Dealer Development Manager

Upgrade•San Diego, CA

3d•Onsite

About The Position

The Dealer Development Manager will represent Upgrade Inc (Auto Finance Division) and promote our indirect lending programs. They will develop, maintain, and grow business partnerships between Upgrade Inc. and our dealership partners. The Dealer Development Manager is also responsible for staying up-to-date on local market conditions and industry trends. In this role, you will work with internal partners to find solutions that better serve our customers, and build long lasting relationships with key decision makers to drive growth and continuous improvement. This position requires residency in the San Diego, CA market.

Requirements

2+ years of experience in indirect auto finance, auto sales, or related field
Strong understanding of credit tiers, loan structuring, and dealership operations
Proven ability to build relationships and drive sales growth
Excellent communication, negotiation, and problem-solving skills
Self-motivated with strong time management and territory planning skills
Ability to travel locally (significant field time required)

Responsibilities

Dealer Relationship Management
Develop and maintain relationships with new and existing dealer partners
Act as a trusted advisor to dealership owners, GMs, and F&I managers
Conduct regular in-person dealership visits based on a structured drive schedule
Deliver consistent follow-up and service to ensure dealer satisfaction and loyalty
Dealer Acquisition & Activation
Identify, onboard, and activate new dealer partners
Drive dealer sign-ups and first deals (“activation”)
Re-engage inactive dealers (e.g., no deals in 90 days) and return them to production
Execute onboarding training to ensure dealers understand programs and systems
Production & Volume Growth
Achieve monthly funding and application volume goals
Increase contracts per active dealer and overall territory production
Focus on growing volume in Tier 3–5 segments while maintaining quality
Drive penetration targets (e.g., 3+ and 5+ deals per dealer per month)
Credit & Deal Structuring
Partner closely with underwriting/credit teams to structure deals effectively
Educate dealers on program guidelines, stips, and deal packaging
Improve pull-through by coaching dealers on submitting clean, fundable deals
Portfolio Performance & Quality
Monitor dealer portfolio performance (delinquency, charge-offs, profitability)
Manage dealer mix to align with company risk appetite and profitability goals
Shift focus toward preferred collateral and higher-performing dealers
Ensure adherence to compliance, credit policies, and documentation standards
Training & Dealer Development
Conduct ongoing product and process training with dealership staff
Educate dealers on value-added products
Provide market insights and best practices to improve dealer success
Position the company as a relationship-driven partner vs. transactional lender
Territory & Activity Management
Maintain a disciplined weekly drive schedule maximizing in-person dealer time
Track and manage activity through CRM (e.g., Salesforce)
Analyze territory performance and adjust strategy based on data
Participate in team calls, sales meetings, and performance reviews