Dealership Relationship Specialist

Job Details

Job Location:

Corporate Office - Rapid City, SD 57702

Job Category:
Business Development Who We Are

We have the fundamental belief that we, as an organization, can and will improve lives. Rooted in the centuries-old credit union philosophy of people helping people, we maintain a simple premise. Those we interact with will receive equal and just treatment, devoid of intolerance, false judgment, racism, or discrimination of any kind. We must not accept less if we are to fulfill our mission, "We Improve Lives."

This mission empowers us to serve the greater good and to make a difference in our world. Our cooperative structure creates a cycle of mutual assistance towards the common goal of the financial well-being of members.

At Black Hills Federal Credit Union (BHFCU), we’re committed to improving the lives of our members every day, and we look for people who share that passion. Don’t have a ton of financial industry experience? No problem. Our onboarding includes an orientation program with ongoing training to help staff further their career at BHFCU by building on their existing strengths.

The Dealership Relationship Specialist serves as the primary liaison between the Credit Union and its indirect lending dealer network. This position is responsible for developing and maintaining strong dealer relationships, supporting loan production growth, providing training and ongoing communication, and promoting the Credit Union's indirect lending programs in support of organizational objectives.

The Dealership Relationship Specialist manages and develops relationships with dealer partners throughout a multi-state market area through a combination of in-person visits, virtual meetings, telephone outreach, and business development activities. This position is responsible for increasing indirect loan production, strengthening dealer engagement, monitoring dealership and portfolio performance, and ensuring compliance with Credit Union policies, procedures, and applicable regulations.

• Develop, maintain, and strengthen professional relationships with dealership partners throughout the Credit Union's indirect lending network.
• Serve as the primary point of contact for dealer inquiries, operational support, training, and issue resolution.
• Promote the Credit Union's indirect lending programs and identify opportunities to increase loan production, dealer engagement, and market penetration.
• Identify, recruit, onboard, and develop new dealership relationships that align with the Credit Union's strategic growth objectives.
• Conduct dealer outreach through in-person visits, virtual meetings, telephone calls, email communication, and other relationship management activities. Dealer visitation schedules will be based on production levels, strategic value, and business needs.
• Deliver training and education to dealership personnel regarding lending programs, operational procedures, funding requirements, compliance expectations, and system utilization.
• Monitor dealership production, approval ratios, portfolio performance, submission quality, and relationship profitability, providing recommendations to improve performance and strengthen partnerships.
• Proactively engage inactive or underperforming dealer partners to identify opportunities for growth and increased participation.
• Collaborate with underwriting management, lending, funding, and operational teams to enhance the dealer experience while maintaining sound lending practices and credit quality.
• Serve as a liaison between dealership personnel and Credit Union staff to resolve operational issues, contract discrepancies, titling concerns, reserve adjustments, chargebacks, and other dealer-related matters.
• Support dealer compliance with Credit Union policies, procedures, and applicable federal and state regulations by identifying and escalating operational, fraud, or compliance concerns as appropriate.
• Conduct periodic dealer relationship reviews, establish performance expectations, and recommend action plans to enhance production and profitability.
• Remain informed regarding competitor programs, pricing changes, market conditions, and industry trends and communicate relevant information to management.
• Assist with the processing and funding of indirect loan packages as necessary to support operational needs.
• Prepare reports, analyze production and portfolio data, and provide recommendations regarding dealer performance, growth opportunities, and risk…