Under the direction of the Consumer Lending Sales Manager, the Dealer Relationship Manager is responsible for soliciting new business, servicing active accounts, the development of new programs, enhancement and refinement of existing programs, implementation and communication of new products/programs to all participating dealers, as well as maintaining and sustaining consistent loan volumes from a high number of business partners. Additionally, they must ensure overall compliance with regulatory requirements so far as dealer performance is concerned. Success will be measured by volume of newly funded loans, dealer efficiency ratios, and overall dealer portfolio performance as compared to UWCU dealer portfolio and industry statistics. This position works collaboratively with the Consumer Lending Specialists, Consumer Lending Operations Manager, and CU Direct Area Representative.
This position must effectively carry out the essential duties of this position in a manner that consistently demonstrates the core values of the organization in a positive manner.
1) Direct Sales and Business Development of the Indirect Lending Program- 70%
a. Develop new programs, as well as sustain and enhance existing programs to generate business and overall loan growth.
b. Promote indirect lending products and programs to dealers in order to increase overall understanding of, and familiarity with those products and programs.
c. Present and promote UWCU in a highly professional manner as a leading indirect lender in Wisconsin.
d. Develop and maintain business relationships with the dealerships by conducting visits on a regular basis and providing a record indicating the outcome of those visits.
e. Perform consultative and developmental sales activities for current and prospective partners.
f. Utilize databases, reports, and industry information to gather timely information on Indirect activity, the competition, and the marketplace for use in planning, execution and decision-making.
g. Build strong relationships with CU Direct Lending representative(s) and key Indirect dealers.
h. Provide weekly sales results, log dealer visits and provide feedback to facilitate increase capture rates and market share to Consumer Lending Sales Manager.
i. Take ownership and handle potential dealer member complaints/issues and provide timely follow through on the resolutions.
2) Operations Management- 20%
a. Analyze trends and statistics to improve effectiveness and practices.
b. Develop, review, and recommend new methods and procedures to make daily operations more efficient.
c. Manage and control operational expenses within agreed upon targets.
d. Ensure compliance with state and federal government rules and regulations.
e. Make recommendations for near-term business development and implement as directed by the Consumer Lending Sales Manager.
f. Maintain a complete database of relationships and viable prospects within assigned goals.
g. Monitor data and market for business changes or trends and proactively alert management to potential problems or opportunities.
h. Advocate, organize and execute networking activities for acquisition of new and maintenance of current relationships.
i. Facilitate and execute target market plans to support the growth of strategic product lines and programs.
j. Work with Consumer Lending Sales Manager to craft target messages, meaningful activities and evaluate outcomes.
k. Communicate status of acquisition plans, benchmarks and results.
l. Maximize ROI for all business development activities and relationships.
3) Contribute to Activities that Promote Individual and Organizational Success- 10%
a. Responsible for understanding and adhering to all relevant compliance policies, procedures and regulations.
b. Assume responsibility for personal development through training, collaboration and teamwork.
c. Assume ownership for securing information communicated through the use of credit union resources.
d. Embrace change by anticipating and supporting corporate strategies and goals.
e. Demonstrate professionalism in dress, tone, flexibility, and communication.
f. Consistently act as part of a cohesive team, demonstrating excellent interpersonal skills and the ability to interact positively with other employees.
g. Maintain professional growth and development through seminars, workshops, and professional affiliations to keep abreast of latest trends in the financial industry in general and business development specifically.
h. Foster sense of cooperation and cohesion among dealer partners and the branch network.
i. Maintain strong and mutually beneficial relationships with all internal customers.
j. Provide candid feedback in regards to strategy to insure continual improvement.
- Highly developed sales and service skills.
- Strong oral and written communication skills.
- Experience in utilizing business analytics to determine membership needs and sales opportunities.
- Expert knowledge of financial products and services with emphasis on consumer auto loans and indirect auto finance industry.
- Demonstrated high level of initiative and creativity balanced with business logic approach.
- Highly adaptive work style that is flexible to a range of audiences, environments and situations.
- Available to work non-traditional hours to meet dealer needs.
- Ability to handle and resolve conflicts
- Ability to travel and work independently and remotely a majority of the time.
- Strong technical skills in the use of personal computers and various applications, i.e.LoansPQ, Velocity, StreamLend, FSBA, NMA, word processing, spreadsheets, etc.