Indirect Dealer Representative

Job Purpose:

The Dealer Representative serves as the primary relationship manager between the credit union and its dealer partners, ensuring efficient pipeline management, consistent communication, and alignment with credit union lending programs and policies.

The position works closely with internal partners across lending operations, risk, and collections to ensure efficient loan processing, maintain portfolio quality, and support continuous improvement of the indirect lending channel.

Job Duties:

Dealer Relationship Management and Coverage

·       Manage and maintain relationships with an assigned portfolio of automotive dealership partners.

·       Execute on a structured dealer coverage strategy that includes regular dealership visits, phone outreach, and ongoing relationship management.

·       Serve as the primary point of contact for dealership personnel including owners, F&I managers, sales managers, and administrative staff.

·       Provide training and education to dealership partners regarding credit union programs, loan submission processes, and program guidelines.

·       Address and resolve dealer concerns related to loan status, approvals, stipulations, or documentation by coordinating with internal teams.

·       Develop strong relationships across multiple contacts within each dealership to strengthen long-term partnerships.

Dealer Development and Growth

·       Drive indirect loan production through proactive relationship management, pipeline monitoring, and dealer engagement.

·       Promote the credit union’s lending programs and value proposition to increase dealer participation and loan penetration.

·       Identify opportunities to expand existing dealer relationships and support onboarding of new dealership partners as assigned.

·       Monitor dealership production trends and identify opportunities to improve performance or increase participation.

·       Support targeted campaigns, product promotions, and strategic initiatives designed to increase loan originations and profitability.

Competitive Intelligence and Market Feedback

·       Collect and communicate competitive intelligence including market pricing trends, competitor programs, and dealer feedback.

·       Provide insights and recommendations to leadership regarding rate competitiveness, dealer expectations, and market conditions.

·       Identify operational friction points and provide feedback to support process improvements that enhance dealer experience.

·       Maintain awareness of regional dealer market conditions and competitive lending programs.

Cross-Functional Coordination (Operations, Collections, Risk)

·       Partner closely with loan officers, funders, and operations teams to ensure efficient loan processing and strong dealer support.

·       Coordinate with internal teams to resolve dealer issues and improve response times, documentation accuracy, and funding timelines.

·       Collaborate with collections teams regarding dealer-related portfolio performance trends.

·       Support risk and compliance initiatives related to dealer oversight and lending program adherence.

CRM, Reporting, and Administration

·       Maintain accurate records of dealer interactions, activities, and opportunities within the designated CRM system.

·       Track dealer engagement activity including visits, calls, training sessions, and issue resolution.

·       Provide regular reporting regarding dealer activity, production levels, and pipeline opportunities.

·       Support periodic dealer performance reviews using established reporting templates.

Compliance

·       Operate within established delegated authority; never commit to rate/term exceptions or approvals outside approved guidelines.

·       Follow compliance requirements (privacy, fair lending, UDAAP, vendor/dealer oversight expectations, gift policy).

·       Comply with the credit union Bank Secrecy Act (BSA) Policy and Anti Money Laundering and Member Due Diligence Procedures. The BSA training is to be completed within 90 days of employment and annually thereafter.

·       Complete compliance and career development training as assigned.

·       Other duties as assigned.

Skills, Experience, and Education: 

Required:

·       Skills: Strong communication, negotiation, sales, dealer management, problem solving, and conflict-resolution skills.

·       Experience: 3+ years of indirect auto dealer relationship management or equivalent automotive finance experience

·       Education: High school diploma or equivalent.

·       Additional: Valid driver’s license, clean driving record and ability to travel to assigned dealerships regularly.