Indirect Lending Business Development Officer, Montgomery

Rio Grande Credit Union•Albuquerque, NM

About The Position

Oversee and lead the Indirect Lending business development efforts and ongoing relationships between the Credit Union and third parties, including but not limited to automobile, RV, and motorcycle dealerships and other lifestyle lending entities. Responsible for growing the indirect lending portfolio with high-quality assets while delivering a positive member and partner experience.

Requirements

5 to 10 years related experience
4-year degree or completion of a specialized course of study OR 5 years of related experience.

Responsibilities

Own overall indirect lending production goals, including volume, yield, and credit quality metrics
Manage and influence portfolio profitability through pricing strategy, dealer segmentation, and program design
Conduct profitability and risk analysis at the dealer and portfolio level, making strategic adjustments as needed
Lead contract negotiations and relationship management with key dealer groups and third-party partners
Identify market expansion opportunities and develop actionable growth strategies
Align and manage indirect lending production and business development efforts with RGCU’s risk appetite and strategic direction, including maintaining regular in-person contact with dealership personnel and third-party partners
Develop and maintain relationships with existing dealers while identifying and onboarding new prospects through referrals, market outreach, and program education
Provide ongoing feedback to management regarding dealer perception, market conditions, and effectiveness of indirect loan programs
Implement and manage the indirect dealer and third-party due diligence process, including the collection and review of required documentation on an ongoing basis
Increase indirect loan volume to meet projected goals through pipeline management, promotional initiatives, and strategic recommendations
Monitor and manage indirect portfolio performance, ensuring quality, profitability, and accountability across dealer and third-party relationships
Assist Underwriting and Loan Support in identifying potential fraud, including but not limited to power booking, straw purchases, and other red flags
Partner with the VP of Consumer Lending to maintain and update indirect lending policies and procedures in alignment with regulatory requirements
Maintain and analyze rate surveys, providing recommendations based on market trends and competitive positioning
Utilize loan origination systems to monitor dealer activity and ensure accurate tracking of production and performance
Collaborate with management to evaluate dealer profitability and overall financial performance of the indirect program
Assist Underwriters in reviewing applications as needed, making informed credit decisions within established authority limits
Review dealer-submitted applications and supporting documentation for accuracy, completeness, and potential risk indicators
Analyze application data, credit reports, and collateral information to assess risk, including applicant financial standing, credit history, and debt-to-income ratio
Process and underwrite a full range of indirect loan applications within assigned lending authority
Approve, decline, or structure loans based on risk evaluation, ensuring alignment with Credit Union policy and guidelines
Identify appropriate loan terms, conditions, and collateral requirements for approved loans or provide clear reasons for denial
Monitor trends and identify areas of risk or improvement within the indirect portfolio
Participate in charge-off meetings, reviewing indirect loan performance and recommending process or policy improvements
Continuously enhance knowledge of regulations, procedures, and compliance related to member services and loans including BSA, Red Flags, UDAAP, Lending Policies, Lending and Matrices.
Troubleshoot and/or escalate complex issues to manager or appropriate business owners, while exercising independent judgement and decision-making.
Collect, sort, analyze, and report department specific data to identify performance trends and potential process improvements.
Work in conjunction with management to minimize findings from various internal and external auditors and examiners. Develop and execute the long-term strategic plan for indirect lending aligned with RGCU’s enterprise goals and risk appetite
Provide strategic recommendations to Executive Leadership regarding market trends, performance, and growth opportunities
Establish and monitor key performance indicators (KPIs) including volume, yield, credit quality, and dealer performance
Lead pricing strategy, promotional initiatives, and program design to optimize profitability and competitive positioning
Evaluate and implement new indirect lending channels, partnerships, and technology solutions
Present program performance and strategic initiatives to senior leadership and/or Board-level committees
Report all suspicious activity to the Risk Management department via the compliance group email.