Relationship Manager III, Dealer Finance
About the role
The Dealer Relationship Manager III is responsible for developing, managing, and expanding a large portfolio of wholesale commercial credit products for automotive dealers, serving as a trusted advisor and industry expert. This role leads in business development, credit structuring, and performs risk management efforts, while collaborating with internal partners to deliver tailored financial solutions, ensure compliance, and drive long-term client growth and profitability.
Responsibilities
- Develop, expand and manage portfolios of wholesale commercial credit products to automotive dealers.
- Serves as trusted advisor to auto dealer clients and prospects functioning as the dealer finance industry expert.
- Possesses firm understanding of industry-specific commercial lending products, including floor plan, real estate and construction financing, working capital term loans, acquisition financing, and equipment loans and leases.
- Leads business development efforts for assigned auto dealer prospect base by developing a clear, concise understanding of their business strategy, markets and competition.
- Develops and implements strategies to retain and grow existing dealer relationships.
- Partners with all product specialists and Portfolio Managers to cross sell bank products and services consistent with the overarching relationship strategy.
- Completes all documentation required to assess relationship profitability and document relationship contact activity.
- Led and participates in the credit process to insure accurate and thorough underwriting, complete financial analysis, loan structuring and risk management.
- Maintains strong asset quality, through gathering and periodic review of dealer financial information, including audit reports and monthly dealer financial statements.
- Maintains strong functional/technical sales and credit expertise. Shares this knowledge with team members.
- Affectively communicates with Credit and Risk Management around issues including Risk Rating modifications.
- Creation and execution of risk management strategy for all assigned pass rated relationships in conjunction with their Manager, Credit and Risk Management.
- Working with credit partners or outside legal counsel, to identify and complete all legal and bank documents needed to fully comply with loan approval.
- Ensures necessary steps are taken to address non-compliance with loan obligors.
- Takes appropriate action to communicate non-compliance to Manager, Credit and Risk Management staff.
- Performs other duties as assigned; duties, responsibilities and/or activities may change or new ones may be assigned at any time with or without notice.
Requirements
- Bachelor's Degree (preferred) OR equivalent experience (required).
- 5+ years as a Relationship Manager working with commercial clients (required).
- Automotive industry experience (required).
Qualifications
- Evaluating the creditworthiness of automotive dealers and clients by analyzing financial statements, credit reports, and risk factors to support sound lending decisions.
- Demonstrating a strong focus on achieving performance targets, driving revenue growth, and delivering measurable outcomes.
- Working effectively with internal teams—including credit, operations, and sales—to deliver seamless service and achieve shared goals.
- Establishing and nurturing long-term, trust-based relationships with dealer clients and internal stakeholders.
- Overseeing a portfolio of dealer clients by monitoring performance, managing risk, and identifying opportunities for growth and retention.
- Driving revenue by identifying cross-sell opportunities, expanding product usage, and deepening client engagement.
- Identifying, assessing, and mitigating financial and operational risks within the dealer portfolio to protect the bank’s interests.
- Understanding the automotive industry, market dynamics, and client business models to deliver relevant financial solutions.
- Supporting or managing budgeting processes related to client portfolios, revenue targets, or departmental planning.
- Developing and executing long-term plans that align client needs with the bank’s growth objectives and market opportunities.
- Providing guidance on investment-related products or services, where applicable, in alignment with client goals and regulatory standards.
Skills
- Evaluating the creditworthiness of automotive dealers and clients by analyzing financial statements, credit reports, and risk factors to support sound lending decisions.
- Demonstrating a strong focus on achieving performance targets, driving revenue growth, and delivering measurable outcomes.
- Working effectively with internal teams—including credit, operations, and sales—to deliver seamless service and achieve shared goals.
- Establishing and nurturing long-term, trust-based relationships with dealer clients and internal stakeholders.
- Overseeing a portfolio of dealer clients by monitoring performance, managing risk, and identifying opportunities for growth and retention.
- Driving revenue by identifying cross-sell opportunities, expanding product usage, and deepening client engagement.
- Identifying, assessing, and mitigating financial and operational risks within the dealer portfolio to protect the bank’s interests.
- Understanding the automotive industry, market dynamics, and client business models to deliver relevant financial solutions.
- Supporting or managing budgeting processes related to client portfolios, revenue targets, or departmental planning.
- Developing and executing long-term plans that align client needs with the bank’s growth objectives and market opportunities.
- Providing guidance on investment-related products or services, where applicable, in alignment with client goals and regulatory standards.
Benefits
This position is eligible to earn a base salary in the range of $96,000.00 - $181,000.00 annually. Placement within the pay range may differ based upon various factors, including but not limited to skills, experience and geographic location. Compensation for this role also includes eligibility for incentive compensation which may include production, commission, and/or discretionary incentives. Please click here for a list of benefits for which this position is eligible.
Pay
This position is eligible to earn a base salary in the range of $96,000.00 - $181,000.00 annually.
Schedule
Work Location Category: Hybrid (Sales)
Compensation and Benefits
This position is eligible to earn a base salary in the range of $96,000.00 - $181,000.00 annually. Placement within the pay range may differ based upon various factors, including but not limited to skills, experience and geographic location. Compensation for this role also includes eligibility for incentive compensation which may include production, commission, and/or discretionary incentives. Please click here for a list of benefits for which this position is eligible.
Job Posting Expiration Date
07/10/2026