Indirect Dealer Relationship Manager

Arizona Financial Credit Union • Phoenix, AZ

4d • Hybrid

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 Credit Union Direct Lending (CUDL). 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 its 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.
• Experience in high retail volume sales.
• Experience working in a commissioned role.
• Strong knowledge of auto loan underwriting.
• Understanding of 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.

Nice To Haves

• Employees who work from home must have business operational internet to complete work tasks and communicate via video call or chat messaging systems in a dedicated workspace.

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.
• Provide training on credit union lending programs.
• Ability to confidently speak on approvals, counter, and decline.
• Provide training on electronic contracting processes.
• Provide training on funding requirements.
• Provide training on product promotions.
• Provide training on dealer incentive programs.
• Ensure dealers are knowledgeable about credit union products, policies, and procedures.
• Assist dealers in adopting new lending initiatives and technology platforms.
• Enforce dealer buybacks.
• Support auto refinance partnerships.
• Support indirect auto leasing.
• Support Power sports and RV lending.
• Support Out-of-state lending initiatives.
• Manage dealer onboarding and management.
• Support Centennial Leasing and sales (MAC).

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED