Indirect Dealer Relationship Manager
About The Position
The Indirect Dealer Relationship Manager is responsible for developing dealer relationships for Automotive, Powersports, and RV. This role involves conducting dealer due diligence, identifying market opportunities, developing dealer efficiencies, making recommendations on program enhancements, addressing service gaps, understanding competitor programs, and serving as a key point of contact for CUDL (Credit Union Direct Lending). This position acts as the primary liaison between the credit union, branches, and dealer partners, driving loan production, dealer engagement, portfolio growth, and overall program performance. The role focuses on business development, dealer recruitment, dealer retention, training, and market expansion, while ensuring the safety and soundness of the indirect program and alignment with the credit union's lending, compliance, and risk management standards. The Indirect Dealer Relationship Manager plays a critical role in supporting strategic initiatives to expand market share, maintain mutually beneficial relationships with approved dealer partners, and position the credit union as a preferred lending partner.
Requirements
- High School diploma or GED and five (5) years of experience with indirect lending sales, underwriting, dealer interactions
- Two (2) years working in the auto lending industry
- High retail volume sales experience
- Experience working in a commissioned role
- Strong knowledge of auto loan underwriting
- Understand credit risk and auto loan profitability
- Ability to explain credit decisions to dealers in a confident and professional manner either over the phone or through messaging.
- Proficiency with computer programs including the full suite of Microsoft Office products and other standard office software.
- Ability to develop ad hoc reports.
- Ability to read, write, speak, and use proper grammar in English.
- Ability to read, analyze and interpret technical procedures, financial reports, legal documents, and government regulations.
- Proven ability to write business correspondence and draft reports.
- Proven ability to write business correspondence in response to sensitive inquiries or complaints.
- Ability to communicate verbally both in person and on the telephone.
- Ability to speak effectively to members and dealers regarding sensitive inquiries or complaints.
- Ability to define problems, collect data, establish facts, and draw valid conclusions.
- Must have a valid driver's license with no moving violation in the past 2 years
Responsibilities
- Serve as the primary relationship manager for assigned region or any other region as needed
- Develop and maintain strong relationships with dealer principal, finance director, finance managers, general managers, and general sales managers.
- Conduct regular dealer visits to strengthen partnerships, identify growth opportunities, and provide coaching.
- Act as the primary point of contact for dealer questions, escalations, and operational concerns.
- Maintain a high level of dealer satisfaction through responsive communication and service.
- Managing conflict resolution
- Identify, recruit, and onboard new indirect lending partners.
- Expand lending opportunities within existing markets and new territories.
- Collaborate with leadership to develop market expansion strategies.
- Promote indirect lending products, pricing programs, leasing solutions, and refinance initiatives.
- Represent the credit union at dealer events, community events, and industry conferences.
- Drive indirect loan volume growth through active dealer engagement.
- Monitor production trends and dealer performance metrics.
- Issue dealer reserve chargebacks bi-monthly
- Analyze dealer penetration, funding rates, look-to-book ratios, and profitability trends.
- Develop action plans to improve dealer production and portfolio quality.
- Support achievement of annual production and strategic growth targets.
- Ensure dealers are knowledgeable about credit union products, policies, and procedures.
- Assist dealers in adopting new lending initiatives and technology platforms.
- Enforce dealer buybacks
- Auto refinance partnerships
- Indirect auto leasing
- Power sports and RV
- Out-of-state lending initiatives
- Dealer on boarding and management
- Centennial Leasing and sales (MAC)
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
High school or GED
