Dealer Services Production - Dealer Relationship Manager

Overview

STATUS: EXEMPT

REPORT TO: REGIONAL PRODUCTION MANAGER, DEALER SERVICES

DEPARTMENT: RETAIL DEALER SERVICES PRODUCTION

JOB CODE: 3202

PAY RANGE: $ ANNUALLY

The Dealer Relationship Manager (DRM) is pivotal in cultivating, developing, and maintaining strong business relationships within Golden 1 Credit Union’s network of indirect vehicle dealerships. This role is essential in delivering industry-leading service and support, with a focus on increasing funded volume, dealer participation, and member growth.

• Opportunity Targeting, Data Mining, and Reporting
• Analyze funding, approval, and submission trends by dealer to identify performance gaps, untapped opportunities, and areas for growth.
• Leverage internal reporting tools and external sources (e.g., Auto Count, CUDL) to monitor dealer performance and market share.
• Monitor funded volume, active dealer counts, and penetration metrics across assigned territories; use insights to prioritize engagement and drive activation among inactive or low-volume dealers.
• Translate data insights into actionable outreach strategies to drive funded volume and penetration.
• Provide regular performance updates and recommendations to Lending and management teams to support strategic decisions.
• Dealer Relationship Enhancement
• Build and maintain strong, consistent relationships with assigned dealerships, including owners, general managers, finance managers, and key lending contacts.
• Conduct regular on-site visits, calls, and virtual meetings to ensure engagement, training, and alignment on business goals.
• Utilize and maintain accurate dealer contact information in the CRM system to support automated marketing, targeted outreach, and consistent communication with assigned dealerships.
• Promote Golden 1’s lending programs, products, and pricing to maximize dealer utilization and strengthen loyalty.
• Partner with Operations to ensure seamless communication and efficient processing throughout the loan approval/funding process.
• Interdepartmental Access and Collaboration
• Serve as a bridge between dealerships and internal departments—including Lending, Product, and Operations—to ensure collaboration and issue resolution.
• Provide regular feedback to management on process efficiencies, dealer satisfaction, and program enhancements to continuously improve the dealer experience.
• Support coordination between internal teams for program launches, pricing adjustments, and member service initiatives.
• Partner with Home Loans, Consumer Deposits and Business Services Product teams to identify opportunities for expanded relationships within dealership networks, such as employment-based programs, loan placement, or membership drives.
• Preferred Dealer Network Management
• Support the identification, development, and management of a preferred dealer network that demonstrates strong partnership performance, member service, and compliance.
• Ensure selected dealerships consistently provide exceptional experiences to Golden 1 members and align with credit union values.
• Provide feedback to management on potential additions or removals from the preferred network based on performance and relationship quality.
• Market Insight, Event Planning, and Business Development
• Maintain awareness of local market conditions, competitor programs, and regulatory updates impacting indirect lending.
• Assist in planning and executing relationship-building events (e.g., dealer round tables, recognition programs, and tournaments).
• Identify opportunities for joint promotional activities that strengthen Golden 1’s visibility and drive incremental growth.
• Compliance and Operational Excellence
• Ensure adherence to all applicable state and federal regulations, including BSA, AML, and fair lending requirements.
• Maintain accurate and timely dealer records, agreements, and documentation.
• Demonstrate high professional standards and accountability in representing Golden 1 across the dealer network.

• Effective oral and written communications required to perform the duties outlined above.
• Must possess sufficient manual dexterity to skillfully operate a portable laptop computer, fax machine, and telephone.
• Must…