Dealer Services Production - Regional Production Manager - Dealer Services

Golden 1 Talent Acquisition Team•Sacramento, CA

3d•$115,000 - $130,000

About The Position

The Regional Production Manager (RPM) – Dealer Services leads a regional team of Dealer Relationship Managers (DRMs) in cultivating, developing, and strengthening Golden 1 Credit Union’s network of indirect auto dealerships. This leadership role translates strategic goals into measurable outcomes by driving funded-volume growth, dealer activation, and relationship quality within the assigned region. The RPM blends strategic leadership, analytics, and field engagement to ensure consistent performance, disciplined outreach, and data-informed decision-making. The position provides direction, coaching, and accountability to DRMs on opportunity targeting, pipeline management to expand market share and strengthen Golden 1’s presence within the dealer community. As a key liaison between field operations and Lending leadership, the RPM communicates market intelligence, competitive insights, and process-improvement opportunities. The RPM also collaborates closely with Lending, Product, Operations, and Marketing to execute programs, streamline processes, and enhance the member and dealer experience. Through proactive leadership, collaboration, and continuous improvement, the RPM champions Golden 1’s mission to deliver exceptional service, sustainable growth, and member value.

Requirements

At a minimum, Bachelor's Degree in Business Management or Finance. Equivalent work experience may be substituted for the Degree requirement.
7 or more years of experience as a Dealer Relationship Manager at a financial institution and 5 or more years of managerial experience.
Display leadership and team management skills and traits.
Ability to establish, retain and grow strong relationships.
Ability to drive awareness and increase market share, identify growth opportunities.
Travel within field assignments.
Ability to communicate effectively with various levels of management, peers as well as clients.
Superior written and verbal communication skills.
Ensure agreements are presented in line with defined expectations.
Collect and report information on competitive products and service offerings.
Identify and report on competitive strengths and weaknesses.
Ability to exercise discretion and sound judgment in job performance and in interpersonal relationships.
Prolonged sitting throughout the workday with occasional mobility required.
Corrected vision within the normal range.
Hearing within normal range. A device to enhance hearing will be provided if needed.
Occasional movements throughout the department daily to interact with staff, accomplish tasks, etc.
Overnight stays could be required for regions that require extended travel away from home base.
Travel by car is required to visit dealerships in assigned regions.
Travel by plane or other public conveyance is required to attend meetings at headquarters, provide support at dealerships outside of assigned region, and attend conferences/training as deemed necessary by management.

Responsibilities

Lead, coach, and develop a team of Dealer Relationship Managers to achieve regional funded-volume, activation, and dealer-penetration targets.
Set clear expectations and monitor individual and regional performance through data dashboards and monthly production reviews.
Reinforce accountability through regular one-on-one coaching, market visits, and performance discussions.
Partner with leadership to align goals, address market trends, and implement targeted strategies for underperforming territories.
Review and interpret funding data, dealer performance metrics, and market share trends to identify opportunities and risks.
Guide DRMs in leveraging tools such as AutoCount, CUDL, and internal dashboards to prioritize outreach and optimize performance.
Oversee regional reporting to ensure accuracy, timeliness, and actionable insights.
Present regional results and recommendations during monthly management meetings and quarterly business reviews
Conduct joint field visits and ride along with DRMs to evaluate engagement effectiveness, dealer satisfaction, and opportunity follow-through.
Provide leadership presence at key dealerships, reinforcing Golden 1’s commitment to partnership and service excellence.
Support DRMs in executing outreach strategies, including re-engagement of inactive dealers and retention of top-performing partners.
Oversee the planning and delivery of regional relationship-building events such as dealer roundtables, appreciation events, and training sessions.
Serve as the regional conduct between the field and internal departments—including Product, Operations, and Marketing—to ensure alignment and responsiveness.
Provide structured, solution-oriented feedback to leadership on process enhancements, system improvements, and dealer experience trends.
Collaborate with Product teams to align new product rollouts, promotions, and pricing strategies with dealer needs.
Engage with peers and counterparts at other financial institutions and industry organizations to exchange insights, understand emerging trends, and identify best practices in indirect lending and dealer relationship management.
Represent Golden 1 at industry events and conferences to maintain visibility and gather market intelligence.
Oversee the performance of preferred network dealerships in the region, ensuring adherence to Golden 1’s partnership standards.
Evaluate network additions or removals based on funded volume, compliance, and relationship quality.
Partner with Marketing and Product leadership to develop recognition or incentive programs that strengthen network performance.
Promote a culture of accountability, collaboration, and excellence within the regional team.
Mentor DRMs in analytics, relationship strategy, and CRM discipline to ensure consistent outreach and follow-up.
Facilitate monthly team meetings and quarterly production sessions focused on best-practice sharing, problem solving, and skill development.
Recognize achievements and foster engagement to maintain morale and retention among high performers.
Ensure all regional activities comply with applicable state and federal regulations, including BSA, AML, and fair-lending standards.
Maintain strong working knowledge of Golden 1 products, policies, pricing, and underwriting guidelines.
Ensure integrity and accuracy in data, reports, and documentation.
Support internal audit and risk review processes as needed.
Participate in quarterly HQ strategy meetings with the VP and senior leadership to share field insights and align regional priorities with organizational goals.
Provide continuous feedback on dealer programs, pricing strategies, and operational workflows to enhance competitiveness and member value.
Lead special initiatives, pilots, or projects that advance Golden 1’s indirect-lending strategy or improve operational performance.