Dealer Development Manager (Portland, OR)

Upgrade

11d

About The Position

Upgrade is seeking a Dealer Development Manager to represent Upgrade Inc.’s Auto Finance Division and promote its indirect lending programs in the greater Portland area. The role develops, maintains, and grows business partnerships with dealership partners, while keeping current on local market conditions and industry trends. The manager collaborates with internal teams to find solutions for customers and builds lasting relationships with dealership decision-makers to drive growth and continuous improvement. The role combines dealer relationship management, acquisition and activation, production growth, credit and deal structuring, portfolio quality oversight, training, and territory planning. It requires regular in-person dealership visits, significant local travel, and use of CRM and other digital systems. The position works with dealership owners, general managers, and F&I managers, as well as underwriting and credit teams.

Requirements

At least 2 years of experience in indirect auto finance, auto sales, or a related field.
Strong understanding of credit tiers, loan structuring, and dealership operations.
Demonstrated ability to build relationships and drive sales growth.
Excellent communication, negotiation, and problem-solving skills.
Self-motivation and strong time-management and territory-planning skills.
Ability to travel locally; significant field time is required.
Residency in the greater Portland area.

Responsibilities

Develop and maintain relationships with new and existing dealer partners.
Advise dealership owners, general managers, and F&I managers; provide consistent follow-up and service.
Conduct regular in-person dealership visits according to a structured drive schedule.
Identify, onboard, and activate new dealer partners, including driving dealer sign-ups and first deals.
Re-engage inactive dealers, including dealers with no deals in 90 days, and return them to production.
Provide onboarding training so dealers understand programs and systems.
Achieve monthly funding and application volume goals, and grow contracts per active dealer and overall territory production.
Grow volume in Tier 3–5 segments while maintaining quality and meeting penetration targets.
Partner with underwriting and credit teams to structure deals effectively.
Educate dealers on program guidelines, stipulations, and deal packaging; coach them on submitting clean, fundable deals to improve pull-through.
Monitor dealer portfolio delinquency, charge-offs, and profitability; manage dealer mix in line with company risk appetite and profitability goals.
Shift focus toward preferred collateral and higher-performing dealers; ensure compliance with credit policies and documentation standards.
Conduct ongoing product and process training, educate dealers on value-added products, and share market insights and best practices.
Position the company as a relationship-driven partner rather than a transactional lender.
Maintain a disciplined weekly drive schedule that maximizes in-person dealer time.
Track and manage activity through CRM tools such as Salesforce; analyze territory performance and adjust strategy using data.
Participate in team calls, sales meetings, and performance reviews.