Dealer Development Manager

• Develop and maintain relationships with new and existing dealer partners
• Act as a trusted advisor to dealership owners, GMs, and F&I managers
• Conduct regular in-person dealership visits based on a structured drive schedule
• Deliver consistent follow-up and service to ensure dealer satisfaction and loyalty
• Identify, onboard, and activate new dealer partners
• Drive dealer sign-ups and first deals
• Re-engage inactive dealers and return them to production
• Execute onboarding training on programs and systems
• Achieve monthly funding and application volume goals
• Increase contracts per active dealer and overall territory production
• Grow volume in Tier 3–5 segments while maintaining quality
• Drive penetration targets
• Partner with underwriting/credit teams to structure deals effectively
• Educate dealers on program guidelines, stips, and deal packaging
• Coach dealers on submitting clean, fundable deals
• Monitor dealer portfolio performance, including delinquency, charge-offs, and profitability
• Manage dealer mix to align with company risk appetite and profitability goals
• Shift focus toward preferred collateral and higher-performing dealers
• Ensure adherence to compliance, credit policies, and documentation standards
• Conduct ongoing product and process training with dealership staff
• Educate dealers on value-added products
• Provide market insights and best practices to improve dealer success
• Position Upgrade as a relationship-driven partner rather than a transactional lender
• Maintain a disciplined weekly drive schedule maximizing in-person dealer time
• Track and manage activity through CRM such as Salesforce
• Analyze territory performance and adjust strategy based on data
• Participate in team calls, sales meetings, and performance reviews

• 2+ years of experience in indirect auto finance, auto sales, or related field
• Strong understanding of credit tiers, loan structuring, and dealership operations
• Proven ability to build relationships and drive sales growth
• Excellent communication, negotiation, and problem-solving skills
• Self-motivated with strong time management and territory planning skills
• Ability to travel locally (significant field time required)
• Must reside in the Greater Nashville Area
• English is required for all positions

Demonstrates expertise in building and maintaining dealer relationships, driving sales growth, and executing effective onboarding and training programs. Proficient in analyzing territory performance and ensuring compliance with credit policies and documentation standards.

• Indirect Auto Finance Experience
• Credit Tier Understanding
• Sales Growth Ability
• Territory Planning Skills
• Excellent Communication Skills

• Loan Structuring
• Dealership Operations
• Onboarding Training
• Performance Analysis
• Compliance Adherence

• Relationship Building
• Negotiation Skills
• Problem-Solving Skills
• Self-Motivation
• Time Management

• Dealer Partners
• Funding Goals
• Territory Production
• Market Insights
• Value-Added Products

• CRM Software
• Salesforce