Indirect Dealer Relationship Manager

Develop and manage relationships with automotive, powersports, and RV dealers. Conduct dealer due diligence, identify market opportunities, improve dealer efficiencies, recommend program enhancements, address service gaps, and understand competitor programs. Serve as a key point of contact for CUDL (Credit Union Direct Lending), acting as the primary liaison between the credit union, branches, and dealer partners to drive loan production, dealer engagement, portfolio growth, and overall program performance.

Responsibilities

• Dealer Relationship Management
  • Serve as the primary relationship manager for assigned region or any other region as needed.
  • Develop and maintain strong relationships with dealer principals, finance directors, finance managers, general managers, and general sales managers.
  • Conduct regular dealer visits to strengthen partnerships, identify growth opportunities, and provide coaching.
  • Act as the primary point of contact for dealer questions, escalations, and operational concerns.
  • Maintain a high level of dealer satisfaction through responsive communication and service.
  • Manage conflict resolution.
• Business Development
  • Identify, recruit, and onboard new indirect lending partners.
  • Expand lending opportunities within existing markets and new territories.
  • Collaborate with leadership to develop market expansion strategies.
  • Promote indirect lending products, pricing programs, leasing solutions, and refinance initiatives.
  • Represent the credit union at dealer events, community events, and industry conferences.
• Production & Performance Management
  • Drive indirect loan volume growth through active dealer engagement.
  • Monitor production trends and dealer performance metrics.
  • Issue dealer reserve chargebacks bi-monthly.
  • Analyze dealer penetration, funding rates, look-to-book ratios, and profitability trends.
  • Develop action plans to improve dealer production and portfolio quality.
  • Support achievement of annual production and strategic growth targets.
• Dealer Training & Support
  • Train dealers on credit union lending programs, including approvals, counters, and declines.
  • Explain electronic contracting processes and funding requirements.
  • Promote product promotions and dealer incentive programs.
  • Ensure dealers are knowledgeable about credit union products, policies, and procedures.
  • Assist dealers in adopting new lending initiatives and technology platforms.
  • Enforce dealer buybacks.
• Strategic Program Support
  • Support auto refinance partnerships, indirect auto leasing, powersports and RV lending, and out-of-state lending initiatives.
  • Assist with dealer onboarding and management.
  • Support Centennial Leasing and sales (MAC).

Requirements

• Minimum Education and Experience
  • High School diploma or GED.
  • Five (5) years of experience with indirect lending sales, underwriting, or dealer interactions, with two (2) years in the auto lending industry.
  • Experience in high retail volume sales and a commissioned role.
• Knowledge, Skills, and Abilities
  • Strong knowledge of auto loan underwriting, credit risk, and auto loan profitability.
  • Ability to explain credit decisions to dealers confidently and professionally, either over the phone or through messaging.
  • Proficiency with Microsoft Office and other standard office software.
  • Ability to develop ad hoc reports.
  • Strong written and verbal communication skills in English, including the ability to read, analyze, and interpret technical procedures, financial reports, legal documents, and government regulations.
  • Proven ability to write business correspondence and draft reports, including responses to sensitive inquiries or complaints.
  • Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Work Environment and Physical Demands
  • Hybrid work environment.
  • Occasionally required to stand, walk, and reach with hands and arms.
  • Regularly required to sit and use hands to operate computers or calculators accurately.
  • Occasionally lift and/or move up to 10 pounds.
  • Requires close and distant vision.
  • Moderate noise level in the work environment.
  • Must be able to travel eighty percent of the time independently to departments, branches, dealerships, and other off-site locations.
  • Must have a valid driver’s license with no moving violations in the past 2 years.
  • Employees who work from home must have business operational internet to complete work tasks and communicate via video call or chat messaging systems in a dedicated workspace.

Pay

$75,500.00 per year.