Indirect Lending Sales Manager

Technology Credit Union•San Jose, CA

6d•$113,000 - $159,000•Hybrid

About The Position

The Indirect Lending Sales Manager provides leadership and strategic direction to Indirect Lending Relationship Managers and for the sales and management of Indirect Lending (IDL) and the Tech Car Shopper Program. The incumbent leads, directs and influences the relationship management team to meet and exceed growth targets in local and expanded markets, drives portfolio growth, and increases product penetration individually and as a team. The incumbent is involved in strategic planning, influencing people, delivering stellar service, selling, training, leveraging relationships and improving processes through multi-channel relationship development and outreach efforts. The incumbent models exemplary performance, supports all elements of an exceptional member experience and demonstrates the Technology Credit Union (Tech CU) values. The incumbent cultivates and manages auto dealership and indirect lending relationships, generates the flow of quality applications, manages IDL relationship management staff, establishes goals and business plans, analyzes dealership statistics and develops sales campaigns. In addition, the incumbent promotes the development and growth of the IDL channel as a key strategy to grow its relevance in Tech CU’s footprint.

Requirements

Bachelor’s Degree in a related business discipline (or equivalent career experience.)
5+ years’ experience in related disciplines, including exposure to financial products, policies procedures and project management
3+ years’ outside sales or business development experience.
Experience with building client relationships in uncharted territories and expanding reach into other states is strongly preferred.
Current knowledge of financial products and services,
Strong consultative sales skills.
Excellent written and verbal communication and presentation skills.
Initiative, self-motivated, and driven to achieve sales objectives.
Solid computer skills, including Microsoft Office, Excel and Outlook.
Frequent local travel for business development activities is required. Must be able to travel independently and reliably. Attends offsite training, meetings or events, typically with advance notice. May include occasional overnight travel.

Nice To Haves

Experience with building client relationships in uncharted territories and expanding reach into other states is strongly preferred.

Responsibilities

Develops and maintains a business plan to increase the penetration of the indirect auto and indirect lending market, including action items and tactical steps to meet the goals of the plan on a regular basis and review periodically for performance.
Creates and executes existing and new market penetration strategies to achieve corporate objectives and directly manages a key accounts portfolio in the assigned market.
Promotes indirect lending products and programs to dealers and partners to increase overall understanding of and familiarity with products, including incentive programs within approved guidelines.
Introduces the Tech CU’s indirect lending program to auto dealers who do not currently participate in the program. Answers questions, resolves issues, and provides a process that facilitates a smooth transition between dealer and credit union.
Coordinates marketing requirements with marketing to develop advertising and sales literature for indirect lending programs. Oversees the content of that material to ensure accuracy and compliance.
Cultivates and manages relationships with auto dealerships and other indirect lending partners to promote IDL products and increases the volume of applications originated through this channel.
Cultivates and manages the relationship with the Tech Car Shopper vendor and ensures the program is meeting the needs of members.
Identifies, validates and drives new regional opportunities, market access dynamics, and makes direct contact for relationship expansion to meet and exceed growth objectives.
Develops and uses market intelligence and competitive analysis to identify growth opportunities. Anticipates and reacts quickly to trends and changes in IDL performance, organizational strategies and market fluctuations.
Assists with complex negotiations; attends presentations, joint meetings and networking events; and helps with dealership or other indirect partner activation, which may include travel for in-person meetings with partners.
Communicates production results to direct manager for inclusion in Retail Lending reporting for executive management.
Coordinates and acts as a liaison with other departments across the Credit Union.
Coaches direct reports, provides training on products/programs, policies and procedures, and relationship building techniques to enable all direct/indirect reports to perform effectively, efficiently and accurately.
Manages and monitors budget to maximize operating efficiencies.
Fosters a high-performance, customer-focused sales culture.
Reviews and responds to issues identified in dealer performance, audit and regulatory reports.
Supports established policy and procedures, recommending changes as needed.
Maintains current knowledge of the full suite of Tech CU indirect lending products , and is conversant in the benefits of Tech CU membership, the market, and the Tech CU value proposition.
Invests in on-going education in order to remain current on Tech CU product knowledge, the market and the competitive arena, and further development of consultative sales skills.
Establishes scope of authority, schedule and responsibility for direct reports.
Engages with direct reports and peers to align goals with organizational goals and objectives, establish performance metrics, provide feedback and develop talent.
Manages and monitors budget to maximize operating efficiencies.
Reviews and responds to issues identified in audit and regulatory reports.
Supports established policy and procedures, recommending changes as needed.