Indirect Dealer Relationship Manager

Indirect Dealer Relationship Manager

The Indirect Dealer Relationship Manager is responsible for developing dealer relationships for automotive, powersports, and RV, conducting dealer due diligence, identifying market opportunities, developing dealer efficiencies, making recommendations on program enhancements, addressing service gaps, understanding competitors' programs, and being a key point of contact for CUDL (Credit Union Direct Lending). This position serves as the primary liaison between the credit union, branches, and dealer partners, driving loan production, dealer engagement, portfolio growth, and overall program performance.

The role focuses on business development, dealer recruitment, dealer retention, training, and market expansion while ensuring safety and soundness of the indirect program, ensuring alignment with the credit union's lending, compliance, and risk management standards. The Indirect Dealer Relationship Manager plays a critical role in supporting strategic initiatives that expand market share, maintains mutually beneficial relationships with approved dealer partners, and positions the credit union as a preferred lending partner.

Dealer Relationship Management

• Serve as the primary relationship manager for assigned region or any other region as needed
• Develop and maintain strong relationships with dealer principal, finance director, finance managers, general managers, and general sales managers.
• Conduct regular dealer visits to strengthen partnerships, identify growth opportunities, and provide coaching.
• Act as the primary point of contact for dealer questions, escalations, and operational concerns.
• Maintain a high level of dealer satisfaction through responsive communication and service.
• Managing conflict resolution

Business Development

• Identify, recruit, and onboard new indirect lending partners.
• Expand lending opportunities within existing markets and new territories.
• Collaborate with leadership to develop market expansion strategies.
• Promote indirect lending products, pricing programs, leasing solutions, and refinance initiatives.
• Represent the credit union at dealer events, community events, and industry conferences.

Production & Performance Management

• Drive indirect loan volume growth through active dealer engagement.
• Monitor production trends and dealer performance metrics.
• Issue dealer reserve chargebacks bi-monthly
• Analyze dealer penetration, funding rates, look-to-book ratios, and profitability trends.
• Develop action plans to improve dealer production and portfolio quality.
• Support achievement of annual production and strategic growth targets.

Dealer Training & Support

• Credit union lending programs
• Ability confidently speak on approvals, counter, and decline
• Electronic contracting processes
• Funding requirements
• Product promotions
• Dealer incentive programs
• Ensure dealers are knowledgeable about credit union products, policies, and procedures.
• Assist dealers in adopting new lending initiatives and technology platforms.
• Enforce dealer buybacks

Strategic Program Support

• Auto refinance partnerships
• Indirect auto leasing
• Power sports and RV
• Out-of-state lending initiatives
• Dealer on boarding and management
• Centennial Leasing and sales (MAC)

Requirements

Position Required Qualifications

Minimum Education and Experience

High School diploma or GED and five (5) years of experience with indirect lending sales, underwriting, dealer interactions with two (2) years working in the auto lending industry, high retail volume sales, and worked in a commissioned role.

Knowledge, Skills, and Abilities

Candidate should have strong knowledge of auto loan underwriting, understand credit risk and auto loan profitability. Candidate need to be qualified to do so to explain credit decisions to dealers in a confident and professional manner either over the phone or through messaging. Proficiency with computer programs including the full suite of Microsoft Office products and other standard office software. Ability to develop ad hoc reports.

Ability to read, write, speak, and use proper grammar in English. Ability to read, analyze, and interpret technical procedures, financial reports, legal documents, and government regulations. Proven ability to write business correspondence and draft reports. Proven ability to write business correspondence in response to sensitive inquiries or complaints. Ability to communicate verbally both in person and on the telephone. Ability to speak effectively to members and dealers regarding sensitive inquiries or complaints.

Ability to define problems, collect data, establish facts, and draw valid conclusions.

Licenses, Training, and Certifications Required

None.

Hybrid Work Environment and Physical Demands

• Occasionally required to stand, walk, and reach with hands and arms.
• Regularly required to sit; use hands to finger accurately when using calculator machines or computer keyboards.
• Occasionally lift and/or move up to 10 pounds.
• Specific vision abilities required by this job include close vision…