Dealership Relationship Specialist

General Purpose

The Dealership Relationship Specialist serves as the primary liaison between the Credit Union and its indirect lending dealer network. This position is responsible for developing and maintaining strong dealer relationships, supporting loan production growth, providing training and ongoing communication, and promoting the Credit Union's indirect lending programs in support of organizational objectives.

Essential Duties/Responsibilities

• Develop, maintain, and strengthen professional relationships with dealership partners throughout the Credit Union's indirect lending network.
• Serve as the primary point of contact for dealer inquiries, operational support, training, and issue resolution.
• Promote the Credit Union's indirect lending programs and identify opportunities to increase loan production, dealer engagement, and market penetration.
• Identify, recruit, onboard, and develop new dealership relationships that align with the Credit Union's strategic growth objectives.
• Conduct dealer outreach through in-person visits, virtual meetings, telephone calls, email communication, and other relationship management activities.
• Deliver training and education to dealership personnel regarding lending programs, operational procedures, funding requirements, compliance expectations, and system utilization.
• Monitor dealership production, approval ratios, portfolio performance, submission quality, and relationship profitability, providing recommendations to improve performance and strengthen partnerships.
• Proactively engage inactive or underperforming dealer partners to identify opportunities for growth and increased participation.
• Collaborate with underwriting management, lending, funding, and operational teams to enhance the dealer experience while maintaining sound lending practices and credit quality.
• Serve as a liaison between dealership personnel and Credit Union staff to resolve operational issues, contract discrepancies, titling concerns, reserve adjustments, chargebacks, and other dealer-related matters.
• Support dealer compliance with Credit Union policies, procedures, and applicable federal and state regulations by identifying and escalating operational, fraud, or compliance concerns as appropriate.
• Conduct periodic dealer relationship reviews, establish performance expectations, and recommend action plans to enhance production and profitability.
• Remain informed regarding competitor programs, pricing changes, market conditions, and industry trends and communicate relevant information to management.
• Aid in Indirect processing as needed.

Other Duties/Responsibilities

• Assists in Indirect processing as needed.

Job Qualifications (Skills)

• Working knowledge of consumer and indirect lending principles, practices, and processes.
• General understanding of consumer loan underwriting, loan funding, portfolio management, and dealership operations.
• Knowledge of applicable federal and state regulations governing consumer and indirect lending activities.
• Proficiency with Microsoft Office applications, including Excel, and the ability to effectively utilize lending, CRM, and dealer management systems.

Job Qualifications (Education/Experience)

• Education: Two-year college level of language, math, and reasoning skills.
• Experience: Three to five years of experience in financial services, consumer lending, indirect lending, dealer relationship management, automotive dealership finance or sales management, business development, account management, consumer loan underwriting, or loan operations is required.
• Experience working directly with automotive dealerships and a strong understanding of indirect lending programs, dealership operations, and dealer partnership management is strongly preferred.
• Candidates must demonstrate the ability to establish and maintain professional business relationships, support loan production objectives, and effectively collaborate with both internal and external stakeholders.
• Must possess a valid driver's license and maintain an acceptable driving record.

Job Qualifications (Ability)

• Strong relationship-building, business development, and member service skills.
• Ability to analyze data, identify trends, and develop recommendations that support organizational objectives.
• Excellent organizational, analytical, and problem-solving skills with the ability to manage multiple priorities.
• Effective verbal and written communication skills, including presentation and training capabilities.
• Ability to work independently while exercising sound judgment and decision-making skills.
• Ability to maintain confidentiality and exercise discretion when handling sensitive information.
• Demonstrated ability to collaborate effectively across departments and influence positive business outcomes.