Regional Director - F&I and Lender Relations

ZT Automotive Group operates a growing portfolio of dealerships across Texas, Florida, Alabama, and Georgia, representing domestic, import, and luxury franchises. The organization is built on integrity, transparency, and consistency, and invests in technology and process to stay ahead of industry trends.

About the role

The Regional Director, F&I and Lender Relations is a full-time role based in Houston, TX. This position oversees Finance and Insurance performance across ZT Automotive Group dealerships, ensuring compliance, profitability, and alignment with company standards. The role manages and strengthens relationships with lenders and financial partners, negotiates programs, and resolves issues to support dealership finance operations.

The primary function of this role is relationship-based. The person in this seat maintains lender relationships of sufficient depth that difficult transactions can be resolved directly and ensures the group captures available lender program and volume income.

Responsibilities

• Monitor finance approval performance by store and lender.
• Develop relationships with lender representatives, buyers, and regional management across all markets in which the group operates.
• Identify and pursue lender volume, tier, and matrix programs for which the group qualifies.
• Oversee product performance and provider relationships, including product packs, penetration by store, reserve structure, and chargeback trends.
• Conduct store visits and review F&I processes and metrics.
• Collaborate with senior leadership on strategy.
• Maintain compliance standards, including completeness of documentation, consistency of menu presentation, and accuracy of required disclosures.
• Work in partnership with the Corporate Manager of New Vehicle Operations on captive penetration, with the Regional Pre-Owned Manager on deal structure and approvals, and with the Corporate Trainer on store-level F&I training and development.

Requirements

• Demonstrated expertise in automotive F&I operations, including deal structure, compliance, and process optimization.
• Established lender relationships and a demonstrated record of securing approval on complex transactions.
• Comprehensive understanding of lender programs, reserve structure, and lender-based program income.
• Solid understanding of automotive retail operations, customer experience standards, and relevant regulatory and compliance requirements.
• Strong analytical and financial acumen, including the ability to interpret performance reports and implement data-driven improvements.
• Ability to coach, influence, and build collaborative relationships across multiple locations without direct supervisory authority, working cross-functionally with sales, service, and executive leadership.
• Excellent communication, negotiation, and presentation skills, with professional presence appropriate for lender and executive-level interaction.
• Proven organizational and time-management abilities to manage regional responsibilities and competing priorities.
• Proficiency with dealership management systems, F&I menu and reporting tools, CRM tools, and common office software applications.
• Prior multi-store, corporate, or lender-side experience in the automotive industry strongly preferred. Experienced F&I Regional Directors and lender representatives seeking a dealer-side role are encouraged to apply.
• An ownership mentality and the ability to build trust with experienced operators.
• Bachelor’s degree in business, finance, or a related field, or an equivalent combination of education and automotive leadership experience.
• Based in Houston, Texas. Candidates must live in or be willing to relocate to the Houston area.
• Willing to travel to dealership locations across the group’s markets, approximately 50% to 65%, including air travel to markets outside Texas.
• Valid driver’s license and an acceptable driving record.

Benefits

• Medical, dental, and vision coverage.
• 401(k) retirement plan.
• Paid time off.
• Participation in the employee vehicle purchase program.

Specific plan details are reviewed during the interview process.