Finance Manager

Job Summary

The Finance Manager is responsible for overseeing the dealership’s finance and insurance (F&I) operations. This includes securing financing for customers, maximizing product penetration, ensuring compliance with regulatory requirements, and enhancing the overall guest experience. The Finance Manager works closely with the sales team to close deals efficiently and ethically, in alignment with the Graff Automotive Group’s values and goals.

Key Responsibilities

1. Finance and Insurance Operations

• Structure car deals and submit to lenders for approval; secure the most competitive financing options for guests.

• Present and sell finance products including service contracts, GAP, maintenance plans, tire & wheel, and credit insurance.

• Achieve and exceed F&I penetration goals while maintaining high standards of compliance and customer satisfaction.

• Review contracts for accuracy and ensure all documentation is completed and submitted timely.

2. Compliance & Documentation

• Adhere to all federal, state, and local laws related to vehicle sales and financing (e.g., Truth in Lending, Fair Credit Reporting).

• Ensure compliance with internal Graff Automotive Group policies and OEM programs.

• Audit and maintain deal jackets and financial paperwork.

3. Collaboration & Leadership

• Work closely with the sales department to streamline the sales-to-F&I handoff.

• Train and mentor sales staff on finance product knowledge, objection handling, and compliance awareness.

• Provide daily, weekly, and monthly reports to management, including penetration rates and contract-in-transit status.

4. Dealership Operations Support

• Monitor and minimize contracts in transit (CIT) and ensure timely funding.

• Participate in daily DOC reporting, month-end close, and performance reviews with the General Manager.

• Assist in improving front-end gross by maximizing F&I income per vehicle retailed (PVR).

Qualifications

• Proven experience as a Finance Manager or Senior F&I Manager in an automotive dealership.

• Strong lender relationships and experience working with subprime and prime lenders.

• Exceptional communication, organizational, and presentation skills.

• Thorough knowledge of automotive F&I laws, compliance, and best practices.

Key Performance Indicators (KPIs)

• Product penetration (service contracts, GAP, maintenance, etc.)

• F&I gross per retail unit (PVR)

• Contracts in transit aging

• Customer satisfaction (CSI/F&I-specific surveys)

• Deal funding time

• Compliance audits

Core Traits

• High character and integrity

• Process-driven and results-oriented

• Passion for customer service and guest satisfaction

• Willingness to adapt and improve continuously

• Team-focused, collaborative, and proactive