Dealer Relationship Manager II- Indirect Auto

PNC•Home Location-MA (MAH01), MA

2d•$91,000 - $169,000•Remote

About The Position

PNC Dealer Finance is seeking an experienced Relationship Manager II to grow and strengthen our indirect auto lending presence throughout Massachusetts. This is a client-facing, field-based role responsible for developing relationships with automotive dealerships, increasing dealer participation, and expanding indirect lending volume across an established and highly productive territory. As the face of PNC Dealer Finance in the market, you will spend the majority of your time meeting directly with dealership owners, principals, general managers, finance directors, and sales leaders to promote the benefits of partnering with PNC. Success in this role requires strong consultative sales skills, dealership relationship management experience, and the ability to drive business growth through influence and trusted partnerships.

Requirements

Prior indirect auto finance, dealer services, automotive lending, or dealership relationship management experience.
Demonstrated success developing and maintaining relationships with automotive dealerships.
Strong business development and consultative sales skills.
Experience managing a sales territory and achieving production goals.
Excellent communication, presentation, and negotiation skills.
Ability to work independently in a highly mobile, field-based environment.
Ability to travel extensively throughout Massachusetts, including frequent dealership visits.
Candidates must have prior experience working with automotive dealerships and indirect auto finance programs.
This role requires an individual who can immediately establish credibility with dealership partners, manage an active territory, and drive dealer adoption and production growth.
Roles at this level typically require a university / college degree, with 5+ years of industry-relevant experience.
Specific certifications are often required.
In lieu of a degree, a comparable combination of education, job specific certification(s), and experience (including military service) may be considered.

Nice To Haves

Book Of Business
Client Relationship Building
Credit Processes
Credit Products
Customer Engagement
Decision Making
Financial Analysis
Identifying Sales Opportunities

Responsibilities

Develop, manage, and grow a portfolio of automotive dealership relationships throughout Massachusetts.
Serve as the primary PNC Dealer Finance representative within the assigned territory.
Drive dealer engagement and increase indirect auto loan volume through consultative selling and relationship-building activities.
Prospect and onboard new dealer partners while expanding relationships with existing dealerships.
Conduct regular in-person dealership visits throughout the territory, typically four or more days per week.
Educate dealers on PNC's indirect lending products, processes, technology, and program benefits.
Analyze dealer performance and implement strategies to increase production and profitability.
Deliver sales presentations, business reviews, and training to dealership leadership teams.
Utilize CRM tools and reporting systems to maintain dealer activity, pipeline management, and territory planning.
Partner with internal underwriting, credit, and operations teams to ensure an exceptional dealer experience.
Coordinates relationship management activities with new and/or existing clients in a book of business to grow sales, revenue and market share with relevant sales goals.
Works within stated guidelines to acquire and/or expand and retain client relationships to generate revenue and deepen share of wallet.
Handles the origination, financial analysis, negotiation and documentation of credit and non-credit products and services.
Manages risk/return and drives quality for new and/or existing clients.
Actively identifies and mitigates different types of risk, such as regulatory, reputational, operational and credit risks.
Focuses on client opportunities by providing ideas and insights based on an understanding of the client's needs and their financial well-being.
Focuses on increasing client engagement and loyalty.
Manages effective network of internal and external relationships, such as community or industry relationships, to actively acquire new clients and/or expand existing clients and enhance the client experience.
Focuses on bringing entire bank to the client by presenting the full range of PNC's products and services.
Leverages reporting and sales tools to proactively identify and successfully convert sales opportunities.
Analyzes, evaluates and mitigates credit risk for more complex credit requests by utilizing knowledge of advanced credit fundamentals and internal credit policies.
Customer Focused - Knowledgeable of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and able to leverage that information in creating customized customer solutions.
Managing Risk - Assessing and effectively managing all of the risks associated with their business objectives and activities to ensure they adhere to and support PNC's Enterprise Risk Management Framework.

Benefits

medical/prescription drug coverage (with a Health Savings Account feature)
dental and vision options
employee and spouse/child life insurance
short and long-term disability protection
401(k) with PNC match
pension and stock purchase plans
dependent care reimbursement account
back-up child/elder care
adoption, surrogacy, and doula reimbursement
educational assistance, including select programs fully paid
a robust wellness program with financial incentives
maternity and/or parental leave
up to 11 paid holidays each year
9 occasional absence days each year, unless otherwise required by law
between 15 to 25 vacation days each year, depending on career level; and years of service