Dealer Relationship Manager

Position Purpose

Upholds Capital Credit Union's mission of "Doing the Right Thing" by supporting the growth and success of the Credit Union's indirect lending program. Develops, maintains, and strengthens relationships with existing dealership partners while identifying and establishing new dealer relationships throughout the Credit Union's market area. Acts as the primary liaison between Capital Credit Union and indirect lending partners to promote loan growth, deliver exceptional service, and ensure a positive dealer experience.

Essential Responsibilities

• Develops and maintains strong relationships with existing indirect lending partners, including automobile, powersports, marine, RV, and other approved dealerships.
• Identifies, solicits, and establishes relationships with prospective dealerships that align with the Credit Union's indirect lending strategy and growth objectives.
• Serves as the primary point of contact for dealership partners regarding indirect lending programs, rates, promotions, technologies, policies, and procedures.
• Provides ongoing training and support to dealership staff regarding Capital Credit Union's indirect lending process, systems, forms, and documentation requirements.
• Assists with the onboarding of new dealerships, including dealer agreements, system setup, processing requirements, and operational training.
• Works closely with Consumer Servicing, Consumer Underwriting, Member Solutions, and lending leadership to ensure efficient communication and resolution of dealer-related issues.
• Maintains regular dealer visitation schedules and conducts in-person meetings to strengthen relationships, identify opportunities, and address concerns.
• Communicates rate changes, promotional programs, policy updates, and product enhancements to dealer partners in a timely manner.
• Monitors dealer production, market trends, and competitive activity and provides regular reporting and recommendations to lending leadership.
• Collaborates with lending leadership to develop dealer incentive programs, promotional campaigns, and growth initiatives.
• Responds promptly to dealer inquiries and works to resolve issues while maintaining a high level of service and professionalism.
• Represents the Credit Union at dealer events, industry functions, community events, and trade shows as requested.
• Maintains knowledge of indirect lending regulations, compliance requirements, dealer contracts, application submission platforms, and industry developments.
• Partners with marketing and lending leadership to improve dealer communications and enhance Capital Credit Union's market presence.
• Provides feedback regarding dealer performance, competitive offerings, market opportunities, and operational efficiencies.
• Assists the AVP Consumer Lending and lending leadership team with special projects and strategic initiatives as requested.

Necessary Experience and Qualifications

• Two to four years of experience in financial services, lending, sales, business development, dealership finance, or relationship management.
• Strong relationship-building, networking, and business development skills.
• Excellent verbal and written communication skills, including presentation and training abilities.
• Strong understanding of consumer lending products, indirect lending programs, and dealership operations preferred.
• Ability to analyze production reports, business trends, and performance metrics and communicate findings effectively.
• Demonstrated ability to work independently, prioritize responsibilities, and manage multiple relationships.
• Proficiency with Microsoft Office applications and lending-related software systems.
• Strong problem-solving and decision-making skills.
• Professional appearance and demeanor with the ability to represent Capital Credit Union positively in the marketplace.
• Valid driver's license with a satisfactory driving record.
• Ability to travel extensively throughout the Credit Union's service area.

Work Environment and Physical Requirements

• Office environment with moderate levels of noise.
• Frequent use of computer, telephone, copier, and other office equipment.
• Prolonged periods of sitting, standing, and driving.
• Frequent mental and visual concentration.
• Travel to dealerships, branches, trade events, meetings, and training opportunities.
• Ability to lift and transport materials weighing up to 50 pounds on an occasional basis.

The above statements are intended to describe the general nature and level of the work being performed in this position. They are not intended to be construed as an exhaustive list of all responsibilities, duties, or requirements.

Capital Credit Union is an Equal Opportunity Employer. We participate in E-Verify. Click the Learn more about Capital Credit Union link below for more information, as well as information on employee rights under the Family Medical Leave Act and the Employee Polygraph Protection Act.

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.