Dealer Services Production - Regional Production Manager - Dealer Services (Remote in CA only)

About the role

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.

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.
• 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 liaison 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.
• 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.

Qualifications

• 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.

Preferred Dealer Network and Program Management

• 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.

Physical Requirements

• 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.