dealer experience manager

About the role

The dealer experience manager serves as the primary relationship owner and strategic liaison between orsa and independent automotive dealerships across Michigan’s indirect auto lending market. This role drives sustainable loan origination volume while safeguarding portfolio quality through proactive risk management, compliance advocacy, and data-driven performance analysis.

Primary Responsibilities

• Identify, prospect, and onboard new dealership partners within target geographic regions.
• Serve as the primary strategic liaison for existing dealer partners.
• Conduct regular business reviews, resolve complex issues promptly, and identify opportunities to deepen the partnership.
• Collaborate with internal departments and external partners to streamline the deal flow process, reduce turnaround times, resolve funding delays or compliance issues and enhance the experience for both dealers and members.
• Enable loan origination volume to meet or exceed organizational targets by collaborating with dealers and executives on growth strategies.
• Maintain funding efficiency and portfolio quality standards to support the credit union’s long-term financial objectives.
• Monitor local market conditions, competitor offerings, and industry trends to advise dealers on how orsa credit union can best serve member needs.
• Act as a Subject Matter Expert (SME) on orsa credit union products and underwriting guidelines.
• Provide ongoing training to dealer F&I managers and staff to ensure accurate application submission and compliance.
• Monitor dealer-specific performance indicators (KPIs) including look-to-book ratios, delinquency rates, charge-offs, efficiency metrics, and contract defects.
• Proactively analyze this data to strategize growth opportunities while mitigating industry risk, addressing structural dealer fraud, and ensuring overall portfolio quality.
• Ensure all interactions and agreements strictly adhere to federal, state, and internal regulatory requirements, promoting fair lending practices and data privacy.
• Perform other duties as directed by leadership.

Qualification and Competency Requirements

• Education: High school diploma or equivalent.
• Work Experience: Minimum 3 years of indirect auto finance or B2B sales, including a proven track record of entering the role with an established book of business or strong existing relationships with key dealership decision-makers in Michigan.
• Industry Experience: Extensive knowledge of the automotive retail industry.
• PREFERRED QUALIFICATIONS:
• Education: Bachelor’s degree in Business, Finance, or Marketing.
• Functional Consumer Credit Underwriting: Evaluates creditworthiness of dealer-submitted applications, interprets underwriting guidelines, monitors look-to-book ratios and credit performance indicators, and applies sound judgment to maintain portfolio quality standards.
• Fair Lending & Consumer Lending Compliance: Ensures all dealer interactions, agreements, and loan submissions adhere to federal and state fair lending laws, internal compliance standards, and data privacy requirements; identifies and escalates structural fraud or regulatory risk.
• Stakeholder Relationship Management: Builds, maintains, and deepens partnerships with automotive dealerships through proactive outreach, business reviews, and responsive issue resolution; prospects and onboards new dealer partners aligned to orsa’s values and portfolio objectives.
• Financial Acumen: Analyzes dealer performance data, market conditions, and portfolio metrics to inform growth strategies, identify risk exposure, and advise internal and external partners on data-driven decisions.
• Continuous Improvement & Innovation: Identifies and implements enhancements to deal flow processes, turnaround times, and dealer training programs; adapts strategies based on performance data and market intelligence to continuously elevate origination efficiency and experience.

Work Model and Conditions

This position works in-office where working conditions, lighting, temperature, audio, and workspace are all sufficient. This position also works from home, where an appropriate work environment is required. Work requires the ability to constantly operate a computer and the ability to read, type, and communicate. Work may require the ability to move work-related supplies weighing up to 10-15 pounds.

Contact/application information

If this description appeals to you, please submit an application! A member of orsa’s talent acquisition team will be in contact with you shortly!