Business Development Manager -II

Job Description

As an Individual Contributor, this role leads advanced business development initiatives by identifying and developing new business opportunities, expanding dealer partnerships through strategic dealer engagements, and managing the dealer and customer relationship lifecycle. The role contributes to sales performance, partner engagement, and market insight by analyzing business trends, strengthening relationships, and delivering product and program expertise to internal and external stakeholders.

• Strategic Relationship Development:
  Establishes, deepens, and strategically manages complex dealer and customer relationships to drive business growth and long-term value. Leads acquisition efforts by engaging prospective partners through targeted outreach, leads, and internal referrals. Aligns relationship strategies with broader business objectives and partners cross‑functionally where strategic coordination is beneficial.
• Sales Strategy Leadership:
  Leads the development and execution of sales strategies and programs that support divisional goals and portfolio performance. Sets direction for sales initiatives, communicates objectives, and establishes service and performance standards that elevate dealer and customer experience. Influences internal partners and stakeholders to drive consistent execution and results.
• Market Intelligence and Strategic Advisory:
  Maintains advanced awareness of industry trends, competitive positioning, and market dynamics within assigned territories. Contributes expert insight to leadership discussions and strategic planning activities. Conducts new partner evaluations and annual performance reviews in alignment with policy, risk, and governance requirements.
• Advanced Performance Analytics and Optimization:
  Applies advanced analytical skills to evaluate dealership performance metrics, including credit profile trends, application flow, approval rates, and conversion performance. Identifies opportunities and risks across the portfolio and advises leadership on strategic adjustments, optimization strategies, and resource allocation decisions.
• Portfolio Growth Enablement and Training:
  Drives improvements in front‑end conversion by actively engaging with key partners and supporting contract acquisition efforts. Provides leadership in back‑end support activities, including lease buyouts, remarketing strategies, and auction performance optimization. Designs and delivers advanced training sessions on products, documentation standards, compliance requirements, and regulatory considerations.
• Performs other responsibilities and duties as assigned.

• Bachelor’s degree in related field. Equivalent work experience or certification(s) may be considered in lieu of degree.
• Level is dependent on years of experience and size/complexity of prior positions held
  • Level I:
    Minimum 6 years of experience in business development, automobile finance, indirect lending, or relationship management.
  • Level II:
    Minimum 8 years of experience in business development, automobile finance, indirect lending, or relationship management.
• Proficient with Microsoft Office applications.
• Advanced knowledge and skill proficiency in business acumen, business development, consultative solutions, consumer lending, critical thinking, customer experience, decision making & judgement, laws & regulations, product/service knowledge, and relationship management.
• Ability to synthesize complex financial and operational performance data across dealer portfolios, evaluate dealership operations and financial statements, exercise sound judgment in complex or ambiguous situations, communicate clearly through verbal, written, and presentation methods, and influence outcomes through advanced negotiation.

As a Bank of Hawaii employee, you ensure (or assist with ensuring) compliance with applicable laws, regulations, regulatory requirements and Bank policies and procedures, including but not limited to those related to Fair Banking, Anti‑Money Laundering laws and regulations, Bank Secrecy Act and USA PATRIOT Act.

Delivering exceptional customer experiences is at the heart of what we do at Bank of Hawaii. We listen, understand and deliver what our customers need to help them build a better tomorrow.

We are an EEO/AA employer, including disability and veterans. For Bank of Hawaii's full EEO statement, please visit