Senior Dealer Relationship Manager

STCU is consistently rated one of the top-performing credit unions in the nation and has been named one of Fortune Magazine’s Great Places to Work. We look for employees who have a strong desire to serve others, are lifelong learners, committed to working hard, have a fun-loving attitude, and want to make a difference in our members’ lives. We love people who share our core values: Joyfulness, generosity, belonging, goodness, and striving. We believe in being a force for good in the community while helping members achieve their financial goals and dreams.

Benefits

• Paid time off plus 11 paid holidays
• Medical, dental, vision, and life insurance
• Training and career development
• Success sharing plan
• 401(k) matching contributions
• Tuition reimbursement

An overview of the benefits can be found here.

Pay

$7,630.83 - $10,683.17 per month

About the role

The Senior Dealer Relationship Manager is responsible for advancing the growth and profitability of STCU’s Indirect Lending Program. This role manages a high-performing dealer portfolio, driving application volume, optimizing look-to-book ratios, refining credit mix, maintaining high net yield, and ensuring the long-term stability and profitability of the credit portfolio. As a key ambassador of STCU, this role develops and maintains trusted dealer partnerships while leveraging data-driven insights to identify growth opportunities, mitigate risk, and align portfolio performance with organizational objectives. Focused on growth and sales, the Senior Dealer Relationship Manager plays a pivotal role in positioning STCU as the market leader and lender of choice in the region through strategic relationship management and exceptional negotiation skills.

Responsibilities

• Drive loan production, market growth, and portfolio performance by fostering high-value dealer relationships.
• Build impactful partnerships with aligned objectives through proactive, professional communication.
• Support sustainable growth while upholding the credit union's stability and strategic goals.
• Monitor dealer portfolio performance to ensure sustained profitability, optimal net yields, and minimal risk exposure through low delinquency and charge-off ratios.
• Leverage advanced analytics and reporting frameworks to monitor trends, identify strategic opportunities, and implement proactive risk mitigation and negotiation strategies.
• Champion a balanced approach that drives portfolio growth, protects the credit union’s financial integrity, and delivers long-term value to members while aligning with organizational priorities.
• Contribute as a subject matter expert towards the strategic direction of product pricing and development by leveraging comprehensive market intelligence, macroeconomic trends, and a deep understanding of the automotive and recreational vehicle competitive landscape.
• Execute high-level strategies that enhance product innovation, maximize profitability, and position the credit union as a market leader while aligning with long-term organizational goals.
• Drive growth and market leadership for STCU’s Indirect Lending program by implementing targeted strategies, setting ambitious goals, and aligning Dealer Management Officers to deliver measurable results.
• Drive the execution of strategic departmental initiatives by providing expert operational support and cross-functional collaboration with key areas including the Omnichannel, Indirect Operations, Member Development, Consumer Underwriting, Loan Service, and Loss Mitigation departments.
• Act as a key strategic liaison, effectively managing and resolving complex dealer and credit union-related issues, ensuring seamless alignment between loan transactions, collateral management, and cross-departmental operations, while safeguarding the credit union’s strategic interests.
• Act in the credit union’s best interest by determining preferred plans of action with partnerships or specific loan transactions.
• Lead dealer due diligence by analyzing dealership financials and key documentation to ensure comprehensive risk assessment and alignment with the credit union’s financial standards and strategic goals.
• Maintain thorough knowledge of credit union policies, underwriting guidelines, practices, and procedures to support compliance requirements for the department and organization.
• Perform additional duties as assigned for the efficient operation of the department and the organization, including the possibility of being assigned temporarily to other locations.

Requirements

• Bachelor’s degree in business, marketing, or equivalent work and educational experience.
• Minimum of five years’ experience in consumer lending or automotive finance including establishing and maintaining relationships with indirect dealers.
• Previous experience providing mentoring, coaching, and training a sales team.
• Proficient in all MS Office programs to include Outlook, Word, and Excel, as well as familiarity with various loan origination software.
• Strong communication and interpersonal skills to maintain positive working relationships and effectively collaborate with diverse work groups.

Physical Demands

• Must be able to regularly talk, hear, and operate a computer, keyboard, and mouse.
• Occasionally lift, pull/push, and carry up to 10 pounds with accommodations.

Work Conditions

• Exposure to constant or intermittent sounds at a low or moderate level consistent with an office setting.
• Exposure to high-stress, fast-paced, deadline-oriented environment.

Travel Demands

• Reliable transportation is required for travel to dealerships or dealer events.