Automotive F&I Manager

Lou Fusz Kia of Columbus•Columbus, OH

About The Position

The Finance & Insurance (F&I) Manager supports customers through the vehicle purchase process by providing an exceptional, transparent, and professional financing experience. The role secures financing, presents finance and protection products, completes accurate contracts and documentation, maintains lender relationships, and ensures transactions comply with dealership policies and applicable regulations. The F&I Manager meets with customers after vehicle selection to discuss financing and payment options, obtains and processes credit applications, submits applications to lenders, explains financing terms, and structures deals according to customer needs, lender requirements, and dealership objectives. The role also presents relevant finance and protection products, works toward dealership performance goals, and builds productive relationships with banks, credit unions, captive finance companies, and other approved lenders. The position requires accurate and complete contracts, careful handling of confidential customer information, and adherence to applicable regulations, lender requirements, and dealership procedures. The F&I Manager partners with sales, accounting, and management, supports the sales team’s understanding of finance programs and products, and participates in ongoing training. The role balances financial performance with customer experience, ethical conduct, and compliance.

Requirements

Strong communication, presentation, and negotiation skills.
Excellent organizational skills and attention to detail.
Ability to work effectively in a fast-paced, performance-driven dealership environment.
Strong mathematical and financial aptitude.
Ability to handle confidential customer information with discretion and professionalism.
Demonstrated commitment to ethical business practices and exceptional customer service.
Ability to work dealership hours, including evenings and Saturdays as required.

Nice To Haves

Previous automotive F&I experience.
Previous automotive sales or sales management experience.
Experience working with automotive lenders and dealership management systems.
Knowledge of dealership finance processes, lender guidelines, F&I products, and regulatory compliance.
Proven history of achieving F&I performance and customer satisfaction goals.

Responsibilities

Meet with customers following vehicle selection and the sales process to review financing and payment options.
Obtain and accurately process credit applications and supporting documentation.
Submit financing applications to appropriate lending institutions and work to secure competitive approvals.
Explain financing terms, interest rates, payment options, and contractual obligations to customers.
Structure deals based on customer needs, lender requirements, and dealership objectives.
Maintain a professional, efficient, and customer-focused process through contract completion.
Present available finance and protection products based on customer needs and explain their features, benefits, costs, limitations, and coverage.
Generate appropriate F&I revenue using a transparent, consultative approach and work toward dealership performance goals.
Develop and maintain relationships with banks, credit unions, captive finance companies, and other approved lenders.
Understand lender programs, guidelines, approval criteria, and documentation requirements; negotiate with lenders when appropriate.
Monitor contracts in transit and help resolve funding delays, documentation issues, and lender stipulations.
Ensure deals are funded accurately and promptly.
Ensure contracts and required documents are accurate, complete, and properly executed before delivery.
Comply with applicable federal and state regulations, lender requirements, and dealership policies.
Safeguard confidential customer and financial information and follow dealership procedures for credit applications, identity verification, disclosures, privacy, document retention, and deal jackets.
Work with accounting and management to resolve contract discrepancies, funding issues, chargebacks, or missing documentation.
Maintain accuracy and organization in F&I transactions.
Partner with Sales Managers and Sales Consultants to support a smooth transition from vehicle selection to financing and delivery.
Help the sales team understand current lender programs, finance options, and F&I products.
Communicate professionally with customers, lenders, vendors, and employees.
Support dealership and network goals and contribute to a positive, accountable, team-oriented culture.
Participate in ongoing training on products, lender programs, compliance requirements, and automotive finance practices.