Dealer Relationship Representative

Ascend Federal Credit Union•Murfreesboro, TN

7h•Onsite

About The Position

Responsible for driving business results by expanding the credit union's indirect auto loan portfolio dollars through effective relationship building. Work closely with key dealer staff to enhance quality auto loan applications. Perform due diligence on prospective dealers and make recommendation on adding/removing dealerships from the program. #LI-Onsite

Requirements

Two years college or equivalent experience
3-5 years of similar or related experience is required
3-5 years of experience in a credit union or similar financial institution or auto dealership with sales managerial experience is required
Ability to analyze loans and be able to handle problems that arise with dealerships.
Must possess strong knowledge of financial products and services.
A high level of problem solving skills, and the ability to communicate in a clear, concise manner.
Interpersonal skills must include the ability to motivate or influence others which requires a high level of diplomacy and tact. Must be able to obtain cooperation (internally and externally) and possess a high degree of poise and tact to represent the credit union positively in outside contacts.
Excellent verbal, written, pitching and presentation skills to communicate professionally.
Must present a friendly and professional manner toward members/dealers. Maintain a professional work environment and businesslike appearance.
Effective organizational and analytical skills with high degree of computer literacy and fluency in various Microsoft programs as well as standard spreadsheet tools.
Must be accurate in all transactions.
Possession of a valid, unrestricted driver’s license.
Ability to operate or have the ability to be trained to operate related office equipment including calculator, computer terminal (PC), multifunction copier, telephone and typewriter.
Constantly maintain professionalism, tact, diplomacy, and sensitivity to portray Ascend in a positive manner.
Professional demeanor, selling style, and appearance.
Able to build and maintain lasting relationships with dealers.
Exceptional verbal communication and excellent listening skills.
Self-motivated with high energy and an engaging level of enthusiasm.
Able to perform basic calculations and mathematical figures.
Ability to work independently and as part of a team.
High level of integrity and work ethic.
Flexibility to deal with unexpected events, and occasionally attend meetings and events that may occur outside of regularly scheduled work hours.
Capacity to manage many responsibilities simultaneously.
Regular and reliable attendance is required.

Nice To Haves

At least four years of experience in indirect lending is preferred

Responsibilities

Make regular visits to participating Indirect dealerships and potential dealership partners, develop and maintain new and existing dealer relationships through the Indirect Lending program and be responsible for achieving a pre-determined level of routine and pre-scheduled visits.
Work closely with dealerships and credit union management to resolve issues where the action(s) of the dealer violates our contractual dealer agreement.
Create and conduct presentations to auto dealers to develop new relationships.
Use discretion and independent judgment in attending relevant community and trade association meetings to develop new dealer prospects.
Track key performance indicators concerning loan application processing measures.
Review monthly statistic reports related to indirect lending and communicate results with participating dealerships.
Maintain a working knowledge of regulations, economic trends, and credit union trends related to indirect lending.
Responsible for developing strategies to increase dealer participation
Utilize reports to target indirect dealer business activity.
Document each dealer visit and retain documentation for annual dealer management review.
Provide dealer activity reports. Reports should be maintained and monitored on a regular basis and provide any additional statistical information as requested.
Responsible for conducting annual due diligence to ensure dealers comply with credit union policies and standards.
Perform initial due diligence on potential new dealerships. Make recommendations to add or deny entry into the indirect lending program.
Monitor competitor’s rates, make recommendations when it is identified that our rates are not competitive.
Maintain overall market knowledge of auto industry and local competition and community awareness
Communicate with dealers, branch personnel and indirect lending personnel by phone and email. Provide timely responses or direct the questions to the appropriate subject matter expert.
Responsible for working and training financial center managers to develop business opportunities beyond indirect i.e. recruiting dealerships as Select Employee Groups (SEG’s).
Use discretion and judgment in resolving problems that are within authority to resolve and refer problems that are beyond authority to supervisor along with recommendation.
Follow policy and procedures related to Bank Secrecy Act (BSA), Anti-Money Laundering (AML), Customer Identification Program (CIP), and Office of Foreign Assets Control (OFAC) daily to ensure compliance with current regulations.
Review and process indirect applications within time guidelines and in accordance with established policies, procedures, and regulations set forth by the credit union. Validate the accuracy of the dealership’s loan paperwork prior to loan disbursement.
Contact dealer by phone or through the loan origination system’s web message functionality for additional information or paperwork needed. Follow up with dealers by phone concerning approved applications.
Read all internal publications including HUB and Possibilities.
Perform other duties as required or assigned.