F&I Manager

Harley-Davidson of Rochester•Rochester, NH

6d•Onsite

About The Position

Direct responsibility for the Finance and Insurance operations of the Motorcycle Sales Department. This role involves overseeing business office operations, maintaining collaborative relationships with other dealership departments, and ensuring high levels of customer service. The Finance & Insurance Manager is responsible for producing revenue and profits by selling finance, insurance, and extended service programs, as well as cross-selling parts and accessories. They will establish and maintain relationships with finance sources, recruit and maintain a strong market base for F&I products, and analyze departmental activities for effective problem-solving. A system of responsible accounting, including budget and internal controls, must be employed, with monthly sales objectives set and attained. The role requires a continuing program of education in the area of expertise and submission of paperwork for approval from finance sources. Finance forecasting is to be done in conjunction with sales forecasting to achieve desired penetration and income percentages. The manager will maintain files of active insurance and financial agencies, maintain a Finance and Insurance logbook, and prepare monthly penetration reports. Procedures must be established for timely and proper completion of all sales-related paperwork, including checking for correct title, line information, taxes, and errors. Handling all rate quotations is also a key responsibility. The role acts as a liaison to all departments concerning Finance and Insurance, supports company policies and philosophy, and works cross-functionally with departments, especially Sales and Service. Supplemental assistance to salespersons and working in conjunction with the sales team are expected. Ensuring high levels of customer service, motivating staff, and maintaining a quality assessment and improvement program are crucial. A feature/benefit selling methodology should be employed for consistent customer treatment. The delivery of motorcycles should be an "EVENT" that endears the customer to the dealership. Customers will be contacted for additional sales and satisfaction. The manager must demonstrate commitment to the dealership's philosophy of quality service and act as a role model. Handling customer complaints quickly and courteously with empathy and a positive attitude is essential. Other duties as assigned.

Requirements

Must have the ability to get along with a wide customer base.
Excellent communication skills and demonstrated “closing skills”.
Knowledge and experience with sales of F&I products, and other products sold by the dealership, or the demonstrated ability to quickly learn them.
Computer literate with typing skills and open to learning new software and computer programs.
Able to work effectively and courteously over the phone.
Valid state insurance license
Ability to effectively supervise professional and non-professional personnel.
Ability to make strong independent decisions and the demonstrated ability to learn quickly.

Responsibilities

Oversee and direct the business office operational activities related to providing finance, insurance, and extended service programs.
Produce acceptable levels of revenue and profits for the dealership by selling finance, insurance, and extended service programs to new and used motorcycle customers.
Cross-sell parts, accessories, and ready-to-ride products to customers.
Establish and maintain good working relationships with several finance sources, factory and otherwise.
Actively recruit and maintain a strong market base for the providing of available finance and Insurance products. Pro-actively use sales techniques.
Analyze departmental activities and practices effective problem solving techniques.
Employ a system of responsible accounting, including budget and internal controls. Set monthly sales objectives and attain goals. Provide with reports, as requested.
Pursue a continuing program of formal and informal education in the area of expertise to maintain, strengthen and broaden service. Belong to (or join) any relevant associations.
Submit paperwork to and obtain approval from finance sources on all finance deals.
Set up finance forecasting in conjunction with the sales department forecasting to achieve a desired percent of penetration and income. This is to be done on both a monthly and an annual basis.
Maintain files of active insurance and financial agencies. Maintain a Finance and Insurance logbook. Prepare monthly penetration reports on finance penetration.
Establish and maintain procedures to ensure timely and proper completion of all sales related paperwork. Also check all paperwork for correct title, line information, taxes, errors, etc.
Handle all rate quotations.
Act as a liaison to all departments in matters concerning Finance and Insurance.
Assist and support overall company policies and procedures and support the dealers philosophy.
Able to work cross-functionally with all departments, with an emphasis on the Sales Department and Service Manager.
Provide supplemental assistance to a sales person in the Motorcycle Sales Department. Work in conjunction with the sales team.
Ensure high levels of Customer Service.
Motivate entire staff to assure quality customer service to all clients.
Maintain a quality assessment and improvement program to assure high quality service to all customers. Institute and employ a feature / benefit selling methodology so that all customers receive consistence treatment.
Ensure that the delivery of any new or used motorcycle is and “EVENT” that will endear customer to the dealership.
Contact customers using mailing lists, tickler files, and personal follow-up to encourage additional sales and ensure customer satisfaction.
Demonstrate commitment to the dealership’s philosophy of quality service to all customers and acts as a role model to other dealership employees.
Be able to handle customer complaints quickly and courteously, demonstrating empathy, a positive attitude, and our commitment to “making things right”.
Set up and maintain an adequate program which will ensure a 100% turnover ratio to the Business Manager or F&I department.
Be the example to department employees and other dealership personnel by appearance, attendance, being on time for work, and open to flexible scheduling.
Establish and maintain an efficient, organized, clean and professional business office.
Responsible for informing the entire dealership staff of any new programs or promotions relative to F&I. Also develop promotional campaigns in conjunction with other departments.
Treat all employees and customers fairly, courteously, and with dignity.
Be prompt and available for flexible scheduling.
Be honest and fair in all business dealings.
Meet or exceed sales quotas on a regular basis.
Continually learn more about the products and services you sell. Attend training sessions to keep current with F&I sales techniques and other sales department issues.