Dealer Development Manager

Position Purpose

The Dealer Development Manager is responsible for the strategic growth, profitability, and market expansion of REV's indirect lending program across assigned territories, including South Carolina, North Carolina, West Virginia, and future expansion markets. This role serves as the primary business development representative for the credit union's dealer network, responsible for cultivating dealership relationships, driving indirect loan production, optimizing conversion performance, and expanding REV's market presence.

The Dealer Development Manager functions as a trusted advisor to dealership owners, principals, general managers, and finance leaders, leveraging consultative sales strategies, market intelligence, data analytics, and operational expertise to deliver mutually beneficial growth opportunities.

This position is accountable for achieving production goals, strengthening dealer engagement, increasing dealer penetration, improving funding conversion rates, and ensuring the long-term profitability and sustainability of the indirect lending portfolio.

Duties & Responsibilities

Assumes responsibility for developing and executing indirect lending growth strategies across assigned markets.

• Develop and execute market growth strategies that support REV's indirect lending objectives and geographic expansion initiatives.
• Manage and grow an assigned portfolio of franchise and independent dealer relationships across multiple states.
• Identify, onboard, and develop new dealer partnerships that align with REV's credit appetite, profitability objectives, and growth strategy.
• Establish and maintain strong executive-level relationships with dealer principals, owners, general managers, sales managers, and finance managers.
• Execute regular onsite dealership visits, performance reviews, and business development meetings, while identifying opportunities for improvement and presenting actionable recommendations to senior leadership for consideration.
• Analyze dealer performance metrics, production trends, funding results, and portfolio quality to identify growth opportunities and performance gaps.
• Utilize consultative sales techniques to improve dealer utilization, increase application volume, enhance approval quality, and improve funded loan conversion.
• Leverage market intelligence and competitive insights to position REV as a preferred lending partner within each territory.
• Facilitate dealer adoption of lending technology, digital origination tools, and process improvements that enhance dealer experience and speed-to-funding.
• Recommend pricing enhancements, program modifications, promotional opportunities, and product innovations designed to enhance production and dealer satisfaction.

Assumes responsibility for performance management and portfolio optimization.

• Monitor and manage key performance indicators across assigned dealer relationships.
• Create and monitor dealer scorecards and portfolio performance on a regular basis.
• Identify trends related to funding rates, approval ratios, credit quality, dealer participation, delinquency, charge-offs, yield, and member acquisition, while helping drive deepening opportunities for new members.
• Partner across departments, including lending, credit risk, marketing, and business intelligence to implement growth initiatives and improve performance.
• Ensure dealer relationships remain aligned with organizational profitability and risk objectives.

Assumes responsibility for dealer advocacy and enterprise partnership.

• Serve as the primary voice of the dealer channel within the organization.
• Provide ongoing feedback regarding dealer needs, market trends, competitive threats, and growth opportunities.
• Participate in the development and implementation of indirect lending campaigns, dealer promotions, targeted pricing initiatives, and portfolio retention strategies.
• Represent REV at industry events, dealer functions, trade associations, and community networking opportunities.

Assumes responsibility for regulatory compliance and risk management.

• Ensure compliance with all federal and state lending regulations, indirect lending policies, and dealer agreements.
• Conduct required dealer due diligence and ongoing monitoring activities.
• Promote sound lending practices while balancing growth objectives with portfolio quality and risk appetite.
• Maintain accurate documentation of dealer interactions, relationship activities, and business development efforts.

Assumes responsibilities for related duties as required or assigned.

Skills & Qualifications

Education/Certification & Experience:

• Bachelor's Degree in business, finance, marketing, economics, or related field preferred.
• Minimum five (5) years of progressive experience in indirect lending, automotive finance, dealer development, business development, territory management, or relationship management.
• Demonstrated success managing a dealer territory and achieving production goals.
• Multi-state territory management experience preferred.
• Experience presenting to executive leadership and dealership ownership groups preferred.

Skills/ABILITIES:

• Advanced consultative sales and business development skills.
• Strong understanding of indirect lending strategy, dealer operations, and auto finance.
• Ability to analyze production, conversion, profitability, and portfolio performance metrics.
• Exceptional communication, negotiation, and relationship management skills.
• Advanced financial analysis and data interpretation capabilities.
• Proven ability to develop strategic growth plans and execute against measurable goals.
• Ability to influence outcomes across multiple departments and organizational levels.
• Executive presence with the ability to effectively communicate and present to audiences at all organizational levels.
• Advanced knowledge of indirect lending platforms.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)