, High-Energy Culture - Join a team that celebrates innovation, collaboration, and individual contributions. Here, performance is recognized, and your potential is limitless.

Requirements

Qualifications

• Minimum 7 years of automotive retail experience, preferably with leadership experience in variable or fixed operations.
• Proven track record of improving dealership sales, service, or guest experience performance.
• Strong understanding of dealership operations, CRM systems, appointment management, and performance metrics.
• Demonstrated ability to coach adults, conduct effective role-playing sessions, and develop team member confidence.
• Exceptional communication, presentation, and interpersonal skills.
• Comfortable working directly with frontline team members and dealership leadership.
• Experience developing training programs, conducting performance evaluations, and tracking measurable improvement.
• Willingness to travel regularly between our Chicagoland dealership locations.

Experience in both variable and fixed operations is strongly preferred. Candidates with exceptional experience in one department and a demonstrated ability to develop others in the second will also be considered.