Indirect Dealer Relationship Manager

Job Summary Overview

The Indirect Dealer Relationship Manager is responsible for developing dealer relationship for Automotive, Powersports and RV, conduct, dealer due diligence, ability to identify opportunities in the market place, develop dealer efficiencies, make recommendations on program enhancements, address gap in service, understanding competitors program, and be another 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 position the credit union as a preferred lending partner.

Essential Job Functions

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)