Regional Finance & Insurance Performance Manager

About the role

We help protect our customers against life’s uncertainties. Regardless of where you work within the company, you’ll be helping provide protection and peace of mind when our customers need it most. The Regional F&I Performance Manager (Production Development Manager) is responsible for increasing business at dealerships through training, monitoring production, and analyzing dealership Finance and Insurance product sales. Creates and performs training and other related services on behalf of the company by traveling to its clientele locations.

Responsibilities

• Creates and develops sales strategy plans to increase dealer profitability by using industry knowledge and expertise in the finance and insurance business
• Advises Dealer Finance and Insurance Personnel on techniques that ensure finance and insurance compliance with all customers
• Creates action plans to increase business dealership profits through coordinated training plans, group and individual specific training, reviewing production with dealership personnel in comparison with set goals, and provides recommendations on product enhancements
• Oversees month to month production by communicating with dealer principals, general managers, and finance directors on a regular basis regarding monthly production and plans by advising on strategies to increase and improve dealership profits where needed
• Provides on-going service to Finance Concepts’ dealership accounts by promoting and training on products in a professional manner; creates and recommends most effective training on product benefits and features
• Provides clients with details regarding all products available, warranty procedures and additional details as appropriate
• Receives and resolves client inquiries, performs follow-up procedures, provides product pricing and new product information, and receives feedback regarding Finance Concepts’ products and services and makes necessary changes to achieve the company goals
• Uses expertise knowledge in the finance industry to formulate best courses of action to handle dealership and dealership customer complaints; has the authority to resolve disputes with regards to matters of significance
• Creates and implements sales practices for each dealership based on research and analysis, using expertise knowledge and understanding of the Finance and Insurance business; these include financial incentives for certain products that could have significant impact on the compensation for Finance and Insurance personnel, as well as the dealer principal
• Formulates procedures within dealerships to increase profit in the Finance and Insurance department, while maintaining compliance with state and Federal laws and the dealer principal’s directive
• Meets with Finance Concepts Executive Management team monthly to review their accounts, provide advice on how their dealerships should be approached to increase business revenue; notifies management of problems and corrective actions taken
• Provides recommendations on how to incentivize Finance and Insurance pay plans and implement sales goals to exceed sales profits
• Reports competitive information to executive level management by analyzing various monthly reports and monitoring dealership production
• Negotiates and sets pricing on certain Walkaway products (such as AUL or Warranty Solutions) with new dealership clients that they introduce
• Oversees and implements monthly production meetings and training activities on behalf of Finance Concepts by presenting dealership production information as related to company products and services
• Responsible for communicating and monitoring each dealership’s product directive, which ensures profitability for both the dealers and Finance Concepts
• Understands, supports, and enforces Finance Concept’s sales policies and procedures to provide proper and effective service to all clients and fosters the development of long-term business relationships
• Utilizes knowledge and experience in the Finance and Insurance industry, as well as the Company’s products and services, and the required skills to make high level decisions with regards to client’s specific needs; assesses client needs and makes recommendations accordingly

Requirements

• Experience as a Finance & Insurance Manager or F&I Director within an automotive dealership (required)
• Demonstrated success in increasing F&I production, profitability, product penetration, and compliance performance
• Strong working knowledge of dealership operations, lender relationships, menu selling, and regulatory compliance requirements

Qualifications

• Language Ability: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations; author reports, business correspondence, and procedure manuals; effectively present information and respond to questions from groups of managers, clients, customers, and the public
• Math Ability: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume; apply concepts of basic algebra and geometry
• Reasoning Ability: Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form; deal with problems involving several concrete variables in standardized situations
• Computer Skills: Knowledge of word processing software, spreadsheet software, internet software, order processing software, project management software, database software, and contract management software
• Two to four years related experience and/or training
• Valid driver’s license

Knowledge, Skills, and Other Abilities

• Oral communication skills
• Written communication skills
• Sales technique
• Customer relations
• Customer service
• Technical communications
• Math aptitude
• Negotiation skills
• Organizational skills
• Professionalism
• Presentation skills
• Reading skills
• Time management
• Ability to follow procedure manuals

Physical Demands

• Regularly required to talk or hear
• Regularly required to drive
• Frequently required to stand, walk, sit, use hands, and reach with hands and arms
• Occasionally required to taste or smell
• Must occasionally lift and/or move 15 to 20 pounds

Work Environment

• Occasionally exposed to outdoor weather conditions
• Noise level in the work environment is usually moderate

Benefits

• Comprehensive health, dental and vision insurance
• Mental health benefits and an employee assistance program
• Paid time off, paid parental leave, short-term disability, and a cultural observance day
• Contributions to healthcare accounts, a pension plan, and a 401(k) plan with Company matching
• ProHealth Rewards platform to improve wellbeing while earning cash rewards

Pay

Protective’s targeted compensation for this position is $12,000 – $16,000 monthly. Actual salaries may vary depending on factors, including but not limited to commission structures, job location, skills, and experience. The range listed is one component of Protective’s total compensation package for employees. This position also offers additional incentive opportunities through an annual incentive based on individual and Company performance.