Dealer Relations Manager

Description

JOB SUMMARY:  
The Dealer Relations Manager is responsible for developing, growing, maintaining, and supporting TVFCU's indirect auto business within the assigned market. This role oversees strategic performance and reporting for program partners while managing marketing efforts and budgets, including dealer incentives and rewards programs. Additionally, the Dealer Relations Manager will coordinate and participate in special initiatives aimed at increasing TVFCU's indirect loan volume and market share. Serving as the primary liaison between dealerships and internal departments, this position ensures service levels are met and operational issues are effectively resolved.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Actively engages with existing partner dealerships to assess market trends, provide feedback to TVFCU consumer lending management, and secure commitments to generate matching application volume. This role will effectively market and promote TVFCU’s indirect lending program, highlighting its competitive advantages.
• Maintain accurate dealer records in compliance with internal policies and regulatory requirements. Analyze dealer production, delinquency, and loss trends to assess profitability and risk. Conduct initial due diligence on prospective dealers and periodic evaluations of existing partnerships to ensure alignment with TVFCU’s objectives. Strengthen dealer relationships through regular in-person visits, providing support, addressing concerns, and identifying growth opportunities. 
• Distribute rate/pricing sheets and oversee direct communication with dealership partners. 
• Manage the Dealer Rewards program, ensuring adoption and usability to keep TVFCU top of mind for financing.
• Maintain expertise in RouteOne and Dealertrack service platforms.
• Conduct monthly competitive analysis of other indirect lending programs and provide TVFCU consumer lending management with insights into strengths, weaknesses, and dealership feedback. Obtain multiple rate sheets and assess, at an underwriting level, how TVFCU’s program compares in terms of advantages and areas for improvement. Deliver strategic analysis to consumer lending management to ensure TVFCU remains competitive and top-of-mind with partner dealerships.
• Review dealership performance report cards monthly, analyzing key metrics such as production, application volume, look-to-book ratios, credit quality and adherence to TVFCU program guidelines. Discuss findings with dealer partners quarterly. Collaborate with consumer lending management to develop strategies for underperforming dealerships. Provide performance feedback to TVFCU leadership to ensure alignment on dealership strategies and identify opportunities for increased engagement.
• Serve as a liaison between TVFCU underwriting and dealership finance departments, mediating disputes to maintain strong relationships. 
• Balance the monthly budget and employ creative strategies to increase production when necessary.
• Maintain a comprehensive understanding of dealership agreements to assist in fraud detection, identify straw purchases, and support collections with lien perfection. Engage with dealerships in these cases to ensure proper resolution and compliance with TVFCU standards.
• Organize and host Dealer Appreciation meals for top-performing dealers.
• Actively pursue new dealership partnerships to expand membership and drive loan growth. Regularly identify and engage prospective dealers to promote TVFCU’s indirect lending program. Recommend potential contract opportunities to the VP of Consumer and Mortgage Lending.
• Coordinate TVFCU’s Used Car Night at the Lookouts, obtaining donated cars from Auto Dealers and managing dealer logistics and hospitality. 
• Represent TVFCU in a professional manner at internal and external marketing or community relations events as needed.
• Proactively demonstrates the TVFCU core values of integrity, honesty, flexibility, teamwork, leadership, accountability, and relationship-building in all interactions.
• Additional duties may be assigned as needed.
   

Qualifications

EDUCATIONAL AND WORK EXPERIENCE REQUIREMENTS:

• 5 to 8 years of relevant experience, particularly in underwriting, to confidently communicate with dealership finance departments regarding credit and TVFCU's underwriting processes.
• A bachelor’s degree, or industry-recognized certifications equivalent to a bachelor’s degree.
• Experience working with RouteOne and Dealertrack service channels preferred.
• Proficiency in Microsoft Office (Word, Excel, Outlook).
• Strong analytical and problem-solving skills, with the ability to assess dealer performance and recommend data-driven solutions.
• Excellent communication and negotiation skills to mediate between TVFCU underwriting and dealership finance departments.
• Strong organizational skills, with the ability to prioritize multiple tasks and meet deadlines.
• Self-motivated and results-driven, with the ability to work independently and as part of a team.
• Valid driver’s license and ability to meet the credit union’s requirements for operating a company vehicle.
• Flexibility to work evenings and weekends as needed.

If you are considered for an offer of employment at TVFCU, you must successfully complete a pre-employment screen that includes:

• Verification of education, employment and other pertinent data included on your employment application, and eligibility to work in the United States
• Criminal background check and drug screening
• Pre-employment credit check required

Pre-employment screening helps TVFCU provide a safe environment for our members and employees, minimize risk, and ensure federal compliance.